Your business is great, your service spectacular, your product flawless, now all you need to do is sell. There are so many things you want your buyers to know and the approach you take is key to moving towards your next opportunity.
Your most important asset is not your product or service, it’s your sales approach.
After serious consideration and thought, here are our five top tips in making your next sale.
1.Keep it simple - The best way to communicate with a client is by making it easy for them to understand and appreciate what you have to say. There is no need to introduce any product by providing an in-depth overview of your product manual.
Show them the picture as it is, in a clear and concise manner. Help them to understand your services and products. Although you may want to appear sophisticated, to keep your interactions smooth you have to start from a place where you and your client are on the same page.
2. Add product value - If your clients can’t see the value in your services they simply won’t buy from you. It doesn't matter how good your product or service is, if it's not useful to them and they see no personal benefit, there is no logical reason for them to purchase. Giving value to your product will provide a solution to challenges and problems within the sale itself.
Decision-makers want to feel satisfied that the choice they made by hiring you or buying your service was the right one. When the client recognizes the value in what you do, he intrinsically feels that he has solved his own problem by purchasing. You have no need to focus on selling your products or to talk excessively about your services. Your job is just to provide solutions to the decision-makers problems and show them how you meet their needs.
3.Listen- It is not important what you say, it is important what you hear. Too many sales people make the same crucial mistake over and over and focus on their own pitch, rather than what the client is actually asking for. Slow down, stop trying to close too early and advance the sales process.
Listening is a true skill, it's requires a good deal of focus and an ability to process information from the client before providing a solution.
Pay attention to the decision-maker and ask questions rather than try to win an argument.
Pay genuine attention to what the client is concerned with and allow yourself to be guided by his thought process, he will notice and the communication becomes one of mutual respect rather than confrontation.
The client will mirror your positive energy and you’ll produce a willing partner in the sales process.
It is frequently said, that God is in the details and when you listen carefully to your client you will start to hear everything that you need to, to make a great sale.
4. Be genuine – Buyers are naturally cautious and their intuition is wired to identify when you are being insincere. If you don’t truly believe in what you are selling and you make untrue claims, it will show and clients will stop trusting you. Manipulating clients to make sales is over the short and long term worthless, you will be discovered.
The solution is simply to tell the truth – If you don’t’ believe in what you do, find something else to do!
When I was faced with difficult questions as I started my own fledging company such as:
How many employees do you have?
To which the answer was none, I chose the truth over a concoction every time. I knew that it may not inspire confidence about the size of my company, but it would inspire confidence in my honesty. The fact I had no employees, was at the time something that could have been seen in negative terms, it wasn’t negative – it was simply a fact. By covering up the reality of your business, you show others that you have little faith in what you do.
Take ownership over your business and be honest with yourself and your clients every step of the way, your integrity is your ultimate commercial strength. Create honest relationships with your buyers about your fantastic business and always choose the path of open and frank communication.
Trust yourself and you will be rewarded by clients that trust in you.
5. Ask for feedback Finally, always ask for feedback. The show is never really over and client feedback will help you do better this time and next time. More importantly if the sale didn’t go well, getting feedback is another opportunity to turn things around.
Your buyers will appreciate that you respect his opinion and may be able to guide you on how to re-pitch your product
You can learn where you went right and wrong
You can gain important information for future sales.
I continually ask my clients if they are satisfied because their happiness at every stage in the process is crucial to me. I want to remain pragmatic and flexible enough to adapt as and when they need me to. Make feedback a continual element to your sales process.
Be the difference between having a great product and selling a great product.
Now it’s Your turn! Do you have any great sales tips for us? We would love to learn from you!