As we said in the previous article, the socio-economic situation regarding the world of sales has changed. The Internet has allowed everyone, including us, to search for information on features, benefits, and prices before purchasing a product.
It can be said that for each product there is at least one website that explains its specifications. According to the United States statistics, 78% of the inhabitants look for information online, before buying a product. Prospects today are more informed and come to the store, armed with all the information before purchasing a product or service.
In the past, it was the vendor who provided the information, he was the primary source. Therefore, the probability that a customer would buy from one salesperson, or another depended on a large percentage of the sales presentation. Today the focus is rather on helping the prospect, on providing a suitable fit between your product and the customer’s needs.
The sales game has changed, and those who adapt to the new rules quickly are the ones who will triumph and crush their sales goals, just as Blue World City got benefited from timely adaptations.
Considering this context, I want to share with you 25 tips that will help you improve your sales goals.
The time has changed
Tip # 1: Take Action
The most successful salespeople achieve their sales goals and, paradoxically, work fewer hours than the average salesperson. And one of the fundamental differences is that the former take action.
So, my advice is to immediately apply each advice I will provide in this article. That tip that you can implement immediately, do it now. Don’t leave it for tomorrow. Once you get in the habit of taking immediate action, your sales will increase dramatically.
Do you want to be one of the best sellers? Start by believing yourself. Believe that you are a valuable salesperson, that you are different from others, and that your potential customers will perceive you. If you are unable to believe in your own worth, you will be bankrupt. In this competitive market, there is no time for regrets: action must be taken.
How to differentiate yourself from the competition to achieve your sales goals
Tip # 2: Don’t immediately go on the attack.
Average marketers, for the most part, are usually walking advertising. They get impatient fast and talk non-stop, about the characteristics of their product. They don’t manage the times. They are desperate to sell. The result? Zero sales.
An excellent salesperson dialogues with their prospect, identifies their needs, and adjusts the benefits of their products to the customer’s.
challenges. Instead of turning the first meeting into a sales presentation, take a poll and understand your prospect. With which of the two situations do you identify? Which one do you think achieves the most sales?
Tip # 3: Regulate your emotions. Don’t overdo your enthusiasm.
I’m sure you’ve heard me talk about the importance of enthusiasm. In the 80s it was said that it was preferable to lose a sale due to excess enthusiasm than due to lack of it. Unfortunately, this advice has been misused, and customers perceive this excess of enthusiasm, as a desperation to sell.
Instead of looking like an enthusiastic person, fast paced. Regulate your emotions. Show your genuine interest in the prospect and conduct yourself in a professional and leisurely manner, from opening to closing of the sale.
Do you agree?
Tip # 4: Stop persuading
We continue to adapt to the new paradigm of sales. And just as I am sure that the previous sales tip caused you some surprise, I am sure that this tip will surprise you much more.
Fernando, you say we have to stop persuading. Yes, totally.
In the past, the most sought-after salesperson was the one who was the most persuasive, the most negotiating. In fact, in the 1980s, persuasion books proliferated. Even now, a salesperson is often valued for the way they express themselves, for the arguments they use, for the persuasion techniques they know. However, they are not the ones with the best results.
Trying to persuade is not currently working. Customers perceive at once that you are trying to pressure them. What’s more, on a mental level, the prospect perceives that you, as a salesperson, are the same as everyone else. And not perceiving the difference, they choose to look for another alternative.
The other problem related to persuasion has to do with perspective. By trying to convince the customer to buy from you, you are assuming that this prospect is the right one for you. Instead of asking probing questions, which will help you determine if your product meets the customer’s needs, and how you can demonstrate this fit, in the next step of the sale.
Remember what we said at the beginning of the article. Believe that you are a valuable seller. Believe that you are a different seller. And prove it. And when the customer perceives this difference, he will buy from you, without hesitation.
How to immediately connect with your prospect
Sales coaches have been telling us forever that we need to develop a trusting relationship with prospects. However, in today’s competitive marketplace, marketers must achieve a deeper relationship with their customers. Excellent salespeople develop true connections with their customers. Here are three simple tips to immediately connect with your prospect.
