As a new salesperson, you may find the sales process difficult to grasp. At first, you may not have the time or funds to be able to attend sales training courses. However, there are a few sales techniques that you should follow.
Do not work for free.
If your prospect wants you to complete additional work and provide information before they decide, rather than doing the extra work, you should ask them to imagine that you have done the work and given them a solution to the entire problem. What would that situation look like for them, and would they buy from you in that case? Sometimes it’s okay to walk away instead of doing the work for the customer for free.
Do not hold the belief that you can sell anything to anybody.
Always ask key questions or relate examples showing why your product or service is the best solution to your customer’s problem. Ask intelligent questions about the prospect’s situation and what has already been done to solve it. Each scenario is new and unique and should be treated as such.
Do not assume that your sales prospect always knows what they wish to solve.
Thoroughly investigate each situation in order to determine if the prospect’s problem is merely a symptom of something larger or something altogether different than the real problem.
Get the facts and do not play mind reader.
If a prospect is vague you must ask for clarity because jumping to conclusions can result in incorrect assumptions. This wastes time and loses you opportunities.
Your presentation is not the deal closer.
While showing, not telling is key, you will need to interact with your customer in order to help them discover the best reasons for them to buy from you rather than another. Your final pitch or proposal is like the icing on a cake. Previously work you have done with the potential customer is what should sell them on your deal, and your presentation simply reinforces that.
Do not be blind to problems.
If a problem comes up, address it promptly and do not hope the prospect is simply unaware of it. People respect transparency in sales and will work with you to problem solve.
There are decisions for you to make as well.
You must assess if your time and efforts are worth investing in the prospect as you go through each stage. This also helps to show clarity and decisive action. It is proven that shorter selling cycles close more leads than long, drawn out processes.
Do not flood your prospect with information.
Your first step should be to find out why and after what solution to the problem your prospect will buy from you. Ask questions, then share materials and information. This way you are not wasting your prospect’s time either.
Do not blame a prospect if your sales process is stalled.
The salesperson needs to be able to reassure prospects and keep things on track. You do this by practice and refining things such as your sales techniques and approach.
70% of the time in an interaction you need to listen, and 30% you need to talk. Use your time with the prospect as a conversation for best results.
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