1. Make sure you are talking with the decision makers
Too many times we spend expensive sales time talking to the wrong person. Maybe because this person is protecting his position or because he/she wants to be in charge but isn’t.
2. Believe in yourself and what you’re doing to help your customers
Why should anyone buy anything from anybody if the person from whom they are buying doesn’t even believe in it? There’s a reason why confident salespeople are more successful. Train yourself with techniques like NLP to gain more confidence and trust in your own capabilities.
3. It’s all about trust
It’s what your customer believes about you, your company and your product/service.
Take the time to engage with the customer, build trust and show empathy. Adapt yourself depending on their social style to increase the connection. And do what you say, say what you do! Prepare good questions and let them tell you their wants and needs. Yes, many times they don’t know what their needs are and you’ll have to guide them, but in the end, if they don’t trust you, your product/service or your company, you don’t have any chance.
4. Always be in control
know the purpose and how you’re going to close the sale.
If you don’t know where you’re going, then how will you get there? The most common part left out of any presentation is the close. Plan for it upfront by developing the strategy and your course of action. And with any objection, make sure you listen well, learn active listening techniques and never use the word BUT.
5. Fill your sales pipeline and prepare well your sales pitch
Too many salespeople find themselves spending far too much doing everything else but prospecting. If you don’t schedule it and hold yourself accountable, you won’t do it. You can work with external companies that do the calling for you. But every salesperson should have a good sales pitch ready for any event, network or call.
6. Follow up !!!!
More sales are lost because the salesperson failed to follow-through. It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact. This is the main reason why when companies are looking for salespeople, I tell them to find candidates who have a proven track record of self-discipline.
What can you add?