CALLING ALL SALESPEOPLE! I know you’re busy, but if I told you I had a three-minute read that will change your life and increase your sales, would you be interested?
Well, I do! Here are “5 Sales Practices That Will Change Your Life”
As salespeople, we are here to solve problems. The first step to solving a problem is to identifying one. Even if there isn’t an immediate one, you can introduce one – create a need prospects never knew they had. To do so, you need to ask questions.
You shouldn’t just ask any type of question, but ones that allow your prospect to open up about their issues. If you’re interested in how to formulate such questions, we have a separate article for that explains this process in detail.
Sell benefits, not features
Feature: a prominent part or characteristic.
Benefit: something that produces good or helpful results or effects or that promotes well-being.
No one cares if the computer you’re selling has a built-in Bluetooth device? Is it going to save them time? Will it freeze at the times they need it the most?Customers want to know how what you are selling is going to benefit them. How is it valuable to them?
It’s important to remember that customers buy benefits not features and they will give you one of their most valuable resources (money) to solve that problem. Why should they trade their money for your product? Hence, why it’s important to ask questions to better understand what problems they are experiencing to know what pain points to push and explain what problems they are going to solve in their life if they buy this product.
So don’t ramble on about how much milk the cow can produce, instead let them know how they’ll never go thirsty.
Make sure your follow up game is strong
FOLLOW UP! Words can’t stress how important this is!
If you don’t believe me check out these statistics.
- 50% of sales happen after the 5th contact.
- 44% of salespeople give up after one follow-up.
- 75% of online buyers want to receive between 2-4 phone calls before a company gives up; 12% would like a company to try as many times as it takes to get a hold of them
After reading these statistics do you realize how much money you are leaving on the table if you aren’t following up?
You have to look at yourself as a superhero. In reality, you are. You are on a quest to solve other people’s problems. You must get your quality product into as many hands as possible. What you are doing is a public service you just happened to get paid from it. You are no different than a doctor as you prescribe
It’s important to never give up. Persistence is a key that unlocks the doors of opportunity.
There have been people who cursed at me on the phone and ended up buying from me. The only time you fail is when you give up. You are not only cheating yourself but you are also cheating your potential customers out of a quality solution to their problem.
Believe in your product
Grant Cardone often says before you can sell anyone you must be sold yourself. You must believe without a doubt that your product is worth way more than what you are selling it for. If you don’t believe in your product it will show. Also, you shouldn’t sell a product you wouldn’t buy yourself, it’s just unethical.
If you need to sell yourself. Buy the product that you are selling so you what it does for yourself. This will create a sincere enthusiasm within you and make you more confident in your product. If you are excited when talking about your product a client will become excited as well.
Role Play, Role Play, Role Play
Practicing is what going to set you apart from the pack. Roleplaying builds confidence and helps get you comfortable with the uncomfortable. If you practice constantly you will get used to the real-life sales calls and know exactly what to say and when to say it.
You have to think of selling as a muscle that has to be worked out as much as possible. Training yourself repeatedly transforms your skill into an instinct.
I have given you five sales practices that will change your life. Was it worth the three minutes?