So whether you sell for someone else or your own business, here’s some tips to get more paying customers from your selling efforts.
Do Have Goals. Most sales people and owners have goals tied to results – how much revenue you need to generate. But results come from activities – phone calls, events, meetings, presentations, proposals, etc. So make sure you set activity goals to support your revenue objectives – and break them down to monthly, weekly or even daily requirements – then do them.
Do Ask ‘Smart’ Questions. If you want to demonstrate knowledge and expertise, don’t tell them – ask them. Smart questions not only help you uncover needs, but make it obvious to prospects that you understand their business and challenges. It builds trust and positions you as someone who can help them create the best solution — your products or services!
Do Listen More Than You Speak. Some of the most successful sales people are perceived by others to be quiet because they listen, ask questions, and listen some more. To uncover needs and understand what motivates your prospects, you must really listen – with an open mind and no assumptions. God gave us two ears and one mouth so we should listen more than we speak. It really pays off in sales!
Don’t Sell. Nobody likes to be sold, but everyone likes to buy. Sales come from building trust and educating prospects on benefits and value. So stop selling and you will sell more.
Do Have A Sales System. This doesn’t mean a series of silly questions, pre-conceived notions and a cookie cutter script. It does mean a process or series of steps, to move prospects from initial point of contact (lead) to paying customer – consistently and efficiently. Most sales require multiple contacts – via phone, mail, email, meetings or presentations – before closing the sale. Your system will vary based on your business and the services you offer, but every sales person (or business) needs a system.
Do Be Persistent. I read somewhere that most sales people give up after one or two follow-up calls – but most sales occur after seven or eight contacts. Notice the obvious gap? Persistence doesn’t mean hound your prospects. You should follow up until you get a decision, yes or no. But also recognize that a ‘no’ today doesn’t mean forever, so stay connected because your ideal prospects will buy when they are ready, willing and able.
Do Be Confident. It’s often said that in sales you need to go in there and assume the sale, meaning be confident, not cocky. To be successful in sales, you must believe you have the skills to uncover customer needs and have the products or services to help your customers solve their problems or pain. You have to believe you can, before you ever will.
Joan Nowak is a Small Business Profit Builder, seasoned Business Coach, and creator of the Hybrid Coaching System for small businesses. For additional resources and ideas to grow your small business, visit http://HybridBizAdvisors.com. While you are there, join her mailing list to get her monthly eNewsletter and receive a free copy of her eBook, Mastering the 7 Elements of Business Success.