Sales is the powerhouse of every business. And if you are a sales person or in the marketing department of your organization, you know this fact at a deeper level. Sales is often considered a very difficult task or job. However, it doesn’t have to be so. Sales has its laws which simply have to be obeyed. I will share with you my 5 key practical sales tips from years of selling and training top national and international organizations.
5 PRACTICAL SALES TIPS
If You Have No Clients, You Have No Business.
The bloodline of a business is sales. Yes, every business has its core thing such as offering a certain service or making and distributing products. In some businesses, it is a combination of a product and service. However, without sales, it will all soon come to a grinding halt. Cash flow cannot be left on the sidelines in any business venture. The question is what brings revenue? Sales!
Look At Your Business From Your Client’s Expectations Or Point Of View.
A mismanagement of expectations between the salesperson and the client could spell disaster. The key is to not assume. If the meeting is in session, set deadlines and be on the same page as the client. Agree on the agenda. Agree on what exactly the need of the client is and then deliver that. Don’t be in a hurry to overpromise. Use this trick of underpromising and overdelivering. You can only do this after you have benchmarked their expectations.
Be Extremely Clear And Ask Questions.
Part of setting expectations right and understanding the client is asking good questions. Ask them “Why do you say so?”, “What do you want to achieve?”, “What are your goals?”. You get the idea. Questions like those get the client to really think about what they want from you. This makes their demands and expectations clear and makes it easy to know what matters to them. Questioning also helps you as a salesperson to know the pain points of your clients. This helps you make sales presentations that hit on the common pains thus resonating with them.
Sales Is A Waste Of Time If You Do Not Do Good Client Relationship Management.
If you are like most salespersons (I hope not), you are probably all about the sale. Yes, getting to “Yes” is the temporary and immediate goals. But a more important goal and long-term advantage is building good relationships. Build relationships instead of going about seeking only “Yeses” from your clients. Build to last and not to meet only targets.
Rejection Is The Candy Of Sales. Getting A No Means A Yes Is Coming Soon.
Rejection is a universal phenomenon and people get rejected daily. Salespersons get this quite often because they make more calls on people to transact with them. That said, it is basic to get used to rejection as a salesperson if you want to advance in your career. Memorize this quote and say it to yourself several times daily. Affirm it and internalize it. “Rejection is the candy of sales. Getting a no means a yes is on the way”.
These tips have been arrived at through my years of selling and training lots of organizations and selling. They work if worked. Use them as you see fit and your sales will skyrocket.