Top 10 Essential Selling Tips
By Alison Brattle
Sales is, and always has been, a fast-paced profession, with new competitors and new products emerging constantly. Keeping up, and staying ahead, means constantly refining and improving your sales tactics, and there's always room for improvement. The following points also apply extremely well to the job hunt and advancing one's career.
1) Define Your Objective
Understand your business niche, your target customers, and how you can most effectively approach them. Don't be afraid to ask for guidance when you need it.
2) Then Break it Down
Break your objective down into specific actionable goals that you can control; for example, calls made per day or per week, or proposals made per month. Set goals to measure your results; for example, sales per month, or amount per sale. Track your progress and increase the size of your goals as you improve.
3) Sell to Your Customers' Needs
One of the basic concepts in sales training is that any given customer will only buy what they need; your job as a sales rep is to convince a customer that they need what you have to sell. That means finding out what problems they have, and emphasising the ways in which your product or service can help solve those problems.
4) Generate Positive Attention
Great sales skills, effective marketing, and generating referrals, all help you garner positive attention. Be diligent with customer follow-up and provide excellent customer service to maintain it.
5) Sell With Purpose
When you sell with purpose, you know what you're doing, and why, at every point of the process. Who is your customer, and why? What is your sales pitch, and why? What questions will you ask, and why? When will you ask for the sale, and why? If you're not sure of the answer, if you're not sure of yourself, you need to ask for guidance.
6) Ask and Listen, then Act
Ask questions that are relevant, direct, and creative. Plan the questions you want to ask, and listen actively so you can ask new questions as they arise. Develop strong listening skills that allow you to absorb information and allow people to feel heard. When you take action, it should prove that you listened to the customer, and you want their business.
7) Cover the Basics
Everyone, no matter who they are and how successful they are, has room to make improvements. Take a good look at your weaknesses, and set goals that will help you conquer them. Be more creative, more adventurous, more thorough.
8) Develop the Right Attitude
You're not at the mercy of your beliefs. If you have beliefs that are limiting your success, making the commitment to change them can open up countless new opportunities.
9) For Team Leaders: Take Responsibility, Give Credit
As a team leader, people look to you for support and direction. Building a strong team that's willing and able to put extra effort in when you need it is about more than sales coaching; it's also about trust. Part of generating trustworthy relationships with team members is being willing to take the responsibility when problems arise, and giving them credit when they've done a great job.
10) Make Every Minute Count
Using your time productively means using it with intent and purpose. Do you have a schedule that you're not sticking to? Pinpoint the problem areas where your schedule breaks down, and approach those parts of the day with the intention of using them productively. If you can add an extra productive hour per day to your schedule, you're adding six weeks of productive time each year.
Alison is a marketing manager of global sales training firm AchieveGlobal (UK) Limited, specialises in providing exceptional Sales Training courses and helps organisations develop business strategies to achieve sales success. Alison enjoys sharing her insight and thoughts to provide better sales and leadership. Feel free to connect with her on LinkedIn
Following the above advice will lead you to the Smooth Sale!
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