How to Nail the Sale - [website] Published: 14th of Apr 2011 by: (c) Staff Training Reporter
Selling can be tough business, you’ve got to reach your target and ensure you make the right impact when you do or all the preparations you’ve put into your sale will
Unfortunately, there’s no magic set of rules to follow that’ll guarantee you a sale, but there are various tips and tricks you can employ to get you that little bit closer.
Great salespeople might know these tips, newer ones might want to take a second to get to know them, but whatever your level of selling is these tried and trusted techniques can help boost your sales volumes in no time at all.
What you’ve got to remember when making a sale is that your prospective client is looking at what your product will do for him, not how it will do it. Too often salespeople start their spiel by rattling off a list of features the product or service has instead of focusing on what the benefits to the client will be. It’s the end result that sells the product, not its features.
Ask questions. When chatting with your prospective client you should bring the conversation around to what he really wants in the product or service. If you use the right kinds of questions this should be easy enough. Again, your prospective client will have his eye set on the goal line so you’d do well to think in terms of overall benefits.
Show your prospective client that you’ve got them in mind by periodically forwarding them things of interest (e.g. an article you’ve found relating to their specific industry). Try not to go overboard though, no one likes to be inundated with emails and you’ll likely be thought a spammer.
Every now and then send a fax. As the world becomes more and more digital you find that fewer faxes are being sent, with the result that the fax machine gathers dust and just takes up space in the office. Sending a fax once in a while will, besides draw a crowd to witness the event, stand out above the masses of emails we receive daily and make more of an impact. Avoid using this as a regular means of communication if you don’t want to seem as though you’re living in the dark ages.
Record yourself and listen to a few of your cold calls. In this way you can analyse what you said, how you said it and what you could’ve said differently. Put yourself in the prospective client’s place – would you like to talk to you? If the answer is no then you will need to find out exactly what you’re doing wrong before you can really move forward.
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