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Nine Good Sales Tips (Part II)

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.


6. Qualify prospects

Time is the most valuable resource that you have. It is limited and there is nothing you can do to replace it or add more. As a result, key to being successful salespeople is being able to figure out which prospects to spend your valuable time with and qualifying is the key to being effective at doing this.

Qualifying a prospect is basically measuring her up to identify how well she fits with needing or using your products and services. If the prospect does not need what you have to offer, there is no point in spending your valuable time talking to her.

But need alone is not the only thing to look at. You can also look at the probability for the prospect to actually move forward with a purchase. Key things to help measure this are available funding or budget and purchasing power.


7. Focus on pain

One way to improve qualifying prospects and identifying if there is a need is to focus on trying to identify if there is pain that the prospect is experiencing and this is one of the good sales tips. Pain is essentially something that is not working well or not working as well as could be for the prospect.

When you find pain that the prospect is experiencing that you can resolve, you have not only improve the qualification of the prospect, but you have also uncovered valuable information that can be used throughout the sales cycle.

 


 


8. Consciously build interest

At some point in the sales cycle, you have to trigger some interest on the prospect’s side. You can have the best products and features available, but if the prospect does not have interest, it is going to be difficult to move forward to a close.

Some people believe that interest is either going to happen or it is not and that there is not much you can do. But the reality is that there are definitely good sales tips that can help with building interest.   Here are just a few:

  • Communicate how you differ from the competition
  • Communicate the ROI that you have to offer
  • Communicate that value that you deliver
  • Communicate how you resolve the prospect’s pain
  • Communicate the impact of doing nothing


9. Effectively build rapport

Building rapport is one of the key good sales tips as it is critical to build some sort of connection with the prospects that you are trying to do business with. This is important for two reasons. First, people buy from people that they like and the more effective you can be at getting prospects to like you, the higher your sales will be.

Secondly, you can benefit greatly by the prospect being responsive and them sharing information during the sales cycle.  If you have established rapport, the prospect will likely respond and make themselves available when it is time to meet and also share more information with you when you meet and talk with them and both of these will help to increase sales.  

 

<< Read Part I

 

Launch Pad Solutions provides sales coaching helping sales pros to adopt good sales tips.
 

 

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This article was published on Saturday 02 June, 2012.

Back to main topic: Sales Tips
Ten Tips to Increase Your Sales
Keys to Building Rapport with Sales Prospects
Climb Higher in the Organization to Improve Close Rate
Effective Business Networking Tips
Common Areas for Improvement When Delivering Presentations
Helpful Research Steps Prior to Making Cold Calls
Using Goal Setting to Improve Sales Performance
Six Keys to Improve Sales Performance
Eight Tips for How to Make Sales Calls
Nine Good Sales Tips (Part I)
Top Sales Tips that You Need to Know

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