Amazing Sales Techniques
Some sales people seem to hear nothing but the word no. Their quotas go on unmet and their jobs are in jeopardy. Other sales people, however, seem to have the magic touch, always finding the right words to turn a prospect's no into a yes. The difference lies in sales technique. There are a few amazing sales techniques that the most successful sales people possess.
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Clear Communication
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A skilled salesman quickly conveys to a prospect who she is, what company she represents and what services or products she is offering. Less experienced sales people often talk around the point and lose the prospect's interest.
Relationship Building
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A prospect is more likely to buy services or goods from someone he likes. This means that the best sales people are experts in building relationships. Not only do they know the prospect's business needs but they also probably know his birthday, his anniversary, a little information about his family, and any professional accomplishments that merit recognition. Of course, the sales person doesn't gather all this from one conversation. He builds the relationship slowly, picking up pertinent points over the course of several contacts.
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Problem Solving Orientation
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People with amazing sales techniques don't feel anxious about "bothering" the prospect. They know they have a product or service that will help solve her problems. When they pitch what they are selling, they always relate it to the prospect's needs. "You told me you're worried that you're letting leads go stale; our lead management program will ensure that you never let another lead slip through the cracks."
High Energy Approach
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An amazing person believes in his product and the good it can do. He approaches each prospect with infectious optimism and enthusiasm. Even if he's having a bad day or doubts that he can make a sale, he never, ever shows it.
You Vs. I
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A good salesman tells prospects about her company (I orientation). An amazing salesman tells prospects about her own company and how the goods or services she is offering is a perfect fit for the prospect's needs (you orientation). Prospects don't want to hear, "Our company has X years experience and has won X awards." They want to hear, "You need help making your website accessible to your customers, and we can provide that by..."
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References
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