Salespeople get a lot of stick for what they do. Many people have a negative opinion of those who sell for a living, but this view probably exists thanks to bad salespeople. In fact, being in a sales role takes a lot of guts, drive and self-motivation, salespeople deserve much more credit than they get!
There are those who are naturally gifted with selling skills or those who pick them up along the way. However having found your way into sales, it’s almost guaranteed that you have your own techniques and strategies you like to use when it comes to closing sales with customers.
Sales, as an industry, is dynamic and unpredictable – no two deals, clients or situations are the same. This is one of the reasons many of those working in the field enjoy it so much, but it also means that there are what feels like an infinite number of tried and tested ways to make a sale.
Even the most experienced salespeople can find themselves wondering what happened when a deal falls through. Despite all of their best efforts, charm and presentations, for some reason the client backs out at the very last minute. When targets, commission, bonuses and even your job are at stake, every little helps when it comes to closing the deal.
Being able to make a sale is an art form, and while there is no ultimate manual or one golden rule to ensure it happens, it helps to have some foundation ideas to always put into action when selling. These top tips should boost your chances of getting that sale.
You’ve got to work for it
How many times has a salesperson called you on the phone or approached you in the street? Probably a fair few. And how many times did you buy what they were flogging? We’re pretty confident in guessing that this figure comes a lot closer to zero than the first one! The reason for this is simple, aggressive, scripted and, quite frankly, old fashioned sales pitches just don’t work.
Any skilled salesperson will know that making the sale requires putting in work to lay a good foundation before you even mention the deal proposal. It takes time and effort – you need to earn it!
Sales whiz and motivational speaker Zig Ziglar sums it up perfectly: “If people like you, they’ll listen to you but if they trust you, they’ll do business with you.” When dealing with a potential buyer, the first thing on your checklist should be to nurture a trusting business relationship. Let the client know you can be relied upon: get to meetings in good time, present yourself well and ensure that any enquiries or correspondence are answered promptly and in detail. Build the trust and closing sales will be sure to follow!
Chance favours the prepared mind
When it comes to sales, things can change in a heartbeat – for salespeople, this only adds to the thrill! What this also means is that in order to increase your chances of sealing the deal, you need to be ready for anything. Preparation could be your secret weapon.
It might sound super obvious, but you’d be surprised just how many people have been caught out being unprepared. Even something as simple as making sure you always have a pen can make a difference, otherwise how do you expect your client to sign on the dotted line?!
You need to do your research into the client, the industry and their competitors; this way, you will appear to be an expert in the field, again improving trust between you and the client. If you know your stuff, the buyer will feel like you know what’s best for them. It will also allow you to create a more effective, bespoke pitch.
Be ready to competently respond to any questions or issues your customer may raise. It also helps to have information and details of the proposal handy in paper format; buyers like to see things in writing!
Rapport = sales
Ever heard the phrase “slowly, slowly, catchy monkey?” It’s a bit of a weird one, but essentially its meaning can be applied to selling; you can’t rush it, slow and steady wins the race. As stated previously, going for a gung-ho, aggressive, all guns blazing sales pitch rarely brings results; you’re more likely to scare buyers off one way or another.
Rapport is an investment that will pay dividends when it comes to your clients. Take the time to build a good working relationship with them; we know how important trust is to making the sale and rapport will only help you to build this! Get to know your clients, let them see who you are, make them laugh and do all you can to foster a bond – people are more likely to buy from people they actually like. Putting this leg work in before even laying down the deal will increase your chances of successfully selling as you’ll be able to tailor your proposal and the client will truly feel like you have their best interests at heart.
Communication, communication, communication
This is key in most relationships, be that professional or personal. In sales, regular, honest, open communication with any sales target is paramount.
Make sure that any form of communication you engage in with a client is professional, clear and comprehensive; if you miss anything out and you get caught out, your customer may feel like you’re trying to dupe them or could undermine the relationship you’ve spent a lot of time building. Keeping your potential customers in the loop will also ensure that they remain interested in what you’re offering, meaning they’re less likely to go with a competitor instead.
Don’t forget the importance of what you say non-verbally; your body language can be a handy tool when it comes to communicating and building rapport with your client. A genuine smile, a firm handshake and straight back can make all the difference in portraying you as a reliable, likeable professional.
Remember, honesty is the best policy – yes, sales lends itself to the odd white lie here and there (“I have another buyer lined up”, “this deal is for a limited time only”, “I don’t have much stock left, you’ll need to be quick”), but try not to fudge the truth too much and too often. If a big lie unravels, not only will you lose the sale, but your reputation, and that of your company, could soon be in tatters.
Next time you’re lining up a sale, bear these things in mind – have you done everything you can to make sure that deal is yours? Foundation, preparation, rapport and communication are all things you should be ticking off your sales ‘to do’ list. Give it a shot, you’re sure to see the results soon enough!
