When first learning the basics of sales techniques, it is hard to overcome roadblocks like fear, lack of skill, disorganization, and others. That’s why it is important to be intentional with your selling techniques, so you always know whom you’re trying to sell to and how you’re going to do it. The best sales techniques evolve from a combination of learning from the greats and gaining experience in sales over a period of months, years and even decades.
So how do you get started? If you’re truly a novice, you might begin by picking up a book by Zig Ziglar or one of the other masters of the industry, which will detail some of the best sales tips. You can work on incorporating those into your repertoire of sales skills right away, before moving on to working with actual clients. When you do, as already stated, it is very important to be intentional. Know who you are approaching and why, have your pitch all ready with responses to possible objections locked and loaded, and try to maintain an open door on the relationship even if you get a no.
Sales techniques that work have changed with changing customer expectations, but since they can be the turning point for a company’s success, you’ve got to get them down. The best selling tips for each stage of the process are detailed below.
Inbound techniques are different from traditional sales efforts in that they depend heavily on getting the customer to come to you. Inbound prospecting relies on creating excellent content and getting customers to engage with your materials. You might, for example, offer free downloadable resources to encourage customers to interact with you, or exchange those resources for an email so that customer can become part of your prospect funnel. Anything that gets them to engage with your site, your sales team or your materials can potentially encourage a prospect to become a customer, so the focus here is on providing value and generating interest.
Your stable of outbound techniques is a lot closer to traditional sales. It includes cold calling and cold emailing to let potential customers know about your products and services, as well as telemarketing techniques to encourage customers to engage with you, learn more or buy from you. Learning to sell over the phone can be tough, but phone sales training can help you learn the best phone sales tips and tricks quickly and effectively.
Keep in mind that selling on the phone, through email and in person all have their own pros and cons. In person and over the phone, for instance, you have a better chance of playing on emotion while email gives you a greater opportunity to use statistics and design to your advantage. For the best results, carefully think through each of your sales techniques in relation to the medium through which you will use them.
Overcoming Objections In Sales
Overcoming sales objections is difficult, especially since prospects can employ a wide variety of them in a single conversation: the price is too high, they don’t need it, they’re happy where they are, they don’t know you, they don’t want to change, they need someone else’s approval, the timing isn’t right, and so on. With such a dizzying array of “nos” in their arsenal, it can seem like the prospect will never give in, but that’s not true.
Sales techniques for overcoming objections start with knowing your product and service well enough that you can respond to every objection as it arises. Your best bet for handling objections, after all, is to counter with a reason for why that objection isn’t valid based on the merit of your product. Of course, you won’t get far if you appear pushy or threatening, so, remain calm and helpful. Work with the client while overcoming objections, not against them. Respect their point of view and you’ll have a much easier time overcoming objections in sales.
Sales Closing Techniques
Closing the sale is a crucial part of the sales process, and the art of closing the sale is hard-learned over years of practice. But never fear, whether you’re a newbie or an old pro, you can always hone your sales closing techniques by being intentional. Use a system of closing techniques that keeps your sales pipeline neat and tidy, closing the sale whether you “won” or “lost” it. In addition, experiment with different approaches to customer interactions so you can figure out the closing techniques that really work for you.
For instance, practice how to ask for the sale without seeming demanding or rude, and work on your closing techniques over the phone so you can use your closing the sale techniques in any environment. Practice your assumptive close, which assumes a customer will give you their business without having to pressure them, and write up a list of sales closing questions that can help draw prospects in. Be sure to practice your closing sales techniques with teammates so they stay fresh and useful.
Retail Sales Techniques
Retail sales techniques are a little different from others, because of the interesting demographic staff makeup. Often the people learning the retail selling skills are high school students with no prior sales experience and only part-time immersion in the sales environment. This makes learning retail sales techniques and strategies quickly both more important and more difficult, but there’s no need to worry.
Retail sales tips include remembering who the customer is: someone who is in a mostly impulse-buy state of mind and may benefit from help or suggestions; someone who has at least some money to spend at the moment, so can’t use the same sales objections as in other industries; and someone who won’t appreciate an obvious use of retail selling techniques. Retail selling techniques and skills also include pointing customers toward eCommerce sites when the come into the store, and vice versa when they are on the website.
Lastly, retail salespeople should also keep in mind that they are the gatekeepers between customers and the products they’re selling. It is unlikely the customer has done a ton of research before coming in, so staff who can answer questions, make the product seem appealing, offer ideas for integrating it into the shopper’s life, and generally avoid being pushy or “salesy” will succeed.