What are the best sales techniques?
The sales approach is a defining moment, as you will either attract the customer or lose sight of them for good.
Everyone probably missed out on something because of a salesperson’s bad approach, right?
If selling directly to the consumer is like that, when we talk about the B2B market, it becomes a bit more complex.
In the B2B market, especially, you need to be much more persuasive than in direct sales to the consumer.
Because the decision making by the buyers of the company is much more rational and based on facts.
Thus, the salesperson needs extremely solid sales pitches. It is essential to know how to approach a B2B customer properly.
There are some basic things that you should keep in mind when dealing with a hot lead, such as:
- Having a strong sales speech;
- Know deeply your lead;
- Provide the right information at the right time;
- Be prepared to deal with objections;
- Have a personal approach;
Basically, sales techniques are some tested procedures, in theory, and in practice, which are quite effective when making a sale.
Therefore, doing an excellent job of consultative sales will be of great help to the sales process.
Keep reading: The B2B Sales Process – How It Works And Why It Is Important For Business Success
The best techniques are those that truly assist in any of the stages of the sales process, whether in capturing, negotiating, contouring objections, closing, and even in post-sales.
And of course, those that take into account the needs of the customers, so that they are satisfied with closing deals with you.
Some Sales Techniques To Get Practice
You must already know this sentence: 80% of your outcomes came from 20% of your inputs.
Why would you waste 80% of your time when only 20% of your operation is making your business revenue?
All you have to do is figure out your customer profile (ICP) and what services/products they like or are most likely to buy from you.
At Whoisvisiting we provide you with the technology to be able to easily identify who your customers are and view exactly what they are looking at on your website.
The most important message of the main customer service techniques for closing a sale is: know how to focus on the benefits of your products or services that meet the customer’s needs.
Find out how and when to show the value of the solutions offered in solving specific problems. This is to build customer value.
If you want to grow, then you need to drive sales and close. Below are 7 of the most effective sales strategies that will help you close your customer quicker.
How to Close Sales 1: Know your Product
How much knowledge you will need in order to sell your product will depend on the product in hand.
Know the product inside out and upside down, then you can sell and close in your sleep.
What are the benefits and what are the features that make you stand out from the competition?
Once you know these USPs, you will have something to hang your hat on.
How to Close Sales 2: Know your Customer
What is your customer interested in? What is their problem? Why do they need your product and what problem will you solve for them?
This information should always be at your fingertips and not in your head.
You must know your customers wants and needs to know how to close sales.
Keep reading: How to get to know your ICP (Ideal Customer Profile)?
You can also make notes of previous engagements and possibly make notes of what they did last weekend? How was the kid’s birthday? Did you have a nice anniversary?
Knowing your customer will build trust and a rapport that will work wonders on the sale.
How to Close Sales 3: Know your Competition
When competing for business, you are entering a tough world If you know your competition well, you can pick out their flaws and exploit their weaknesses.
This can help you create a quicker sale by doing ‘a job’ on your competitor.
In the words of Michael Corleone: “Keep your friends close, but keep your enemies closer”.
How to Close Sales 4: Overcoming the clients objections
This part of the sale is critical. Fall over here, stumble or get found to be unprepared, you’re talking the short walk to Failuresville.
There are always objections to any sale.
When I bought an Aston Martin DBS, I was worried about the servicing costs, depreciation and fuel bills. “Looking like James Bond, doesn’t come cheap” said the salesman. I bought it. (I’ve sold it since!) It cost me a fortune and I don’t have a Dinner Suit.
How to Close Sales 5: You must create that sense of urgency
You must attach a deadline to the deal, you must set a sense of urgency to get the deal done.
There must be an incentive for the client to commit.
You can offer a discount or an extended free trial, but whatever it is, you must make them think they have something to lose if they do not take you up on this fantastic offer.
It’s that little push, extra reason to make a decision faster.
How to Close Sales 6: Who is the decision maker?
You need to find out the decision maker and where possible, speak with them directly.
There is no point handling objections through a third party.
Sometimes, the decision maker will send in a subordinate to find out all about a product or service.
Where this happens, be sure to put yourself in the shoes of the decision maker, so your pitch will resonate with them, even if they are not actually in attendance.
They will hear this later on and hopefully, will still make the decision to buy.
Always try to reach the decision maker directly where possible.
How to Close Sales 7: Ask for a referral
One of the easiest ways to close a sale is through a referral. ]
You should always be asking whether or not a buying client would like to make a referral on someone else behalf.
You will have to have done a great job with the customer to ask for a referral. Every single time you are offered a referral, you are increasing your chances of securing a sale.
Also ask, where a customer is using your product, whether they would be willing to give you a testimonial or feedback that you can use to create more awareness in the market.
The more you do this, the more people will visit your website.
How to Close Sales
So, the timing of the close is critical. Knowing when to talk and when to listen is an art form.
You must always approach this subject, you must always ask for their business.
In addition, with the high competitiveness of the market, establishing a relationship of trust with the customer is essential to maintain a healthy business and constant growth.
Be sure to use all the sales techniques above to make sure your chances of a sale are maximized. Always smile when you are selling at this stage, even on the phone.
What is the best way to close a sale? Practice.