Mastering the art of sales can seem like a daunting task. Sales tactics seem to range from that of the average door-to-door salesmen, to the won’t-take-no-for-an-answer cold callers, all the way up to account executives handling only warm leads. With so many tactics to learn, how can a young salesperson figure out the best way to approach sales?
While different strategies may work for different industries, there are still some universal sales tips that any great salesperson should keep in mind.
Top 5 “Do’s” for Every Salesperson:
1. DO: learn the fine line between persistence and annoyance
Persistence will take you far in sales as it often pays off in the professional setting. There is a fine line between being persistent in a pursuit for a client, and just annoying the client.
Being able to recognize that line and, most importantly, not cross it will lead to success.
2. DO: listen and empathize to specific needs/concerns
Every client is different and they want to feel that way. Clients don’t want to feel like they’re getting the same, generic spiel and answers that everyone else gets.
They want to know that the salesperson understands their specific needs and addresses their specific concerns. Or they’ll find someone else who will.
3. DO: create relationships and build trust with customers
According to the principle of liking in regards to the psychology of buying, people are more likely to purchase a product if they feel a connection to the person selling it.
Building a relationship and creating trust between you and the customer will lead to the customer liking you and eventually buying from you.
4. DO: show why your product/service can add value
Your product or service may be really cool and exciting, but if your client can’t see what value it will add to their company, then they won’t buy it.
The biggest reason why people don’t buy is the fear of loss. So you need to make it clear to the client that their company will be gaining something from this transaction.
5. DO: be passionate about what you’re selling – it will show!
The energy that the salesperson has when walking into a pitch or a demo will set the tone of the entire meeting. If you seem like you don’t really care about the product and are just trying to close the sale, the client will be able to pick that up immediately.
So make sure you have the same passion for your product that you want your clients to have.
If you keep these 5 tips in mind as you begin your sales career, you’ll be off to a great start.
There isn’t a one-size-fits-all guide to sales, but by staying adaptable, empathetic and genuine you’ll build true relationships with your customers and a better foundation for your selling.