Increase sales with a new and improved sales strategy.
We’ve all received one of those dreaded calls. A sales rep calling for what feels like the millionth time to push an obscure product or service that nobody wants. Or at least they don’t know they want them. This is where the problem lies.
Constant cold calls, voicemails and emails from pushy sales reps only work to push prospects away. This is the perfect example of everything today’s sales reps should NOT be doing. We live in a world that is saturated with transactions. We exchange money for products and services every day – but being in sales is about more than just pushing a transaction.
Regardless of what you are selling, the goal of any salesperson should be to create a mutually beneficial relationship. You give them something they need or want in exchange for payment. As simple as this sounds, it’s not always easy. Getting a prospect from interested to convinced takes plenty of trust.
Sales principles are the basic building blocks of every sales process. In order to help you close more deals and increase sales, we’ve put together a list of the best sales principles to help you improve your sales strategies.
By keeping these in mind while doing a pitch, you’ll have a strategy that is effective time and time again.
1. It’s not about your product, it’s about their problem
While product specs and features are important, they shouldn’t be the focal point of your sales strategy. When speaking with a potential customer, it is important to focus on them and their needs rather than you and your product. This is called solution selling; identify your potential customer’s pain points and why they need you to solve their problem. Solution selling is one of the best ways sales reps can sell with empathy. This takes a lot of thought and a firm grasp on a prospect’s general circumstances.
It is also important to remember that in many cases, prospects don’t know what they need. By understanding their circumstances, you can ensure they get the best solution possible. This may take longer, but it fosters stronger relationships, which leads us to our next point.
2. Foster relationships
One of the most important questions you should always be asking yourself is “Why should the customer buy from me rather than from my competitor?”
Sometimes the answer to this comes down to the relationship you have with your consumers. A strong rapport, a value-added product, and a sympathetic ear will all help you build a relationship with your customer.
Focusing on long-term relationships will bring you success in the form of repeat customers, referrals, and upselling target achievements. When you are patient, empathetic and flexible with your prospects, they will want to work with you again and tell their friends and family about you.
3. Listen closely
Some sales reps have a tendency to give a well-rehearsed spiel on their product and its features. This means that they do most of the talking during their call. But nobody knows what the customer needs better than the customer. Two thirds of buyers say that listening to their needs is the most important quality they look for in a sales rep they feel they can trust.
By spending the majority of the time asking questions and listening to what your customers issues and pain points are, you’re more likely to create an environment in which the customer feels you know what they need. They will be more likely to listen to your suggestions and your reasons for selling a certain product to them. You can focus on the features that are of value to their unique situation.
When you practice selling value over a product, consider asking yourself the following questions:
- How can your product make like or work easier for your customer?
- What tasks or challenges are eliminated/reduced by your product?
- Does your product save the customer time or money? If so, how much?
- Can your product impact your customer’s bottom line? If so, how long will it take to see results?
4. Keep it moving
The longer it takes to close a deal, the less likely it is to happen. It is important to keep the momentum flowing by asking about next steps and regularly following up. People are busy and sometimes things such as purchases get pushed to the side. It is your job to keep bringing attention back to your product’s value and move the process forward. Identify what needs to happen on your prospect’s end in order for the deal to close and then work towards making those things happen.
5. Trust and expertise go hand-in-hand
In order to build a strong relationship with your prospects, you have to earn their trust. According to a HubSpot research survey, only 3% of buyers trust sales reps. No matter how perfect your product is for someone, you won’t be able to convince them of that unless they trust you. By sharing your knowledge and expertise with a prospect, you position yourself as their friend and teammate rather than a sales rep looking to close a quick deal.
It is so important to know everything you can about your product. Showing that you understand the industry and the issues faced within that industry will encourage your prospects to come to you for solutions. And if you don’t know something, that’s okay. Being honest about your lack of knowledge in a certain area will show your client that they can trust you to be honest and find the right answers before answering a question.
These techniques will help you solidify your sales strategy, build trust with your prospects and ultimately, increase sales.
If you’re looking to increase sales but don’t know where to start, give us a call!