10 corporate sales techniques that will help you win deals
Corporate sales techniques that will help you win deals
Is your sales team winning business time and time again?
If not, it may be time to help them out with a look at our sales tips.
Many salespeople make fundamental mistakes due to never having received feedback or training to adequately help them progress and improve. There’s often a misunderstanding in the world of sales that a sale must be made at all costs, sometimes by unethical means.
Rather, a salesperson must understand that in order to make a sale, they need to first identify with their customers and then act in their best interests. Only then will everyone be satisfied with the sale and will you achieve repeat business from the customer and referrals from them to other potential customers.
Here are our 10 tips for making the deal in sales
1. Be honest and genuine when dealing with customers
A customer will often feel nervous approaching a salesperson for help; no-one wants to come away from a sales experience feeling like they’re duped into purchasing the wrong or overpriced item. Always treat your customer like how you would care for a friend and never fall foul of the sneaky salesperson stereotype. To win a sale, there’s no need to play games, or manipulate potential customers. Instead, being a salesperson who genuinely cares that their customer comes away from the experience delighted will gain you more sales and more repeat business as customers will know that you can be trusted. Your customer wants a salesperson who will listen to their needs, use their expertise to recommend the appropriate product or service, and then help guide them through the process.
2. Use a proven system
When approaching a sale, salespersons who simply “go with the flow” are ineffective. At the end of a sales call, they have no idea how they stand against the competition. They also don’t usually know what are the subsequent steps they have to take to further develop their relationship with the potential customer. Hence, salespersons should be trained to adopt a selling system. By using a proven system, a salesperson would know the steps to take in a sales cycle, the likelihood of clinching a deal, and how to manage the customer after the sale is closed so as to obtain even more business from them. Two very popular sales process methodologies are: SPIN Selling and Solution Selling.
3. Get to know your intended customer by asking questions and listening
You need to discover what their needs are and what it is they wish to buy – there may be a product in your line that’s more suited to their requirements than they’d realised. Get to know what it is that your customer has come prepared to purchase and you’re much more likely to successfully sell it to them, instead of trying to push them towards a product they don’t want or need. The key is to ask a mix of both open-ended and close-ended questions and listen to the customer’s answers. You can then collate the information they give you and find them the solution to their problem.
4. Make sure you know your product or service inside and out
As a salesperson you should know whatever you’re selling well, in order to bolster customer confidence and to be capable of providing answers to any enquiries the customer may have. There’re many ways to get to know your product; you can try using the product yourself, reading reviews from a range of both satisfied and dissatisfied customers, memorising the literature on the product, and applying it to various likely situations to get a feel for how the product is useful. You can then reveal this knowledge to your customers as needed, proving that you know the product perfectly and can provide recommendations based on their specific needs, instead of telling them everything there is to know about the product and leaving them to it.
5. Prove the value in the product
Even if you’ve listened to your customer intently and are confident that you’re recommending the right product for their needs, they can never know exactly that you do. Now is the time to show your customer the worth of the product, letting them see for themselves that it’ll work for their requirements and that you listened to them. The proof can also be in the form of testimonials from other customers currently using the product. Not only does this inspire trust in you as a salesperson, but it allows your customer to come to the same conclusion you’ve already reached; that this is the product for them.
6. Be up to speed on your ability to effectively communicate through any medium
Sales can take place over any medium, whether it be face-to-face, via phone, or in writing. In order to always bring your A-game and be able to effectively communicate with your customer, you need to know how to appropriately communicate via each medium. If you’re in any way uncertain as to your ability to properly listen and respond, it’s advisable that you begin practicing or enroll in training to help improve your skills. Being able to communicate to a customer that you understand their requirements and demonstrate that when talking through the product is an invaluable skill for a salesperson.
7. Actively ask for your customer’s business
Often, a salesperson will go through all the hard work of preparing a demonstration, asking genuine on-point questions, and finding the right product for their customer. Unless they finish their sales pitch by actively asking the customer if they would like to purchase, the customer can often leave without having buy anything. They’ll have the information they need though and can return to you or a competitor to make the purchase. If you close your conversation by moving them onto a sale, you give the customer a chance to refuse or purchase and that solidifies the engagement in their minds.
8. Always remain honest, helpful, and decisive
It’s in your best interest to be genuine when dealing with customers. Listen, learn, and suggest which product will fit their needs correctly, but be confident and decisive as you do so. If you suspect that they’re not ready to purchase, take down their details and follow up with them once they’ve had time to mull things over. Always be helpful by demonstrating the product to show the customer how it suits their particular needs, rather than over educating them on the product’s every function.
9. Continue to create opportunities for sales long-term
Make sure to maintain a contact avenue with your customers, whether they purchased or came close to doing so. Once you’ve already put in a lot of effort to get to understand a company and their requirements well, you’d have built a rapport with this customer which can be strengthened over time. Next time they need a product that you sell, you’ll be the first person they think of to help guide them through the process. You can use computer software, like a customer relationship management (CRM) application, to track notes and information about your customers and reach out to them regularly to touch base.
10. Stay alert for sales possibilities all the time
You never know when someone might be looking for the very product or service that you sell. As your aim as a salesperson is to unite the perfect product to the customer who needs it, you should aim to always be aware of opportunities around you. Make sure your profession is known whenever you introduce yourself at both work and social events – after all, they’re all a chance to network and discover new business leads. As you never know when you might come across a potential customer in the market for exactly your product, you should always be alert.