Top Tips
Boosting Sales
1. Know your customer/ prospect
Learning as much as you can about the potential customer will help you anticipate their needs and show them you have an interest in them, other than just selling to them.
2. Sell the benefits - not the product
You're not selling a product or service; you're selling the benefits the product or service produces. Example, you're not selling digital phones, you're selling the ability to communicate from anywhere. You are selling freedom to leave the confines of the office and still be accessible. You're selling the ability to have a more flexible work schedule. You're selling peace of mind for long trips. You're selling security. Get to the emotional or financial benefits and you're on to something!
3. Find out your prospect's priorities
You can save yourself a lot of wasted time and effort by simply knowing how important your product and its benefits are to your prospect. If you've listened to them and determined the need, but still aren't getting anywhere, find out if there are other elements of their business that are taking priority and pushing your sale aside. To do this you have to ask the questions because the information is not always volunteered. (Again, the key is focusing on the needs of your prospect, and having an open relationship already in place.)
4. Focus on your prospect or client's needs
You may be tempted to sell your client more than they need. By doing this you may achieve a short-term gain, but could be sacrificing future business with them. Once they realise (and they will eventually) that they don't need most of what you sold them, they'll feel bitter and resentful toward you for wasting their money and not looking out for their best interest. They'll see you as a ‘salesperson’ and not as a resource.
5. Listen to the emotional side of your prospect or client
Emotions are tied into almost everything we do even if we don't realise it. Your client may mention off-hand that they are really stressed-out about a particular project they are working on (even if it doesn't relate to what you're selling them). Make a note of this and see if there is anything you can do to assist them.
5. Use language that focuses on your prospect or client
Simply changing the way you speak may also make a difference in how you are received by your prospect. Using "you" and "yours," or "you'll find..." rather than "I think" or "Let me tell you about," brings your message a little closer to home and may grab their attention more quickly.
6. Help your prospect see the bottom line
If you know your product can help clients save money, or increase profitability, then make sure they understand that. Your product may have an edge in that it includes features that save time. Time is money as the saying goes, and if you can save time your can often sell your product.
7. Focus on why they should buy - not their objections
The idea here is that while you are building up the benefits associated with using your product, they will be minimising their resistance to it. By focusing on what you know the prospect likes, you are building up the importance of the positive and reducing the importance of the negatives.
8. Never rush the sale or the customer
Rushing the customer instead of letting them come to their own decision to buy can create hostilities that can't be overturned. It can make the difference between getting the sale and creating a loyal customer.
9. Know your products, as well as the market - be a RESOURCE
In order to be seen as a valuable resource for your clients, you have to demonstrate that you not only know and understand your products and the market, but can assist them in making good decisions and provide them with tools to improve their business. You'll be rewarded over and over by loyal clients who trust your opinions and advice, and buy from you frequently.
10. Focus on your client's success
There is tremendous value in being a resource for your client. If you can help them to succeed then they are more likely to help you succeed. Be a coach for your clients (at least in your areas of expertise). You have the unique perspective of seeing how many different businesses operate. Gather this knowledge and share it with your clients or prospects. Make sure they understand that you want to see them succeed, not just sell your products.
11. Follow through with promises
Always follow through with what you say you are going to do. If you say you'll send a quote by Friday - DO IT! If you say you'll check with someone else in your company about an issue that's come up - DO IT! Don't forget. There is no surer way to lose the faith of a prospect (or existing client) than to forget to do something you tell them you will do. If something comes up that forces you to have to delay, call them and give them a heads up.
12. Use explanations rather than excuses
If something goes wrong with the customer’s order, explain why the problem occurred, rather than using an excuse. If the customer understands how the problem came about, it may help alleviate some of their frustration. Verbalising the cause may also keep you more aware of the potential problems so you can be more prepared the next time around.
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