Telemarketing and overselling has created a new instinct in humans – the instinct of switching off and cognitively blocking out information we think it coming from a source that is trying to take advantage of us. A sloppy approach to sales spells disaster for many small businesses, it is surprising just how many salespeople there are who lack the preparation and skills necessary to sell.
Approaching customers with a sales pitch high on rhetoric and low on content, and in some instances, not approaching the customer at all, will not increase profit margins. In fact, it could seriously affect the business’ survival. On the other hand, an over-zealous sales approach will also have a negative affect on a customer’s decision to buy. This is why it is necessary to strike a balance by knowing how to sell smarter and not necessarily harder.
A business may look sharp, have slick internal operations and a dedicated team of staff, but if it does not understand its customers’ needs and wants, it is strung when it comes to finishing a sale.
As sales produce the cash that allows the business to meet its overheads and produce a profit, it is little wonder that the common goal for each and every business owner is the pursuit of sales. But be warned – making the sale is only half the picture! For a business to experience long term success there is much more to sales than just making the sale. Businesses need to have the effective after-sales support and customer service feedback loops to ensure that satisfaction and customer retention is high.
Related:Â The Importance of Customer Service
Tips to sell smarter, not harder
The following is a look at what you should consider when it comes to tips for selling smarter not harder:
TIP 1: Your ultimate task is not to sell – it is to get customers to buy
It is extremely important to realise that the subtle difference between selling and encouraging someone to buy is a significant business philosophy. Salespeople sell and small business owners hire a sales force to sell. But the ultimate task is rather different; this is, to get customers to buy. The key to this is creating the need to buy and servicing customers.
Related: Servicing Your Customers With Guilt-Free Selling Techniques
TIP 2: Sell a quality product
Much of that depends on the ability to create and deliver a product which meets and continues to meet the needs of the customer. You can have the best salespeople, the best sales strategies and the best customer service, but if there is no demand for a product, it is of poor quality, or you can not match your competitors, you will be hard pressed to make sales. This is where smart sales teams excel. The role of sales is not only to generate revenue for the business but to inform marketing and manufacturing what the customers want and need, and therefore, how to make the product more sellable.
TIP 3: The organisation is key to smart selling
A business’ ability to create and keep a customer depends on organisational capabilities as well as any other skills it may have. That not only means employing the right people and training them properly, but structuring the business in the most efficient manner to generate leads, make the sale and respond to customer needs.
TIP 4: Develop an effective sales strategy
While their needs may be similar, each customer is different and their goals and plans will probably be very different. The way salespeople approach, interact and service each customer often spells the difference between making a sale and keeping a sale.
The strategy used in each case is up to the individual salesperson. However, before your salespeople can start to sell, they need to know your customers’ character profile, needs and goals.
Related: 4 reasons why you should use big data for sales prospecting
TIP 5: Create a unique sales presentation
Each sales presentation should be unique and tailored toward the customer’s needs. If salespeople have done a good job gathering information about the customer, analysing their needs and understanding how the product/service can help meet those needs, then preparing a good presentation should not be difficult.
The sales presentation can either be short and informative or it can be a very formal proposal. Much of this depends on the product and the customer.
TIP 6: Hone communication skills
The way a sales presentation is delivered will play a huge role in the success or failure of a sale. When making a presentation, there are two lines of communication between a salesperson and the customer: verbal and non-verbal. Verbal communication includes what is said and how it is said, while non-verbal is facial expressions, handshakes, appearance and body language. Salespeople should be aware of how they are communicating as well as the signals the customer is sending. Salespeople can enhance a presentation through voice inflections and speech patterns. Many great communicators spend hours practising different speech patterns to use in speeches and presentations.
There are a number of key phrases that can be used open up the personal side of a prospective client and gain their trust. See MAUS Client Discovery Key Phrases.
Similar Article:
http://111.67.5.136/resources/?p=1277
