People have been trying to sell everything from food to services and jewelry for a millennia, but most salespeople end up with less success than they want. A main issue is a reliance on unwise sales techniques or an absence of sales training altogether.
The most effective sales techniques we teach at basic sales techniques utah revolve around listening skills. If you never listen, how do you imagine you will win your potential client over? If you just tout the benefits of your products without knowing whether the customer even wants them, you can expect to fail.
We put together a few tips on basic sales training that you can implement in your own selling and pass on to make your whole company better.
The best idea, though, is to think about your potential customers. Do they know they need your solution or product or are they having a problem you can solve? Are any other options available and are they acceptable to the person? Have these answers before you make any calls.
Next, you need to start listening. Keep these top-shelf sales tips in mind:
- Just hold your tongue! Most would-be sellers go on forever, not realizing that they have already lost the sale, who is now just trying to hang up or get away. You can discuss the benefits of your service or solution and briefly go over how you can offer solutions to their problems, but not unless you know what they expect.
- You aren't a mind reader. Every client is different, and that you can rarely guess what they really need. Don't let your ego get the best of you and believe that you know more than they do. Instead, ask for clarification several times during the conversation.
- Don't tell people what to do. No one likes to be ordered around, but a lot of would-be sellers end up doing this when they just go over their sales pitches without listening. Rather, discuss the benefits of your service or product and listen while the customer speaks, coming to understand why, in the process, your idea is the ideal choice. You can coach the prospect along, but stop there or you could lose it all.
- Emotions close sales. Product details have their purpose, but closing deals is really about whether your customer likes you and has trust in you and what you're selling. Pay attention to emotions like being overwhelmed and tired, as these are problems you could perhaps solve. It's also smart to listen for pleasant emotions such as relief, because this can get you closer to realizing your prospect's true needs.
- Learn what your prospects is after. If they are happy with their own fixes to the problem you think you see, find out why. If not, find out what's missing. If they want some parts of what you're offering, you need to know this too. At the end of the business day, making any sale is about persuading one person at a time. If your prospects don't feel listened to, will almost never continue working with you.
- Seriously consider what they're saying and rephrase it. Known as reflective listening, this skill lets the customer know you're hearing them, that you are concerned about it and are thinking about it, and that you are clear on the facts. Furthermore, this technique clarifies what they expect from you.
- Know what gets to them In addition to hearing what the client says he or she wants, find out what the true motivations are. Generally, this means boosting the bottom line but it can also mean something like improving speed, reducing work for them and more.
These sales strategies might not be intuitive when you start implementing them, but if you try them you will see that they are very effective. Don't forget that most would-be sellers just rush through with their standard pitches, not thinking about their customers at all. These salespeople fail. Join the ranks of sales victory by quieting your mouth and proving that you care.