Some of us can’t get over the prospect of hearing “no.” Others become so invested in people who have no interest in buying that they get exhausted.
There are only a few simple rules to sales, but the theories behind them are deep. Making a consistent effort to guide consumers into buying requires enthusiasm.
If your only goal is to make money, you won’t benefit from the rewards of helping people. Your prospects don’t come to a store or visit a website to make you rich.
People are engaging within the world of commerce in hopes of finding solutions. Only once you fully understand the details of your product and/or service can you be helpful to these people.
We must also keep a close eye on how our prospects respond to us. Every encounter is about them and only them. Tapping into the endless stream of servitude within us allows us to eliminate our fears of no. Everyone says yes to help when they need it.
Our best tips for becoming a great salesperson:
- Be clear and concise. It may take some practice in front of a mirror, but you need to learn to convey the solution you have in a short amount of time and with simple words.
- Know the customer’s needs. Being one step ahead of your consumer means understanding their needs. The product you’re offering has to align to a specific buyer, and you should know everything about that person.
- Listen more than you speak. Your customers are likely to have genuine concerns. Listening gives you the power to close them on what they absolutely need.
- Find ways to improve. Professional salesmen consistently improve their skills. You’re about to discover how.
- Learn the difference between persuading and demanding. Once you’ve mastered the art of being helpful, you’ll never have to demand that people buy.
- Don’t shy away from asking. Practice and preparation puts a salesman on a trajectory of success. Only then can they be bold enough to ask for a sale.
How to improve your skills as a salesperson
The good news about selling is that you can improve your ability to do it. What’s even better is that every human has the potential within them.
Tips for prospecting
Every sales cycle should track how you’re engaging with your prospects. You need to actually find people to serve, and even when you’re in a store with a customer, it doesn’t mean they’re the one who’ll buy.
- Determine the right fit: Prospecting is about ensuring that a person you encounter is in clear need of something you’re offering. We can easily get excited when people simply show up. Ignore that excitement, and only invest into people who have a problem that your product or service solves.
- Maintaining real relationships: Framing your work for the long haul is wise. You never know when a customer will return, so be ready to establish honest relationships with them.
Tips for preparation
Some customers are witty and have complex theories about why they won’t buy this or that. It takes preparation to have answers for the doubts they have.
Being prepared means you cover the possibilities before someone else does.
- Consider a sales template: It’s not necessary to work from a script, but if you practice vocalizing certain ideas, you’ll eventually be more concise. We can convey things better and with more ease the more we say them.
- Practice on your associates: Find someone to role-play with. This isn’t about perfecting your pitch. You simply want to get the right words out of your mouth, but you need to know what they sound like.
Tips for approaching prospects
Confidence and aggression are not the same, nor should they be confused with each other. The best way to approach a potential lead is by finding out what type of help they need.
- Offer solutions before a product or service: A customer may not have specifically asked you about a product. If you give the answers they need instead, they’ll know that you’re the person to ask when they need to find a specific thing.
- Qualify everyone you encounter: Gauge the people you interact with; find out if their challenges align with your solutions.
Tips for presenting
We all need to put our best foot forward when giving pitches or presenting information about our solutions. Act with sincerity always, and don’t set character standards you can’t live up to.
- Express real enthusiasm: You’ll gain more enthusiasm when you actually believe in the thing you’re selling. Don’t rely solely on will power. Only get behind useful products.
- Give your leads room to speak: Now that you’re confident about presenting your best, ensure that your prospect feels like they’re being accepted without judgement. Listen carefully to them.
Tips for handling objection
There are some strategic ways to deal with rejection, but you can usually simply brush it off. Find another person to converse with.
- This is a numbers game: Every business, professional, and agency needs to approach their sales results as a numbers game. You can easily deal with “no” as long as you’re not convinced everyone should say yes.
- Use the “no” to learn what gets the “yes”: Hearing “no” is the only way you can eventually find “yes.” We simply don’t know who’s going to buy. We have to find out.
Tips for closing
The foundations of sales performance is built on preparation, outreach, presentation, and tough skin. Now it’s time to be honest about why you’ve worked so hard. It helps to be straightforward when closing your leads.
- Delay your call to action for just a moment: Sometimes, it helps to have the consumer’s challenges linger for a bit. Help them see how necessary the solution is.
- Maintain your benefits over features: Your final sales pitch should portray the benefits a prospect is going to get. Speak on those benefits until the transaction is completed.
Tips for following up
Learning how your leads have benefited gives us a few advantages. We can find more solutions to sell them and learn more about what they value.
- Organize your work: Technology is crucial when making the most of yourself in today’s business world. Consider a modern customer relationship management (CRM) software, like Agile CRM or email marketing software like Aweber, if you’re dealing with a steady flow of buyers and prospects. These technologies enable us to send follow-up emails on an automated schedule.
- Remind them of what you’ve both achieved: Without bragging, recall the accomplishments you and your buyer have made together. Make it clear that you can help.
Practice makes perfect
A salesperson achieves results by practicing. Money isn’t the only reason to stay committed.
Finding ways to help our consumers is truly a joy. People like to show their appreciation, and your personal success is the byproduct.
The Motley Fool owns shares of and recommends HubSpot and Salesforce.com. The Motley Fool has a disclosure policy.