The great thing about sales is that if you embrace and implement good sales tips, you are likely to see an immediate improvement in your sales results. Here are a few sales tips that are easy and practical to adopt.
1. Define your ideal prospect
One sales step that can easily get overlooked is to clearly identify what your ideal prospect looks like. We can easily fall into trying to sell to everybody, but the reality is that there are not only certain prospects that fit better with what we have to offer than others, but there are prospects that are more likely to move forward with a purchase.
Defining what your ideal prospect looks like can improve your ability to figure out which prospects to spend your valuable time with. You can look at characteristics like location, size, title, industry, and current environment.
2. Perform research
Not an incredibly fun step, but one that can have a huge impact is to perform a decent amount of research on your sales prospects. Learning about their business, their challenges, and their industry cannot only help you to build out your account strategy, but having this knowledge can also greatly impress your prospects.
3. Turn gatekeepers from enemies to allies
It is likely that you can spend a tremendous amount of time dealing with gatekeepers while selling. As a result, some good sales tips can include trying to get gatekeepers on your side and turn them from enemies to allies.
Gatekeepers will instantly be trying to determine if you are a friend or a foe. A foe is an outsider trying to get in. A friend would be someone that is already on the inside by being connected or doing business with the organization. There are clear things you can do to make the gatekeeper feel like you are more of a friend than foe.
4. Focus on value
Us salespeople can often fall into the habit of primarily talking about our products and features when we sell. That is ok, but a more powerful way to go is to shift from this and focus more on talking about the value that you have to offer.
How do you help your clients? Do you help them to save time, decrease costs, make more money, or decrease risk? Build your sales messaging and communications around that when looking for good sales tips.
5. Prepare for objections
One of the good sales tips that can have an immediate impact is to prepare for objections. You will run up against objections when dealing with prospects, especially when cold calling. Common objections are statements like “We are not interested”, “Just send me some information”, and “You price is too high”.
If you can identify what objections are likely to come up and then script the best responses for those, you can greatly improve your ability to respond when they come up in the field. If you can deal with objections better, you can expect to see an improvement in sales results in the long-run.
Read Part II >>
Launch Pad Solutions provides sales coaching helping sales pros to adopt good sales tips.
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