Looking for better sales techniques? Being a good salesperson isn’t just about scheduling lots of meetings or offering the lowest price at all costs. It’s also important to target the right clients and demonstrate the value of your product or service.
Selling products and services is what keeps your business running. Producing products, investing in marketing, and having great customer service won’t matter if you don’t have good sales techniques.
It’s important to review your methods to make sure you’re selling the right way and to the right clients. In this article, we’ll show you how to improve your sales techniques. 📈
1. Find relevant clients
Let’s look at the first step of implementing good sales techniques! No matter how you sell—whether it’s through phone calls, at events, or online—it’s important to make good decisions about how you spend your time: Focus on clients who are truly part of your target group.
If you don’t, you risk wasting time on clients who won’t buy from you or ending up with unsatisfied clients who didn’t actually need your product or service. These people won’t become long-term clients, and they might even leave negative feedback, harming your reputation.
Consider using Google Adwords to reach clients interested in specific keywords and adding a form on your website where potential clients can leave their contact information to receive free, non-binding offers.
You can also network through LinkedIn groups or start writing a blog to connect with your target audience. Regardless of what you do, make sure to dedicate plenty of time to sales, as it’s a crucial part of your business.
See also: How to make a business model with free template
2. Be prepared
You need to make sure you thoroughly understand the product or service you’re selling. You have to be able to answer questions about how your company operates, the discounts you give them, and the next steps in the process. Stay updated on your industry by reading trade books, articles, blogs, signing up for newsletters, and attending networking events.
It’s also crucial to know a bit about the people you’re meeting with. If it’s a company, learn about their work and the size of their business, as this can give you an idea of their budget. Try to identify their needs and how your product can help them solve a problem or improve their operations. If you can clearly explain the benefits of your product, it’ll build trust with the potential client.
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3. Focus on the client, not just the product
It’s important to show how your product or service can solve the client’s problem not just to simply describe what you’re selling. Instead of focusing on warranties, other client’s experiences, or your offers, try to emphasize the specific benefits you can provide the client: What makes your product special and how does your company stands out from competitors?
4. Be genuine
If you’re passionate about what you’re selling, it’ll show. Have you tried ‘selling the product to yourself’? If you see the value in what you’re offering, it becomes easier to convey that to the client. Try to make a convincing elevator pitch that you can use as inspiration in client meetings. Believe in yourself and your product.
See also: Be the first to get paid
5. Listen to the clients
Clients worry about making a bad investment and whether your product or service is worth it. Your job is to assure them that what you’re selling is the smart, safe choice. The best way to do this is by listening to their concerns.
Tailor your offer to the clients’ needs. Avoid trying to sell additional products or services that they don’t need, or packages that are beyond their budget. It’s better to make a small sale and gain a long-term client than to make a big sale to someone who will never buy from you again.
Speak the client’s language and avoid excessive jargon. The exception is if the customer uses specialist terms themselves—then it can be beneficial to show your own understanding of the ins and outs of the product.
Remember, happy clients can go on to leave positive reviews, recommend you to others and become great brand ambassadors.
6. Make it simple
Don’t waste your time or the client’s time. Create that ‘elevator pitch’—a sales argument so effective it can be summarized a couple of minutes. This requires being concrete and precise, but it’s worth the effort.
Use this pitch when you have a brief sales opportunity, or to quickly gauge whether someone is a potential client. Crafting the elevator pitch also helps you identify the key benefits of your product or service, which you can use in marketing and expand upon in longer client meetings.
Read also: 7 tips to succeed as an entrepreneur
7. Keep your promises
Make sure to deliver on what you promise. If you guarantee a price or a time frame, ensure that it’s realistic. If it’s not, offer something else the client will appreciate, such as free advice, support, warranties, or future discounts.
Satisfied clients are more likely to continue using your products or services and recommend you to others.
Create free invoices with Conta
With Conta, you can create and send invoices in under 2 minutes. Just enter your client details, products and prices and send it directly from the invoicing software. All your invoices are stored in one place and you can easily see which clients you need to follow up with.
8. Follow up on the offer
The last of the sales techniques is to follow up with the client. Don’t forget deadlines, and make sure the client feels valued and important. Good follow-up can also lead to repeat sales.
If you work hard, follow these sales techniques, continually seek new clients, and you don’t let rejection discourage you, you can go on to be a great seller.
Check out these sales stats to see what works for other businesses.
