If you embrace and implement good sales tips, you’re likely to see an immediate improvement in your sales results which is the great thing about sales. The following are a few sales tips which are easy and practical to adopt.
1. Define your ideal prospect
Clearly identifying what your ideal prospect looks like is one sales step easily overlooked. It is easy to fall into trying to sell to everybody, but in reality there aren’t only certain prospects which fit better with what we have to offer than others, but there are prospects which are more likely to move forward with a purchase.
You can improve your ability to figure out which prospects to spend your valuable time with by defining what your ideal prospect looks like. Look at characteristics like location, size, title, industry, as well as current environment.
2. Perform research
Performing a decent amount of research on your sales prospects is a step that can have a huge impact although it is not the most fun step. Learning about their business, challenges, and industry helps you build out your account strategy as well as greatly impresses your prospects.
3. Turn gatekeepers from enemies to allies
Most likely you’ll spend a large amount of time dealing with gatekeepers while selling. Because of this, can include trying to get gatekeepers on your side and turning them from enemies to allies.
Gatekeepers will immediately be attempting to determine if you’re a friend or foe. An outsider trying to get in is a foe. Someone that’s already on the inside by being connected or doing business with the organization is a friend. To make the gatekeeper feel as though you’re more of a friend than foe there are clear things which can be done.
4. Focus on value
Salespeople often fall into the habit of primarily talking about their products and features when they sell. While that can be okay, it’s more powerful to shift from this and focus more on talking about the value that you have to offer.
How can you help your clients? Do you help them save time, decrease costs, make more money, or decrease risk? When looking for good sales tips, build your sales messaging and communications around that.
5. Prepare for objections
Preparing for objections is one of the good sales tips which can have an immediate impact. Predominately when cold calling, you’ll run up against objections when dealing with prospects. Statements like “We are not interested”, “Just send me some information”, and “You price is too high” are common objections.
You can greatly improve your ability to respond when they come up in the field if you can identify which objections are likely to come up and then script good responses for those. You can expect to see an improvement in sales results in the long-run when you can deal with objections better.
6. Qualify prospects
The most valuable resource you have is time. There’s nothing you can do to replace it or add more and it is limited. The key to being a successful salesperson is having the ability to determine which prospects to spend your valuable time with and qualifying is the key to being effective at doing this.
Measuring up a prospect to identify how well she fits with needing or using your products and services is qualifying. If the prospect doesn’t need what you’re offering, there’s no reason to spend your valuable time talking to her.
But need isn’t the only thing to look at. In addition, look at the probability for the prospect to move forward with a purchase. Available funding or budget and purchasing power are key things to help in measuring this.
7. Focus on pain
To improve qualifying prospects and identifying if there’s a need, focus on trying to identify if there’s pain the prospect is experiencing and this is one of the . Something that’s not working well or not working as well as it could be for the prospect is pain.
When you find pain that the prospect is experiencing which you can resolve, you have improved the qualification of the prospect as well as uncovered valuable information that can be used throughout the sales cycle.
8. Consciously build interest
You have to trigger interest on the prospect’s side at some point in the sales cycle. Even with the best products and features available, if the prospect doesn’t have interest, it’s going to be difficult to move forward to a close.
Some people have the belief that interest is either going to happen or not and that there’s not much you can do about it. The reality is that there are definitely good sales tips which help with building interest. The following are just a few:
- Communicate how you differ from the competition
- Communicate the ROI that you have to offer
- Communicate that value that you deliver
- Communicate how you resolve the prospect’s pain
- Communicate the impact of doing nothing
9. Effectively build rapport
It’s critical to build some sort of connection with the prospects you’re trying to do business with which makes building rapport one of the key good sales tips. It’s important for two reasons. First, people typically purchase from people they like and the more effective you are at getting prospects to like you, the higher your sales.
Secondly, you have the potential to benefit greatly by the prospect being responsive as well as sharing information during the sales cycle. The prospect will likely respond and make themselves available when it’s time to meet if you’ve established rapport as well as share more information with you when you meet and talk with them and both of these help increase sales.
SalesScripter provides sales coaching helping sales pros to adopt good sales tips.