Sales Tips and Advice

It’s not what you say; it’s what your customer believes.

You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance.  Take the time to engage with the customer.

Ask them questions and let them tell you their wants and needs.  Yes, many times they don’t know what their needs are and you’ll have to guide them, but in the end, if they don’t believe it, you don’t have a chance.

Never go into a sales call without having a strategy of how you are going to close the sale.

If you don’t know where you’re going, then how will you get there?  The most common part left out of any presentation is the close. Plan for your sales call upfront by developing a  specific strategy and your course of action.

This does not mean you’re only going to use one type of closing technique.   On the contrary, it means you’re going to be ready to close using several different techniques based on what the customer tells you.

Have a dedicated time set aside either daily or weekly to do your prospecting. Pipeline is key

Too many salespeople find themselves spending far too much doing everything else but prospecting.  If you don’t schedule it and hold yourself accountable, you won’t do it. You need to have a pipeline at all time and don’t exhaust prospects before starting new ones. Keep the plates spinning at all times

Believe in yourself and what you’re doing to help your customers.

Why should anyone buy anything from anybody if the person from whom they are buying doesn’t even believe in it?   There’s a reason why confident salespeople are more successful.

Show up and show up on time.

More sales are lost because the salesperson either failed to show or failed to follow-through.  It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact.  This is the main reason why when companies are looking for salespeople, I tell them to find candidates who have a proven track record of self-discipline.

Take a look at this website for some great tips and advice.
https://www.salesforce.com/blog/2013/10/62-sales-tips-and-sales-quotes-from-top-sales-experts.html

Top Tips: Always try to meet face-to-face with tough prospects. 

Especially if you’re selling a high-end product or service that requires a serious investment, you absolutely must meet face-to-face with your prospects. Most salespeople try to close sales on the phone without ever meeting prospects in person. Instead, hop in your car—or on a plane, if necessary—and meet them face-to-face. Meeting tough prospects in person will help you win them over, and increase your close rate many times over. 

Clarify your value proposition. 

B2B sales can be lucrative and rewarding, but not if you fail to demonstrate your value up front. When you sit down with B2B customers, they’re only thinking one thing: “Is this person creating value for me?” If they decide the answer is “no,” you’re dead in the water. Take the time to script out and memorize your value proposition. When a tough prospect asks you what you do, you absolutely must have a quick and well-rehearsed response. This way, you can demonstrate your value from the beginning.

Don’t back down from your premium pricing. 

Tough customers can make you want to lower your prices—but don’t! Low prices don’t attract quality prospects. In fact, low prices only attract customers who don’t understand or care about your value. Stick to your premium pricing with tough customers, and you’ll start closing more B2B sales.

Always get your prospect s to talk about their business challenges and priorities. 

When you’re selling to tough prospects, talking about yourself is only going to land you in trouble. These customers have a lot on their minds, and they don’t have time to listen to you. Instead, get them talking about their challenges and goals. Seek to understand your clients’ challenges and what’s going on in their world. Then show them how your service will solve their problems. Not only will this prepare you to address their needs, but it will also get them to be emotionally involved in the conversation—and likely diffuse any animosity they are showing toward you.

Always be unemotional and firm. 

Tough prospects are a lot like schoolyard bullies—if they sense you’re scared or nervous, they’ll eat you for lunch. Next time you’re dealing with a tough prospect, show that you’re totally unfazed by this behaviour. Don’t back down. Instead, hold unwaveringly to your script and stick to your approach. If you show fear or frustration, you might just waste a potential opportunity. Instead, stay unemotional and stand firm when the prospect pushes back. If a client is still pushing you around after the first few minutes, it’s time to start matching the behaviour. By rising to their level in tone, pace, and strength, you’ll diffuse their negative energy and retain control.

Offer Alternative option proposals. 

Present an inexpensive option that will still solve your clients’ needs, a middle-of-the-road option, and a premium option way outside of their budget. This method will set the value for what you’re offering, and provide context that will reduce the customer’s need to price shop. You might be surprised to find the prospect actually goes for your premium option. Either way, this method will help you close more sales with tough B2B customers.


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