Sales recruiters and professionals are always reviewing ways to improve their sales process. They are looking for new ways to engage customers, new tactics to use, and ways they can…
Sales recruiters and professionals are always reviewing ways to improve their sales process. They are looking for new ways to engage customers, new tactics to use, and ways they can improve their performance and master the art of closing the deal. However, sometimes, the road less travelled can lead to sales success. Being a little unconventional and doing things differently can help you improve results.
The truth is people are savvy to the vast majority of sales tactics. The minute they feel like you are using a sales tactic or stringing them through a sales script, they’ll disengage. This is one of the reasons why selling today is so challenging. You can’t pull the wool over the eyes of customers and expect them to fall for tactics that may have worked in the past.
People will not buy from you unless they trust you. One of the easiest ways to gain someone’s trust is to be completely honest with them. This is not always an easy thing to do when you are trying to get new business—to tell them they should shop around and be honest about the benefits and potential drawbacks of your solutions. At the end of the day, if you are honest and you show you are concerned about your client’s best interests, they’ll buy from you.
While it’s easy to boast about how your product/service can benefit a client, it’s more difficult for you to talk about why it may not be a great solution. But, if you are genuinely concerned about helping your client find the best solution, you need to talk about the good and the bad.
This works when you also offer an alternative solution. Explain how your solution may not work, but also offer up a potential solution to help your clients meet their goals. Again, this type of approach will help you build trust.
Everyone has a sales process and schedule about when to contact clients, what to say, and which commitments you want to get from them. But, sometimes, leaving them alone is the most effective action. Once a prospect has enough information about your solutions, you believe you’ve addressed their needs and put the ball in their court, taking a step back shows you respect their time. If they truly want to work with you, they’ll contact you. Plus, you can spend your time focusing on other clients and generating more leads.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Claire has 4+ years of experience in sales and recruitment. As a Director of Client Services, her main objective is to connect great people to great companies by building strong relationships with both top clients and candidates in the sales industry. She specializes in sales roles of all seniority levels for both enterprise and start-up clients North American wide. When Claire isn't networking with top talent, she enjoys being outdoors, traveling and spending time with friends & family.