Tip # 5: Be perceived as similar
Who is the most important person to your prospect? The same! Of course. It’s the way humans are programmed. Therefore, we connect with people who are similar to us. Hence, the techniques of neurolinguistic programming are successful.
Precisely, NLP teaches us that there are three types of languages in the human being: visual, auditory, and kinaesthetic. You, as a salesperson, must identify the prevailing language of your customer, and act accordingly. Details such as tone of voice, body language, posture, tone and even timbre are important to connect with your prospect, and consequently, make the sales process more natural.
And this does not mean, looking like someone else. To avoid crossing to the other end of the advice, consider the following tip:
Sales Tip # 6: Be Genuine
Prospects are already used to receiving sales calls from salespeople who sound cordial and falsely interested in how the prospect’s day went. Put aside the memorized speechs. Just be genuine when talking to your potential customers. Show that you really want to learn about your challenges and problems.
Sales Tip # 7: Seek to Understand Your Prospects
When a prospect feels that you really want to understand them, they will open up and let you through. Of course, this requires a genuine desire to help and understand your prospect. If you demonstrate this, your prospect will open up and develop a connection with you that goes beyond the superficial relationship.
Big sales aim to go beyond the relationship. They require a strong connection with prospects. They are not all the same.
How to easily rate each prospect
Many salespeople waste a lot of time chasing after prospects who are never going to do business with them. The most tragic thing about this matter is that this could have been avoided in the first 30 minutes of conversation with a prospect. Knowing whether or not a prospect is right for your business is a fundamental skill that can save you a lot of headaches, and a lot of valuable time. Next, we propose three tips to qualify your prospect, easily.
Tip # 8: Disqualify
Many sales coaches, I included, before understanding this new sales paradigm, spent time emphasizing the importance of qualifying your prospect. However, with practice and with the updates that I am doing in this area, I realize that the best salespeople focus more on disqualifying the prospect.
How? What are you saying, Fernando? Disqualify the prospect? Oh my, what are you saying? I imagine that a comment like that must be going through your head. Now I explain myself better.
When you meet a prospect, don’t assume he’s a qualified prospect and try to show that he’s really good. This will lead to you not actually going through a correct qualification process and then wasting a lot of time. Instead, take a position where you don’t know if the prospect is really qualified and therefore won’t be uncomfortable if you have to make the decision that you can’t do business with that client.
Does this point of sale seem reasonable to you? And if not, just remember the many situations in which you wasted time, by enthusiastically assuming that your prospect was qualified.
This is a key aspect for you to achieve your sales goals.
Tip # 9: Have the Mindset of a Doctor
What happens when you walk into a doctor’s office? What happens after briefly explaining your problem? Does the doctor jump to five minutes, effusively, and say, “I have the perfect solution for you”?
Of course not, the doctor asks a lot of questions to understand where you are suffering and what could be causing your discomfort, before suggesting a solution.
Professional salespeople should have that same mindset in sales situations.
Tip # 10: Have Your Question Script
Just as a journalist has his questions ready before interviewing characters, a great salesperson must have his script ready. Contrary to what one may think, the best salespeople are not usually creative when it comes to asking. They ask their prospects the same questions, all the time. By doing this, they do not get out of hand with the sale situation and can focus exclusively on whether the prospect is qualified or not.
Remember, your goal in a sales situation should be to determine as quickly as possible if the prospect is qualified.
Apply these simple and effective tips to qualify and disqualify prospects, ASAP. And the path to achieving your sales goals will be paved.
How to Close the Sale Naturally
All of us salespeople know how uncomfortable it feels to close the sale. We feel like the prospect is going to get upset or run away, or we don’t want to sound like typical salespeople. To cope with this feeling, the old sales school suggested us to make the classic alternative double closure.
But this does not usually leave the prospect alone. Much more now that the technique is well known. So, what should we do after we have determined that a prospect is qualified?
Tip # 11: Testimonials, life stories, case studies.
