Sales is a numbers game – that’s not news to anyone who has been selling for any length of time. Who is a sales person one may ask? Everyone! The basis of every business is buying and selling. What you will soon realize, is that if you are not on the selling side of the transaction, you are on the buying side. To be an effective sales person, you must know your product, your audience, and the market itself, these are all important factors in how well your product or service sells.
Being a great salesperson takes time and experience. It relies heavily on being able to mirror your prospect so that they feel understood and that they can trust you. There are so many facets to successful sales that volumes upon volumes have been written on the subject.
Here, we’ll suggest six tips that will help you sell and convert more prospects into paying customers!
- Buying is very often an emotional decision. Learn what is behind that emotion, and offer a solution. Therein lies the key to the sale. Buyers and potential clients will use emotion rather than logic to justify the expenditure, so make sure that you’re playing to peoples’ emotions in your sales copy or sales calls.
- Customers ultimately buy results, not products or services. Your buying audience is interested in the end result, so reverse engineer your sales process to accommodate that. Start with what they want (the result) and then figure out all the ways what your offer can benefit them, and bring them to that result.
- Know your customer well. Once you have gained knowledge of very specific details of your customer, figure out where they “are” so that you can be there to find them, and offer your service or product to them.
- Remember, sales it’s not about making money, it’s about solving problems. Be able to clearly identify the problem that your intended audience is having, so that you can more clearly define how your product or service can eliminate that problem. When you identify the problem, break it down into emotional and logical aspects. Make sure that your sales copy or sales script addresses those aspects.
- Develop your USP, or Unique Selling Position. What sets you (or your product/service) apart from your competition? How can you convey that difference to your buying audience, effectively letting them know that you’re the obvious choice? These are all important questions when figuring out what is going to set you head-and-shoulders above your competition.
- Research price points, and pricing options. Research what your potential customers are buying, what it’s costing them, and how you compare to that. Remember that the value of your product or service is a perception in the mind of your prospect, not a hard-lined absolute. If your prospects perceive your offer as having more value, they will pay more for it.
- Know how to use numbers/cost wisely. Use smaller number when you’re are asking your client to pay money and use larger number when you are saving your clients money. For example, let’s say you’re an insurance broker trying to replace your prospect’s existing insurance policy, you should use the annualized premium to show how much you are saving your client and use monthly premium when asking for the sale; Such as, I just saved you $2400. but if you were asking for the sale on that same premium you’d say, this policy will only cost you $200 per month or an average of $6 per day.