Basic Sales Techniques (that actually work)
There are hundreds of sales techniques being used today; so how do you know what works and what doesn't? Consider your prospect and how they view your product type. Do they know they need it and simply have to choose from the various brands? Or, do they have no idea how much the product would help them be more productive? Do they even know about your product? Will the sales call be an education for them?
Think about these things before determining which methods might be right for you. Here are some basic guidelines that will benefit any sales person.
- Listen to your Prospect’s Emotional Side—Emotions are tied to about everything we do, even if we don't realize it. Make personal connections and help where ever you can. You'll be rewarded with loyalty from all of your clients.
- Focus On the Prospect's Needs—Don’t try to sell your client your top-of-the-line model when they really only need the mid-line model. By selling them more than they need, you may be cutting off future relations with them.
- Use Language that Focuses on the Prospect—Simply changing the way you speak may also make a difference in how you are received by your prospect. Using "you" and "yours," or "you'll find..." rather than "I think" or "Let me tell you about..." brings your message a little closer to home and may grab their attention more quickly.
- Show them the Bottom Line—If you know your product can help clients save money, or increase profitability, then make sure they understand that. Your product may have an edge in that it includes features that save time.
- Learn the Prospect's Priorities—You can save yourself a lot of wasted time and effort by simply knowing how important your product and its benefits are to your prospect. If you've listened to them and determined the need, but still aren't getting anywhere, find out if there are other elements of their business that are taking priority and pushing your sale aside. Ask questions because the information is not always volunteered. (Again, the key is focusing on the needs of your prospect, and having an open relationship already in place.)