Selling is a process that requires a lot of dedication and knowledge in your area. With that in mind, we’ve brought you the 13 best sales tips to help you get more customers and improve your business.
1. Planning
With a good organization you can achieve much more. Start your day by making a quick list of your priorities. According to surveys, 15 minutes of planning per day equals two hours more of daily productivity.
– What is the most important thing to do?
– How many and which people will you contact (ex-clients, customers or prospects)?
– What is your financial goal for the day?
And so on. List the most important topics and ask these questions daily to improve your sales.
Also make a list at the end of the day of all remaining to-do items for the next day. So, in addition to having your next tasks already scheduled, you will be able to sleep more peacefully at the end of the day, without the priorities hammering in your head so you don’t forget them.
2. Define your audience
Before prospecting for new customers, you need to define your ideal customer profile. You can make a list of your top 10 customers, for example, by writing down all the points they have in common and, based on that, defines your target audience.
From there, you can invest your time selling to those who can really buy from you, as it has more potential to benefit from your product.
3. Be honest
Don’t underestimate your prospect. Usually the person who contacts you for a solution has already surrounded himself with information about your company and the products you sell.
Increasing some points, manipulating the truth or pretending to serve customers who are no longer on your list is something that will easily affect the future relationship with that customer.
4. Listen to customers
You need to understand the pain before selling the solution. Let the prospect * talk about your company’s problems before you leave by saying how the solution you sell works. You may be rushing and offering something he doesn’t even need.
Whenever the commercial team is talking, it is necessary to add value. So, let the prospect speak, write down the important points, think of the best solution, be didactic and show that the item you are selling has a lot of value to help you.
* The prospect is an intern before the client, he is the person who consumes his “solutions” and is active in the content, marketing emails etc. This means that the only thing left for the prospect to become a customer is to insert the products in the cart and make the purchase.
Understand The importance of customer satisfaction
5. Believe and know the product you sell well
After hearing the customer’s pain, you need to know your products well to know exactly what should be offered to solve the customer’s problem.
And more than knowing well what you sell, you must believe in what you offer. It is necessary to defend, explain and show that what you have at hand is the best solution for the consumer.
6. Know your customers
In addition to knowing your product, you also need to know and have a closer relationship with your consumers.
Creating an emotional connection is a very effective way to bridge the gap between those who sell and those who seek the solution. Through conversation, you can find that connection through a common taste. It can be a friend, a football team, a trip made, a partner company, among many others. Thus, you make the presentation of what you are offering more fluid.
7. Follow sales patterns
Steps to be followed, phrases, standard emails to be sent, all of this is important to maintain the essence of the company present in any sale. In addition to ensuring quality and assertive speech. Thus, sales processes are standardized and knowledge can be quickly shared with new salespeople.
However, it is important that the seller knows how to adapt this speech according to the customer who is attending. After all, not all people have technical knowledge or complete control over the subject being offered.
So, it is up to the sales team to understand the maturity level of the potential customer and work with him in a didactic way so that everything is clarified.
8. Know how to eliminate objections
Dealing with objections and rejections is common, even though it is not easy. It is up to the salesperson to learn to face these difficulties, looking for some solutions in them.
Therefore, when the prospect tries to “cut” the conversation, you need to be prepared for the most common objections with smart, quick and creative responses that will rescue their interest and allow the sales conversation to move forward.
9. Don’t waste time
Time is valuable – both the salesperson and the customer. If the person you are negotiating with is not likely to accept your offer, do not insist. In addition to the time wasted, this attitude can also harm the company’s image.
Try to optimize processes so that they are carried out as quickly as possible – but always with care, great attention and following the standards proposed by the company. For example, if a lead enters your sales funnel, be proactive and contact us as soon as possible, offering your solution.
Typically, a potential customer tends to contact more than one company to seek solutions to their problems. So whoever is faster – and doesn’t waste time, most likely will win the customer.
10. Organize your sales funnel
Speaking of the sales funnel, it is important that you have the information of prospects very clear and organized in your funnel.
Always map who you sell to and what actions you’ve taken in relation to it. If a salesperson, for example, has already contacted a customer, you will know and avoid repeating this action and end up annoying him.
11. Eliminate bad habits
Make a list of things you need to stop doing. Time thieves – like social media, activities that can be outsourced, things that don’t add value to your sales process. Write down whenever you notice attitudes that are hurting your sales and look for the best way to solve them.
12. Understand the context
You need to understand the current context in which you find yourself. If it is at the end of the year, for example, it is possible that the prospect will not be inclined to close deals – and it is important that you know that you should not pressure him to do so.
You must always understand the current market moment – holidays, crises, changes in your buyer’s team, in the case of B2B – and take this into account when starting a sale.
13. Ask to be contacted
If there is someone in your network with the profile of a potential buyer of your products, it is likely that that person knows more people with the same profile, and so on.
Define a list of people in your network that you have the most affinity with and address them. If you are successful with the sale, ask them to introduce you to others with a profile like theirs or who still have the potential to buy from you.
