Selling, and selling effectively, is a learnt skill that unfortunately we’re not born with. It requires building and understanding your buyer persona, welcoming challenges and responding to them accordingly, and constantly reviewing how successful your sales strategies are. Regularly refining your sales techniques is an essential process to ensure that you’re winning more sales than you’re losing. Besides knowing your product/service inside out, which is essential when explaining to your prospect why they need it in their life, implementing the following four strategies will dramatically increase your chances of securing a sale.
Selling Strategy #1: Build a Relationship With Your Prospect
If you can develop a connection with your prospect, or find common interests and engage in friendly conversation and make yourself likeable, your prospect is more likely to put their trust and their money into the product or service that you are trying to sell to them. Avoid small talk at all costs, and make sure you’re actively listening; you want to make your prospect feel like a human being, not just another “lead.”
Selling Strategy #2: Give Before You Take
As humans, we often feel obligated to give back. And, as a salesperson, you should look to give before you take. If you are unwilling to be the first person to give, you may subconsciously communicate to your prospect that you are looking for personal gain only in this transaction. So, what sort of things can you give to your prospect? You could offer a demo of your service that has been personalised for their business and the specific industry they are in. Your prospect will appreciate the effort you have gone to and naturally will feel as though they should give back to you by making a purchase.
Selling Strategy #3: Demonstrate Credibility
People tend to trust those with authority. We’re conditioned to believe this from a very young age – for example, our parents and teachers were the authoritative figures in our childhood. You can use this to your advantage by demonstrating your expertise. Have you had 15 years of experience in your field? Add this credible title by your name on LinkedIn – it will instantly give you more authority. If you haven’t got a reputable title just yet, you can prove the credibility of the product/service you’re selling instead. This is where you should bring in customer testimonials. Often, our actions are influenced by others’ behaviour. Do you have a customer in a similar business or who has a similar persona to your prospect who is benefitting from your product/service? This social proof will add that all-important credibility to help push your prospect over the line.
Selling Strategy #4: Use Time-Based Deadlines
You know those emails that draw you in with a subject line like, “Last Chance to Purchase Product X!”? Take inspiration from your inbox and use those time-based deadlines within your sales strategy to create a sense of urgency and encourage your prospect to act now to avoid missing out later.
Try combining the techniques outlined above for a fully comprehensive sales strategy that will guarantee you more sales.
Did we miss anything? What’s your most effective sales strategy?