Secrets to Successful Selling for Entrepreneurs
Don’t let your inexperience in sales stop you from succeeding.
Everyone wants to grow their business and become more successful. After all, that’s why they started it in the first place. In order to grow their business, they’ve got to sell their business and that’s where they should be concentrating their efforts. Too often, small business owners get distracted and fail to keep their eyes on the prize and make no mistake about it, the prize is the sale. In order to help facilitate the goal of more sales, we have compiled a list of critical sales techniques that can help anyone be more sales successful.
Target your prospects. The first objective of good sales is to sell to the people who are most likely to buy. Your best prospects are people who are looking for products that are effective, safe and all natural; or ones that are looking to start their own business and just haven’t found the right one. Either way, they are open to hearing your presentation and how it might be just the thing they are looking for.
Get face to face with your prospect. People are much more open to buying something (or into something) when they are presented the product or service face to face. It is much easier to say no to a telephone and then just hang up than it is to someone’s face.
Sell benefits, not just features. One of the biggest mistakes rookie sales people make is focusing on what their product is instead of what it does. A natural supplement is safe and full of vitamins – that’s what it is. The fact that it gives the consumer more energy, makes them feel younger and may help them lose weight is the what it does. People are much more interested in results than in an explanation of ingredients.
Always, always, always close your sale. No matter how great your sales presentation is, if you don’t close it everything goes to waste.
– Milo Acosta , Director of North American Sales
Learn to differentiate your product from the rest. There is an old saying in sales. “Be unique or compete.” That is why you need to always position your product above and beyond the competition. Most people don’t like to leave their comfort zone and try something new…unless they have a good reason(s) to do so. Give them those reasons.
Make it about them and not you. Don’t spend your presentation time focusing on what you can get out of your meeting; think about what benefit(s) you can provide to them. Your reward will arrive when they buy your product.
Learn to listen. This is such a critical factor in making a successful sales presentation that it really should be the first thing on this list. When sales people do all the talking, they not only bore their prospects, they seldom close the sale. People like to think they are being heard and if you don’t give them to chance to speak, they will know that you’re not listening. Learn the techniques of good listening by doing things like taking notes and paying attention to body language. Be sure to ask questions so you know for sure what your prospect is thinking.
Do your research prior to your meeting so you can build some rapport with your customer. If you have a friend in common, call them and ask for some background on your prospect – things like if they like sports or travel extensively, etc. If you are cold calling someone, pay attention to details like logos or anything that will enlighten you on what things they enjoy doing and then bringing that into the conversation.
Always use testimonials when they are appropriate. There is nothing better at defeating an objection than being able to use another customer’s experience with the same issue to reinforce that you truly have the answer they are looking for. Testimonials can be a powerful sales tool when used appropriately.
Don’t forget the importance of the follow-up. After you’ve met with a potential customer, be sure to send them a thank you note or social media message. Remember to touch bases with them from time to time for either more business, or the opportunity to do business.
Using these techniques will definitely improve your chances at closing a sale, but you must keep repeating them and learning them until they become second nature in your presentations. A helpful tip is to write out your entire presentation before you give it so you are confident in remembering it all. Learn to develop leading questions that will help to probe your customer’s needs and reactions. Finally, learn to be yourself. No one likes to be confronted with a nervous, insecure person, so practice being natural and likeable with your pitch. You’ll soon discover that selling isn’t nearly as difficult as you once thought.