Skills and Tips for Quick Wins
With the evolving market/customer dynamism, SMEs and service providers have to change the approach as to how they identify and win customers who need their services.
This is a fundamental commercial aspect that targets growth in client base as well as achieving sustainable revenues.
Below are the skills and tips for quick-wins.
- What the customer believes
You can have the best sales presentation in the world, but if the customer doesn’t see and buy your value proposition, then you stand no chance don’t have a chance of winning. 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.
- Research/ precall research
Before you make phone calls or cold calling to the different potential leads you need to do enough research that is relevant to the company you going to.
The only way to capture the attention of these corporate decision makers was to create a very personalized message based on in-depth research in their firm. Once you start doing this, you will start setting up meetings.
By doing this the customer will confide in you with the realization you have actually studied their field and will be willing to listen more to what you have to say. Research also divulges the potential gaps that you can solve. This is what the top management is interested in. The SOLUTION.
- Focus on making the difference
Nobody cares about your product, service or solution. That's the hardest thing for sellers to realize. All they care about is the difference you can make for their organization.
Always assume your prospects will buy only what they need. How can you convince them of that need? Emphasize the features of your product or service that reduce costs and solve problems for the customer. Sometimes you can reposition your wares.
- Top performers don’t pitch to their prospects.
Stop pitching: Top performers do far less pitching compared to average-performing reps. Instead, engage prospects in conversations. Rather than starting off with the hard sell, get to know your prospects via a two-way dialogue through creating a relationship. You can ask questions to better understand the company and understand their needs through asking questions like:
What is one of the biggest challenges you have with {sales pipeline}?
What have you done to try to fix these challenges?
Learn what challenges your customers face and then list those challenges. Ask prospects which of those issues ring true to them.
"Sales reps need to be asking big-picture questions as part of the discovery process," says Wayshak.
- Ask for referrals
Referrals are a must. Top performers are twice as likely to ask for referrals compared to non-top performers. Wayshak believes this is one of the most upsetting statistics.
"To be successful in sales, you have to ask for referrals. People don't ask for them because they are scared. But consider this: Have you ever lost business as a result of asking for a referral? Referrals are free business. When you get referrals, be sure to thank the people who give them to you and keep them in the loop."
Wayshak went on to note that the word "referral" can be an uncomfortable word and to use the term "introduction" in its place.
You can supplement the tips with the Four ways to Overcoming Selling Perceptions by clicking on the link.
More articles to help you grow THE EVOLUTION OF SELLING
References
https://www.businessnewsdaily.com/11067-successful-sales-tips.html