The world of sales is full of obstacles and competition. Dealing with potential customers is like a delicate dance, one wrong step and the performance can be ruined. There are ways to move your product or service while keeping this ‘dance’ elegant and in-step.
Don’t lead with a pitch. You almost have to put what you’re selling out of your mind. Start the conversation by finding out what the customer is looking for. As Meghan Casserly at Forbes, points out in her article, clients are looking for help. Identifying what they want or need, is the first step in making the sale. In fact, if you can put them in a position of necessity your product will sell itself. The client will actually see you as kind of savior instead of a salesman. This can boost your profits and create strong customer relationships in a fundamental way.
You can actually turn this tactic of ‘identifying what the customer wants,’ into a search for what is often referred to as the hot button or pain point. These are also touched on in the Forbes article. These are the various reasons people have for buying the same thing. Using open ended questions in a strategic way can lead to the exposure of these pain points. All successful salespeople will have a strategy to accomplish this.
Another great method for getting a “yes” answer when selling, is to make sure you’re not overwhelming the customer with a plethora of choices. As they mention in an article written for BussinessKnowHow.com, you want to stay away from “what to buy” options if at all possible. Oftentimes, potential customers get flustered when asked which product or service they would like to buy. This results in a “NO” answer, rather than having to make the choice. You can avoid this by focusing on one item at a time, or by cleverly packaging multiple items or services into a package deal. This way, they are again given the “yes” or “no” option rather than a “which one.” Using this tactic is a great way to get those sales percentages up.
Once you get your “yes,” consider a follow up sale. As they point out later in the BKH article, once a customer has shown to be receptive to your sales tactics and given you that much coveted “yes,” they are now like an open conduit to future sales. Be subtle, but don’t let them off the hook. These follow ups can be a simple additional sale. If you don’t have additional products or services to sell, GET them. It is worth the time and effort to find associated material to compliment your initial sales.
Know your product and have fun. The best, most effective sales, are the products or services you really like and enjoy yourself. Try them out and get to know how they work. You can then answer customer questions with ease and convey a true enthusiasm about whatever you’re trying to sell.
Using the above tips can result in an improved selling experience for both small and large businesses in the sales industry. Don’t be afraid to try new things. However at the same time, sticking to known tactics is a safe way to expand that profit margin and increase your customer base.
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Prospecting for new clients is perhaps the most challenging and yet most crucial task in any business. Without viable leads, a business will soon fail. Here at Lead 411, we know a thing or two about prospecting for hot leads, and we have multiple ways of notifying you when a business is primed to buy new products and services. One way you can find out if a company is ready to buy is by examining their hiring trends.
Why do hiring trends matter? Hiring trends are considered a sales trigger. A sales trigger is an event or occurrence that creates an opening for marketing or sales opportunity.
Surprisingly, explosive hiring trends can tell you several things. Here are some situations that may result from high hiring trends within a company.
All of these situations could mean that a company or prospects within a company are situated to buy. Did you know that new decision makers at 10x more likely to purchase new products and funded companies are 8x more likely to respond to your emails?
It makes, even more, sense to focus your prospecting activities on companies that have an upward trend in hiring.
Hiring trends are just one example of trigger events; there are many others and Lead 411’s services are primed to notify you of all optimal trigger events.
Learn how we can help you find prime leads for your business. Try our seven-day free trial and get access to 35 million potential customers now!
The best sales people are those who listen, instead of dominating the conversation. You’ll discover the needs of your customer, dispel any concerns they have, and build a positive relationship that keeps people coming back to your company again and again. Ready to improve your sales with the simple act of listening? Here are a few tips to get your started.
Benefits of listening in business
Most customers buy because they have a need that your product fulfills. But pitching the product and going for the close as soon as possible leaves potential customers feeling pressured. Instead of doing all the talking, ask some good questions and listen to the answers. You’ll get these three amazing results.
Where do I start?
Ready to start listening? First, take a look in the mirror. Assess your sales technique and figure out how you can turn your statements into questions. Ask yourself how you’ll learn about your customer’s needs, and put your plan into action. Don’t let your sales drop because you’re not listening. Build a better business today by asking questions, listening to your customer’s needs, and getting them exactly what they want. Lead411 provides insight so you can be informed with the right conversation topics. It may be a recent funding, a new technology adoption or a new executive hire. Whatever the sales trigger, we have the platform to get you selling smarter to prospects that are open to a conversation.
You cannot approach selling to executives in the same way you approach any other sale. It’s true that selling to executives versus employees is a shorter process, (less waiting for approval periods), but it does require a totally different strategy than the one you use for employees. To save you time, and execute your sales effectively, consider these 4 tips.
1. Optimize methods of connection. Multiple studies have shown that executives are in touch with all methods of communication. A study from Ber|Art reported that over 55 percent of top-level management regularly check Facebook. 64 percent reported to using LinkedIn on a regular basis. Put yourself in their frame of reference by connecting through several mediums before you actually make contact. This highlights you in their memory, and makes a small connection for them and what you offer, before you pitch to them. On this same note, connecting yourself through a referral will up your chances of closing a deal as well. Eyes On Sales reports that, “A cold lead, or an inbound lead from a random source, has a closing rate of around 25% to 30%. In contrast, you double your success with a referred lead, which traditionally has a closing rate of 50%.”.
2. Keep it Brief. By making a concise and to-the-point pitch you not only appear to highly value your time, you show them that you value their time as well. Taking advice from the CBS Money Watch “your sales approach has got to be fully-researched, short and sweet”. Get your point across and don’t allow your presentation to be labeled a “time-waster”. Consider cutting out some facets of your presentation that may require set up time. Ask yourself, “Do I really need a slide-show to get my point across?”.
3. Fully develop responses to questions. A large part of an executive’s job, is to overview, and oversee processes. They are well versed in finding flaws in a project, in order to make it more effective. If they are interested, they will most likely have specific questions that demand a specific answer from you. As stated in Salesforce’s blog “An executive sales meeting is not the time to ask basic questions.”. Tailor what you say to executive and the company you are making your offer too. Your extra work will not go unnoticed.
4. Practice out loud. Executives made their way to where they are with their strong leadership qualities and confidence. They can be intimidating to present to. Put yourself in the right frame of mind by practicing before you meet with them directly. In Forbes article “7 Tips for Creating an Effective Sales Pitch” , Wendy Weiss says, “If you go in with the idea that you are just going to talk, talk, talk, and make the sale, it’s going to be a struggle. But if you go in with the idea that you are going to have a conversation and build a relationship with the prospect, you’ll have a much better success rate.”. Remember, executives are people too! Practice out loud to soften your nerves. Speaking with eloquence while actively working to engage the executive into conversation will pave your way to making your sale.