Remember, with these tips we are looking to be high value sellers, differentiate ourselves from the rest. We do know that most sellers seek to bombard the prospect by explaining the features and benefits of their product. And we know that this is no longer very good, because most prospects are already informed and do not need education about our product or service. How can we get your attention?
Presenting case studies, telling stories similar to what is happening to your prospect, presenting testimonials that support your trajectory and that of your product. This is how you will be able to help your potential client, this way you will solve their challenges, without bogging them down in features and benefits.
Tip # 12: Get feedback
Don’t make your conversation with the prospect a monologue. Throughout your presentation, you should constantly check to see if the prospect is following what you are presenting. For example, after each intervention, ask: Does what I am saying make sense to you? Do you agree with this? What is your opinion about this?
The prospect will then proceed to provide you with feedback. Ask quick questions and stay in tune with the prospect during your presentation.
Tip # 13: shut up
During sales presentations, many salespeople start talking, talking, and talking. Your goal is not to give the prospect a mastery over the features of your product or service. Your goal is to close the sale. There is no need to talk much. Present the challenges to your prospect, your possible solutions and answers to their needs, and then shut up.
If a prospect interrupts your presentation, let him speak. What he has to say is always more important than what you have to say. Even if you are naturally talkative in your personal life, don’t bring that into your sales situation. You control the sale while keeping the prospect talking.
Great salespeople don’t need fancy presentations, because they’ve done a hard job during the sale. Follow the steps mentioned and close the sale.
In this group of tips, is where you define whether you will achieve your sales goals or stay halfway. For what I recommend, re-read tips from 11 to 13 and then take action and win more sales.
How to open the doors to more customers
There are strategies to get more clients that require a complete change of strategies (see: « How to Prospect Successfully: strategies to increase and keep clients). And then there are ninja techniques that are very easy to implement and require little effort.
Both are important. But we all love ninja techniques because a very small amount of effort can lead to increases in the number of clients. Here are some strategies to open the doors to more customers.
Tip # 14: Eliminate the risk. Offer an iron guarantee
In the sales process, it is the prospect who is taking the risk. What if the salesperson didn’t turn out to be the person they appeared to be? What if your product is junk? What if your solution doesn’t work? All of these questions are going through your prospect’s head.
To eliminate all that risk, offer a full-money-back guarantee for the first phase. If your solution is not exactly what the prospect required, then you can have your money back during the first phase of product application. This will make the prospect feel more comfortable and will allow you to close more sales. If your solution is adequate and well above the prospect’s expectations, they will hardly ever ask you for your money back.
Tip # 15: Recommendations
Find a company that sells a different or complementary product or service to the same type of customer as you and shares your customer base. You spent years cultivating a relationship with your client list. And I am sure that other companies have also done the same. Just share your assets, and both companies will grow exponentially in a very short period of time.
Remember: they must be complementary products, not competitors. Find companies with the same types of customers and make recommendations to each other. For example: a car salesman, with an insurance salesman.
Tip # 16: Offer an entry-level product or product sample
When a prospect is about to make a buying decision, but is still not entirely convinced, you can offer your prospect a trial period, a free sample, or better yet, you can sell him a smaller product to start the relationship.
It’s a great resource to have on hand when you want to help your prospect make the move from potential customer to customer.
Not all sales strategies have to be difficult to implement, just start using simple strategies like these to attract more customers.
Who is the next one? How to get more qualified customers?
If you could only reach more qualified customers, you could close more sales. Here are three strategies to reach more and more qualified customers.
Tip # 17: Quality calls
Prospecting by phone is one of the most effective tools for reaching more prospects. However, it must be done correctly in order to get great results.
One of the most critical aspects of prospecting by phone is “who are you calling?” Most salespeople spend their time with lower-level prospects, prospects who will not generate the sales volume you need to sustain your business, or prospects who are not decision makers.
There is a false belief that lower-level prospects are easier to reach. That’s not true. Higher-level prospects may be easier to contact. Most importantly, they have the authority to sign an agreement. Lower-level prospects can say yes, but they can easily say no.
During your sales calls, call at the highest level in the organization, as much as is reasonable.
