Sales is one of the most crucial aspects of a business and the art of selling is a sought-after trait. In fact, as competitive individuals, humans go through a continuous process of selling. From selling delegated products to selling our skills and unique personalities to our superiors in the office, we regularly undergo the sales process in our daily lives. This makes it important that we become extremely aware of the best ways to boost sales.
“No matter how big (CEO) or small (a salesman) is the job, experience in sales is a must”, said Naeem Zafar, former CEO of multiple unicorns including Bitzer Mobiles and the founder of Telesense, in an interview.
Now, to ensure that you become successful in the process, here is a list of 5 lesser-known ways to boost sales.
1Tune in to your prospect’s frequency
Grabbing the attention of your prospect is the most important thing in the sales industry. More than speaking about the product, you need to ‘listen’ to the customer and suggest to him the right product.
This typically requires building a certain amount of trust with the prospect. The best way of doing that is by tuning yourself according to the potential customer.
Mirroring the customer’s actions is how you can pair yourself with his frequency. If he talks slowly, slow your speech down. If he is a conservative, serious person, hold your dad jokes and be serious as well.
Understanding customer psychology and showing familiar ground between you and him is crucial to furthering the sales process. After all, like attracts like, right?
2Foresee objections and prepare answers to them
Anticipating is the key and preparing accordingly is your best bet.
The most embarrassing part of sales is when your prospect throws an objection or problem at you and you have no answer to that.
To prepare yourself, you must start by thoroughly researching the product you are selling. Keep track of the competitive landscape and know the pros and cons of your product so you can demonstrate its unique offering when compared with rival products in the market.
To know how to handle prospects, make a list of hurdles already thrown your way by previous prospects or customers and come up with turnarounds for them. Having done that, you will automatically feel more comfortable talking to customers. That can make you look more confident and approachable, setting you on the road to speedier sales success.
3Unleash your emotional chameleon
As mentioned above, you need to let the customer do the talking and exercise patience when it comes to sales. In fact, you have to take the back seat and let the prospect drive if you want a successful deal.
Start by letting the customer narrate his problems. Throw emotional darts at him and pinch his pain points. Then, slowly take the leash and guide him towards the solution– your product! And voila, you have your deal signed!
The key is to be sophisticated and subtle while you do this. Genuinely try to understand the customer’s pain points.
4Take note of feedback
Customers tend to share feedback in creative ways. From Facebook posts to spitting venomous words in person, customers tend to be brutally honest when it comes to sharing feedback and reviews.
Quite naturally, this can be a huge blow to the seller’s ego, causing the salesperson to get offended and switch off from the conversation. However, ignoring the issue can only lead to dissatisfied customers leaving your product/service subscription and a needlessly high churn rate.
To counter this, think of such unpleasant customer interactions as a golden chance to understand current issues. Use them to come up with things you need to improve or work on.
5Grab an in-person meeting
Phone calls and emails all work fine but if you want to hook the big fish, get a face-to-face appointment.
Again, you need to be creative here and not seem like you are imposing yourself on the customer. A light, cheery, ‘I’m in town next week, want to meet up?’ or ‘I’m free tomorrow, can I pop in?’ will work much better than saying outright to your customer why they should purchase your product/service.
Once you get the opportunity, you can pitch your product in a far more relaxed setting than the four-walled sales setting of your office. This can increase the probability of signing a deal sooner than you thought possible. To maintain professionalism, bring a prototype along. If you can get the product itself, there’s nothing better.
These are just a few ways to boost sales. The key lies in understanding that your customers and prospects need to see value in your product/service. Critiquing your product is the first step towards understanding the crowd. Once you understand the mindset of the person buying your product or subscribing to your services, you will be in a much better position to sell.
The sentence ‘How can I help?’ should be your signature line and a smile on your face should reflect your empathy, understanding, and conviction. After all, persuasion is the key to sales success.
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6Author: Prashant Sharma
Prashant Sharma has been serving as Editor-in-Chief of TechPluto.com, a Google News approved Tech news site since 2008. His interest in solving problems in various aspects of Digital Marketing prompted him to start Accunite, a fast-growing company, building solutions and services for Digital Marketing Industry. PRchitects and ProMarketingNinjas are some of the credible service brands launched by Accunite.