The great thing about the profession of sales is that there are very clear sales tactics that we can do to positively impact our sales results. This article works to outline three.
1. Prepare for Objections
We are guaranteed to get objections from just about every prospect at some point during the sales cycle. These could either be objections like “I am busy” or “I am not interested” on a cold call. Or they could be something like “Your pricing is too high” that comes up later in the sales cycle. Whether you face them early or late in the sales process, what is for certain is that your ability to respond in a way that keeps you moving forward is key to driving consistent results.
If we acknowledge that objections will be thrown at us, we can then begin to prepare for those ahead of time by creating a list of anticipated objections and we can plan and script out the responses that position us best for moving forward. Once we have this list, it can always help to sales role-play the objections and responses with someone else so they become ingrained in our minds.
Our time is one resources that cannot be replaced. We can usually always buy more materials, hire more employees, and find more funding. But we can never buy more time or add more hours to the week. With that being the case, we must spend our valuable time with the prospects that are most likely to buy and decrease our time spent with prospects that don’t have a good likelihood of moving forward.
One of the sales tactics to help with this is to focus on effectively qualifying all of the prospects that we spend valuable time with. This can be accomplished by asking questions that first identify if what you are selling is a good fit for the prospect. From there, you should focus on identifying that the prospect has the ability to purchase, the authority to purchase, and a need to purchase.
If you spend time on sales tactics like this, you will likely identify prospects that you should not spend too much time with and you may decide to professionally push them away. When you do this, you will then free up time that can be spent finding new prospects that are more qualified in terms of a higher probability of purchasing.
3. Trial Closing
When we are talking with prospects, there are many thoughts and perceptions accruing on the prospect’s side. We can sometimes fall into the trap of continuing through the sales process and making assumptions about what we believe the prospect's is thinking. The problem here is that if we rely on assumptions throughout the sales cycle, it is easy to sway off course ant this can lead to not securing the business.
Sales tactics to help with this is to perform trial closing regularly with sales prospects. Trial closing is the act of checking in to see what the prospects thoughts and feelings are. By verbally collecting this valuable information, we can more effectively manage interactions and steps throughout the sales cycle.
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Launch Pad Solutions provides sales training helping to train sales tactics to sales pros.
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