29 Jun 2018
We all know those people that can sell a cape to Superman. You probably wondered how on Earth do they do that, do they have superpowers or a talent they’re born with - you’ll be relieved to know that there are tested formulas that can improve anyone’s selling skills and that can help you crush your quotas. So, If you’ve been wondering how to become a better salesman you’ll probably find this article helpful since we’re gonna go through all the best tips to help you become your sales team MVP.
Like any other skill, your sales skills need constant updating and polishing through learning all tips and tricks. Whenever you think you know them all, think twice - there are always more ideas that can open doors to achieving numbers you’ve never imagined before.
So if you want to know how to be better at sales, we’ve consulted experts and some of the best sales over-achievers we know, while also applying our decades-long, extensive experience.
Ready? Let’s go through these selling techniques that will for sure help you be the best you can be!
1. LISTEN TO YOUR CUSTOMERS
Even for those who don’t work in sales, listening is probably the activity that can help most to reach any goal in life. A lot of the time, salespeople come of as pushy and annoying, so much so that they scare away people who were going to buy for sure. This is the worst possible approach in life, not just in sales. Listening is really a magical activity. Pay attention to what your customer is telling you and really show that you’re listening and that you’re engaged, that you respect the customer, whether it’s a company or an individual. This approach was proved to be successful and it’s one of the success keys in Brian Tracy’s approach to becoming a better salesperson.
2. OFFER A SOLUTION
Now that you’ve heard the needs of your customer, offer a solution. Just like a doctor will give medicine depending on the illness - he won’t just hand the same advil to all patients - you also need to offer a product depending on the need. Not all clients are the same, so they all need a tailored fix. You might wonder how to do that if you’re just selling one product. Figure out a way your product will fix the problem your client, in particular, is trying to solve and present it as such. If you can do that, consider that you’ve found the keys to success.
3. LEARN STORYTELLING
Some sales reps are better at offering a solution than others - some have listened better, some have understood the customer better, some are better at problem solving, while others just have a good way of delivering a solution. You need to present your solution (product) as eloquently as possible while captivating your audience’s attention. Don’t go too deep into embellishing - that’s such a turn off. If you think that storytelling isn’t really one of your strengths, try attending an online course. Many of them are cheap or even free. We found this one on Udemy that is actually a storytelling course directed to sales people!
4. BE ETHICAL
Don’t lie to your customers or cross them in order to make a sale - maybe you’ll make one sale, but long-term, lying is just going to backfire eventually. Make a way to make your product appealing for what it is or find another problem that you can fix for your customer. Sell a different product or go on to find another customer.
5. NURTURE HEALTHY SELF ESTEEM
Keys to success in sales number one - be confident! There’s one thing worse than an insecure sales rep - it’s the overly confident folks. If you’ve had success in the past, be sure that arrogance will not help you maintain your success score. You need to stay a healthy mix of humble and confident and always stay polite to your customers and associates. Ooze out a calm sort of confidence. A great exercise: When your customer finishes a sentence or question, count until three before speaking back. The more calm and polite you are, the more confident, trustworthy and convincing you will seem to be.
6. KNOW YOUR PRODUCT
Before trying to sell anything, you need to do your research. Try and test the product yourself! If you don’t know what your selling and the culture around it, you probably won’t know how to sell it either. Read about the product, ask as many friends and family member you can for opinions - do they think the product is good, is it useful, did they find it more suitable for some uses more so than other (maybe the running shoes you’re selling are really great for people with bunions or they really aren’t the best choice for running in the forest). You’ll discover facts about your product that otherwise you wouldn’t know and that might help you target it better. More on that in the next tip!
7. IDENTIFY YOUR TARGET AUDIENCE
Don’t go trying to sell tennis rackets to football players. Who is your buyer? If you identify who your target audience is you’ll sell better with less effort. There is little convincing involved if you’re selling umbrellas when it’s raining! Also, you need to have a different approach for different customers, which is why you need to learn how to read and understand people - there are many books, courses, and podcasts that can help you become a good people reader. Observe body language, how the person carries themselves, their appearance (are they wearing an expensive suit or are they indicating they are more casual by wearing jeans and a T-shirt?). These things can really be helpful when identifying your target audience.
8. NEVER STOP LEARNING
No matter how bad you are, you can become great by learning. No matter how good you are, you can become great by learning. No matter how great you are, you can become even better by learning. You get it, we’re very into learning. Be in the know about seminars, courses, lessons around you. Read one sales-related book a month, at least. There are always more thing you can learn to become better at making a sale.
9. SET GOALS
Tell your GPS in your car to drive you “that nice place you once went to”. Will you get there? No. Because you didn’t know where you’re going, your GPS won’t know where to take you. The human mind works in pretty much the same way. You need to tell yourself clearly what you want and then break your goal into smaller achievable goals. Your goal could be “I want to make a million bucks this year”. Now let’s break that into smaller, more tangible goals. To achieve your goal, you’ll need to make 20 000 USD every week, except for your two weeks off (Christmas and summer holidays). If you work 5 days a week, that means you need to earn 4 000 dollars a day. If you work 8 hours a day, you need to make 500 bucks an hour. How do you do that? Now you can come up with an action plan that will help you get to where you want to go.
10. USE SOCIAL MEDIA
Social media can really help you in making a sale and staying in the know. Cold calling is becoming less and less effective, but you can now do something similar via SM. If you are struggling generating leads, you can learn how to use social media to engage new prospects. Just like you targeted your audience IRL, you can do that too via social media but first pick your preferred social media network. Say, if you’re selling something food or fashion related, Pinterest and Instagram are the way to go. For B2B sales, LinkedIn is an obvious choice, but so is AngelList.
We hope you liked are sales rep tips and tricks - we hope they help you be the best you can be!
BONUS: 10 BEST SALES QUOTES TO INSPIRE YOU
“A Goal Is A Dream With A Deadline.” – Napoleon Hill
“If You Are Not Taking Care Of Your Customer, Your Competitor Will.” – Bob Hooey
“Don’t Worry About Failures, Worry About The Chances You Miss When You Don’t Even Try.” – Jack Canfield
“Today is always the most productive day of your week.” – Mark Hunter
“Don’t sell life insurance. Sell what life insurance can do.” – Ben Feldman
“It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp
“The most unprofitable item ever manufactured is an excuse.” – John Mason
"Become the person who would attract the results you seek.” - Jim Cathcart
"Motivation will almost always beat mere talent." - Norman Ralph Augustine
"Well done is better than well said." - Benjamin Franklin
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