Tip # 18: Stop asking for references, request presentations.
Stop asking for references. Is a reference a name and a phone number? Is a referral a recommendation? When you ask for a referral, you are asking for something unclear. But when you ask your prospect to introduce you to someone, the likelihood of closing the sale is much higher.
Tip # 19: Talk to sell.
What if I told you that there is a way to keep the exclusive attention of a room full of prospects? Do you want to learn about this? The good news is that there is a way to speak. You are an expert on the subject you are selling. Associations, groups, companies want experts to talk about topics that can help them.
Start talking to small groups at first. Develop a simple 45-minute speech, and use it to set appointments with the audiences you want. Being in front of qualified prospects doesn’t have to be a mysterious process. It simply requires following the proper strategies and staying focused.
What do you think of what you are reading up to here? Do you think that by applying these tips, you will be able to wipe out your sales goals? Well, let’s go for more.
How to get your customers to buy again
Too often, salespeople ask me how they can spend their time finding new customers. And the answer I give you is basically another question: what about current customers?
Selling is not just about getting new customers. It should also include maintaining your existing customers and getting them to buy from you more often. Here are some tips in this regard.
Tip # 20: Have an email list
How many times as a buyer have you worked with someone and then forgot the person’s name, just when you need it? This also happens, and frequently, to your current clients and prospects. By having an email list, where you provide them with valuable information on a regular basis, you will stay connected with your customers.
Don’t let your customers escape the competition simply because they forgot about you.
Tip # 21: Call your customers
There are many companies that are spending tons of money to call new clients, leaving their current clients in complete darkness. They are not only losing money, but they are failing to earn much more.
As part of your prospecting activities, you have to invest time and resources in calling your current clients. Maybe call to share something relevant. You can even offer them a service that they don’t currently have. Stay connected and show yourself, it’s what matters most.
Tip # 22: Write personal notes
In the days of email, the internet, phones, and social media, people don’t get handwritten notes. This has become a lost art, leaving a great opportunity open for marketers with the initiative to stand out.
The emotional toll that comes with receiving a handwritten note is surprising. The next time you see an article relevant to your client, send them a copy with a short-handwritten note. Is it your client’s birthday? Write her a greeting card, by hand, of course. These details will make the connection with your client more intimate.
How to smash your sales goals
Achieving your sales goals is simpler than most salespeople think. The problem is that most salespeople have spent very little time thinking about their sales goals. A simple process that can take no more than 45 minutes of your time can be the difference between meeting your sales goals or ending another disappointing period.
To prevent this from happening to you, here are three additional tips for meeting your sales goals.
Tip # 23: Be Clear About Your Income Goals
When I ask sellers: How much would you like to earn this year? They tend to respond with vague terms like: I’d like to earn five figures this year.
At the shot, I realize that this person will not achieve their goal. It is a phrase pronounced in an artificial, automated way, without energy. It is a weak and vague statement. On the contrary, a winner responds: I would like to earn 110 thousand dollars in the next 12 months.
This statement is stronger and clearer. Be clear about what you want to win.
Tip # 24: Set Your Sales Goals Based on Your Personal Goals
Many people base their sales goals on the quota assigned by the company. Do you usually do that too? Are you really going to let someone else set your sales goals for you? Great salespeople set their sales goals based on their personal goals. The salespersons had also set their goals high to achieve high sales for Capital Smart City.
Tip # 25: Focus on Prospecting Activities
Once you are clear with your sales goals, then it is time to focus on your prospecting activities that will fill your sales funnel, to reach your desired goal.
How many sales do you need to earn your desired income?
What do you have to do to achieve your sales? How many calls? How many visits? How many purchases from current customers? Answer those questions, plan your business activities, and hit your sales goals.
Bonus Tip: Learn and master more sales closing techniques.
So far, the end of the article.
What did you think of the sales tips? I await your comments below.
And if you would like to have intensive and continuous training to improve your sales, I invite you to join the Sellers Club of the Seller’s School. Click here for more information and the necessary requirements to be part of the club. I wait for you inside.