12 Sales-Boosting Strategies

How do you become a well-known and respected salesperson? By following a few simple guidelines. Having mastered them, you'll be able to worry less about whether your sales are good enough and focus on developing relationships with clients. This article will help you learn the 12 basic strategies that I use to close more sales.

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The first step to becoming a great salesperson is learning how to network effectively. When you have a face-to-face meeting with a client, the best thing you can do for the client is make him or her look good by helping them solve their problem. A well-constructed sales presentation can do that in two ways: by increasing your credibility and by making your client look good - even better than they did before meeting with you.

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Credibility: The single most important reason why people buy from other people they know rather than from strangers is personal confidence. When people are confident that they can trust you, they're more likely to buy from you. One way to create trust is to know about your client's company and industry. It's better for people to think of clients as business partners than as customers. So, before a sales call, if possible, ask your client for information about his or her business (products or services, markets served, competitors).

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Makes Client Look Good: Everyone wants to look good in front of an audience (clients included). You can help your clients look better in front of their audience by:

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Helping Clients Understand Their Problem: Many times salespeople simply tell clients what they should do, rather than helping them understand the problem. As Robert Ringer says in his book "Winning Through Intimidation", "the salesman does not answer the question 'What's the best?' - he answers the question 'What's best for me?' The difference is enormous. A person who wants to be told what is best is a person who cannot afford a bad decision or an incompetent advisor. The person who wants to know what's best for him is a person who will be very selective in his choice of information sources and decision makers." <br>

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Increasing Your Client's Desire to Solve Their Problem: If your client wants to solve their problem, then the solution you offer them will seem much more valuable. There are three ways that you can increase your client's interest in solving their problem. The first, and most obvious, is by giving them a clear picture of the problems they have that they're not aware of. For example, if your client tells you that they have had too many returns on a category of their product, ask them how many returns they had last year. If they've never thought about this in the past, that might be a good time to bring it up.

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Having Your Client Do Their Own Research on Their Problem: You can also increase your client's interest in your solution by encouraging them to do their own research. As I mentioned earlier, it's better for clients to think of you as a business partner rather than as a customer, because they will be more likely to trust you. When your client is researching their problems on their own, teach them how to do it effectively by giving them some of the facts they need and asking them what they would like. Then help them find the answers.

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Having Your Client Take Action: When your client is buying from you, it's often better for him or her to take action than not. The reason for this is that if your client is buying from you, he or she will learn more about what you have to offer. They'll have the chance to think about it, talk with a few of their key people and see whether or not they like what they see. This can result in their deciding that the products and services you offer are ideal for them. If your client does nothing, then he or she won't learn much about what you have to offer and will end up making a decision based only on price, which can be very risky.

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Giving Your Client a Guarantee: Finally, you can help increase your client's desire to take action by giving them a guarantee. A guarantee is a statement that says that you have done all the work in your power to make sure that whatever you sell (or service or advice) is guaranteed to be what they want and will perform as promised. When your client sees your guarantee, he or she will be less likely to worry about whether or not they'll be satisfied with the products and services you sell. They'll see how much of a difference it makes, so they'll feel more comfortable with buying from you.

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Structuring the Meeting: When you're talking with a client, there are certain things that you must do to prepare for your meeting. You need to come to their workplace with the attitude that you want them to do business with you and that they should like what they see. Therefore, when you're at the office working on your presentation, walk around and look at everything. If you see something that doesn't quite make sense, ask about it. If possible, give them part of the information (one sentence) and ask if they know anything more. The reason for this is that if you give them information about their company and they don't know anything about it, then you'll look like a fool. On the other hand, if you give them information about their company and they do know something about it, then they'll want to tell all that they know just so that you can learn more, making them look good as well.

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When you're there to talk with your clients, don't just ask questions; answer their questions as well. The key here is not to talk too much. If you try to talk too much, you will bore them to tears. Be specific and stick to facts. For example, rather than just saying "your company makes X and Y," instead say "your company makes X, Y and Z." That way they know what you're talking about.

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Do You Have the Time to be a Professional? One of the most important things that your clients can tell you when they're interviewing you is if they can trust you or not. If your client believes that he or she could do a better job consulting with someone else, then he or she will feel uncomfortable doing business with you.

Conclusion

The goal of a networking meeting is to make an investment in what you're saying, so that your clients will trust you. You should want to be those clients' partners rather than just a supplier. By following all of the suggestions outlined above, you can become the kind of partner your clients would like to be working with.

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http://www.howsalestraining.com/

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https://www.proposal-central.