No need to hide it, without sales there is no business. Is your business in a low period, or are you increasing an already flourishing growth? Whatever the case, you would dream to sign more contracts. But, … how do you do it? Excelling in sales is not an easy thing to do, and it is sometimes difficult to find ways to improve in this area. Don’t worry, you’ve come to the right place: let us explain some practical techniques to boost your sales figures.
To sell a product or service, you need to meet a need. This may seem obvious, but many people forget it. Think about what your customers want and present them with the right solution to their problems. Forget the competitor comparisons, the list of new features or new products you just acquired, makes your customer understand why you are going to be useful to them.
Numerous studies show that the faster you respond to your customers’ requests, the more likely you are to close the deal. On average, you are up to 20 times more likely to make a sale if you respond to a prospect within the first 5 minutes of their request.
Responding quickly is important. But don’t give up. Did you know that on average people respond after the 7th email? It’s the same thing on the phone. If you give up too quickly you will miss many opportunities, simply for fear of annoying your customer. Don’t fall into the opposite trap. Never insist after an outright refusal, never consider a lack of response as an implicit refusal. maybe your customer was just not available when you tried to contact him.
Despite all these elements, maybe it still wasn’t enough. Learn to be convincing. Competition can be tough in some areas. Learn to differentiate yourself. Don’t come to a sales interview with your hands in your pockets. Prepare an arsenal of arguments and answers to every question your clients might have. If speaking is not your strong point, don’t worry: Use a handout, business documents, or presentation as a tool to support your message to hit the bull’s eye.
Your customer is not interested? No problem. Maybe you just talked to the wrong person. If you are talking to people in a large company, could a colleague decide for your customer? How could you improve it?
Each failure will give you the clues to turn your next sale into a success. Never neglect the long-term aspect.
If you are struggling to acquire new customers or trying many failures: think “upsell”. Your current customers might be interested in learning more about your product or service portfolio. As a general rule, don’t forget about existing customers. A sale doesn’t end with the signing of the contract. Especially in difficult times, don’t hesitate to look back at your current customers. It is your current customers who know you best, you don’t need to convince them.