Hard selling is the only way to make a sale right? WRONG!
What if I told you there are proven sales tips that will not only close the sale but will keep your customer happy and coming back for more?
I will be discussing the the psychology behind successful sales and the 5 biggest sales secrets that will take you from pushy to professional in no time.
Want to watch the Video where I explain this? Click here
Since you’ve probably listened to many traditional sales pitches or tips let me share some interesting stats first:
Did you know that only 6.7% of customers found the information given by sales people trustworthy. That is scary right?!
Also, acquiring a new customer costs 5–25 times more than keeping an existing customer.
So why is this data important to know? Because the consumer’s needs are changing and using old sales tactics might not be as effective as they used to be.
When looking at some of the basic psychology behind sales, a very important factor is first impressions.
It takes less than 7 seconds for someone to form a first impression about you.
Thus EVERY PART of your first encounter is critical.
You need to ensure that you are utilizing this opportunity to make a great first connection.
So many people make the mistake of thinking that they are selling a product or a brand.
Regardless of what you are selling though, in essence you are really just selling YOURSELF.
That's why you might have heard the phrase, people buy from people...
But let me add to that: People really buy from people they like!
And today, many customers are buying online- so they will never even see you face to face.
So HOW are you building this relationship through effective sales tactics?
Whether you are in sales or not these 5 key tips will definitely set you up for success.
Tip Number one - focus FIRST on your customer. That sounds obvious right?
Ironically most sales people don't.
Your customer and their needs should be your number one concern.
BEFORE focusing on what you want to sell to them, you need to determine what your clients’ pain points and frustrations are.
Only then can you offer them your product or brand as a solution.
But before I continue, I want to ask you - have you ever felt bullied into a sale and then had intense buyers regret afterwards?
Let me know in the comments if you ever bought from that person or company again..
Because, if you have ever felt bullied by sales tactics, don't worry you are not alone.
I'm sure that you will agree with me when I say that after a bad sales experience you are very unlikely to repurchase or refer anyone.
Tip Number two :
You need to be SPECIFIC when meeting a client's needs.
When selling a brand or a product you might have various benefits but are they all applicable to your clients’ needs?
Have you ever gone to purchase a phone and you were looking for something very specific, for example a great camera feature, only for the salesperson to keep rambling on about the storage and sound?
Unless you did some research beforehand you probably would walk out empty handed.
Make sure you understand your clients EXACT needs and tie in your products' benefit to that need. As well as how having that product will make their lives better. Let them see the picture in their mind.
Third Tip : Practice effective listening.
Sounds easy - it's not!
" Most salespeople are solution driven and start thinking of a solution or reply, while they are listening to their clients. Effective or Active listening is more than just paying attention it's a skill that needs to be developed."
SOME BAD LISTENING HABITS INCLUDE:
Interrupting the speaker.
Not looking at the speaker.
Rushing the speaker and making him feel that he's wasting the listener's time.
Showing interest in something other than the conversation.
Getting ahead of the speaker and finishing her thoughts.
Not responding to the speaker's requests.
If you want to improve your listening skills , you have to implement ACTIVE LISTENING techniques
Some of the basics behind active listening include:
Not interrupting your client: Let them really explain their situation and frustrations to you.
Testing your understanding: Do this by paraphrasing their sentences at them to ensure you understand, and so they feel like you really listened to them.
And asking open-ended questions: The more information you have, the better you can sell the product’s benefits as a solution to their struggles.
This brings me to my fourth tip:
Focus on the relationship, not just the sale.
When selling, it's important to remember that after a client has bought into your brand or product you want them to not only become a long term client but also refer other people.
You want them to become brand advocates and come back themselves.
To do that your clients need to like and trust you.
I am sure you agree- you would much rather buy from someone you feel you trust and have a good relationship with right?
To make this tip a little more practical think about this:
If you had to refer your loved ones for a sale right now, who would you refer them to and why?
My last and very important tip is: KNOW what you are selling.
Having a rehearsed sales pitch and limited product knowledge is never a good idea.
Considering that 73% of customers are looking for a knowledgeable salesperson, it might seem tedious but rather go the extra mile.
Know something about your brand or product that is NOT public knowledge.
If you have a product /brand manual don't just read it, study it.
If you can't easily explain it to someone, you don't know it well enough.
But then, make it your own. Don’t just sound like a robot repeating all the information.
Use practical examples of how they can benefit from the product you are selling.
Make that connection with them- because you listened well to what their pain points are, right?
I want to end with one of my favourite quotes: