The following five sales success tips will help you connect with your prospects personally, making them want to want to buy from you.
Everyone enjoys success. It’s profitable, and it feels good to be good at what you do. If you’re in sales, there are a lot of different approaches to achieving success. Depending on what you’re selling, and who you’re selling it for, there are hundreds of strategies for you to choose from. Sales situations vary greatly, making it impossible to tell you exactly which system you should be employing. No matter which system you choose, there are certain actions you can take that will help improve your sales numbers. Following these five tips will help you connect with your prospects personally, making them want to want to buy from you.
When a prospect talks, they’re telling you about all of the obstacles that stand between them and a purchase. If they’re talking to you, they already know enough about your product to be interested, so trying to dazzle them with features is a no-go. At this point, they just need someone to quickly address their few remaining concerns so they can feel comfortable closing the deal. If you spend all the time talking, you may never learn about the one, easy problem they had that kept them from buying. Worse yet, your sales spiel may introduce a new problem they’d never thought of before.
If you’ve been listening to your prospect, then you know what they want and need out of the product. Instead of a standard sales pitch, you need to customize your pitch for each client. Take what you know about the product, combined with what you know about the prospect’s needs, and give them an individualized value statement. Once they see the immediate, personal benefit your product offers to them, closing the sale should be a breeze.
Don’t get tunnel vision. Above all else, remember that you’re dealing with a person. If they seem rushed or distracted, offer to continue the sales conversation at another time. If they’re disconnected, offer to email them some additional material to try and reconnect with them. Salespeople hate to walk away from a sale, but heavy-handed tactics have been proven ineffective. Sales is now about nurturing the prospect until they’re ready to buy. You can continue to build the relationship toward a future sale. Or, you can treat them like a wallet instead of a person, and lose their business forever.
Information collection and organization is critical to nurturing prospects. Taking detailed notes after every interaction with a prospect can save you the embarrassment of asking them to repeat themselves later. Remembering key details from previous meetings shows the prospect that you were listening, and took the care to recall those details. Adding those notes into your company’s CRM will also help the marketing department continue the nurturing process. In the end, being organized can only help your sales.
The first part of this tip is: don’t make promises you can’t keep. That being said, when you tell a prospect you’ll do something, do it. If you say that you’ll call them Thursday afternoon, you had better call them Thursday afternoon. If you offer to email them some marketing materials, make sure you email the marketing materials. Then, follow up to make sure they got your email. A quick and easy way to make a prospect feel unimportant and ignored is by not following through on your word to them. Your credibility is your number-one sales asset-once it’s gone, there’s no getting it back.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.