It is difficult to navigate the modern sales landscape. There is always plenty of competition in the market. Customers no longer respond well to traditional sales techniques that talk up your product or services better than your competitors. The internet is a much better option. Customers can easily search for alternative options.
Modern salespeople must consider many factors from the needs and personalities of their target customers to the most effective contact channels and the best ways for them to stand out in a marketplace full of competitors. Here are some top sales techniques to win over prospects.
10 Best Sales Techniques to Increase Your Sales
1. Know your buyers
One of the best sales techniques, finding the right prospects is key to a sale. Understanding their needs and preferences is also important. Create buyer personas for your existing customers to help you build an ideal customer profile (ICP) if you don’t have one already. This will help you identify the type of business or person who uses your product, and their needs and challenges. This will allow you to identify leads that fit your ICP. You can then focus your attention on these people since they are most likely to listen to your sales pitch.
This will save you time and prevent you from spending too much on low-quality leads who are unlikely to convert. This allows you to customize your pitch to each individual. Targeting the right leads can help increase your success rate and the return you receive from customers.
It is not enough to have a basic picture of your customer. Once you have identified a lead that matches your ICP, it is time to get to know more about the person and their company. What is their role? Is this person a decision-maker or an influencer? What is the size of their company? What are their challenges and needs?
This information can be gathered from many sources including interviews, surveys, online research, and social media. This information will help you determine the best way to sell your product or service to a prospect. It also allows you to predict what objections they may have and which features they need. You will have a better chance of closing the sale by being prepared. Your persuasiveness will increase if you demonstrate that you are able to understand the buyer’s needs, and offer solutions.
Also read: Top 6 Sales Trackers for Business Sales
2. Ask questions
Research can only give you so much information. After you have gotten in touch, get to know the client or lead. Ask them about their company and what their needs are. This will give you context that will allow you to tailor your sales pitch to them. It will also show you care about their opinions and make them more open to listening. To encourage buyers to reflect on their problems and think about how your product/service could solve them, you can use questions.
3. Be persistent
Some salespeople give up on a lead after only two or three attempts to contact them. Studies have shown that it takes six attempts to connect with prospects. You risk losing sales opportunities if you stop before this time. Although this lead might be your top priority, it’s not likely that they are. It may take several attempts to reach them at the right time and place for you to make contact.
You should choose the best method of contact depending on who you are trying to reach. Some people prefer to communicate via email, text, or phone. It is important to contact them in a way that will get a reply. Although you can use multiple communication methods, it is best to stick with the preferred method of communication.
If you make contact with a hard-to-reach person, be sure to ask them what the best method and time of communication is so that you can reach them more easily in the future.
4. Don’t wait to make contact
Contact leads as soon as possible. They should respond as soon as possible, the more they’re interested in what you have to offer, the greater their likelihood of being interested. Wait a few hours or even a day The more interested they are in what you have to offer, the greater their interest. Research has shown that responding in a matter of minutes can significantly increase your chances of reaching them and generating a high-quality lead.
5. Choose your timing carefully
You can easily see that Monday and Friday are not ideal days for prospect contact. But research also shows that Tuesdays are difficult. If possible, contact people on Wednesdays and Thursdays to increase your chances of receiving a reply.
It is also important to consider the time of day. People are often too busy working during the middle of the work day so it is better to reach out at the beginning or end of each day. Call between 8 am-9 am and 4 pm-5 pm. Don’t forget about time zones if you are dealing with people not local to you.
6. Get them to abandon the status quo
Salespeople often consider the competition’s offerings to be the biggest challenge in closing a sale. But that’s not true. You’re also competing against your buyer’s status. It can be difficult to convince companies to invest in new products or change their ways of doing business. You must convince buyers that you offer something unique and that it is better to buy from you than continue with the status quo.
To combat inertia, you need to identify what is not working for your prospect and how it can be improved. While keeping a pen and paper record might seem easy and familiar, it can be frustrating to search for information. It is so difficult to collect data and find patterns. What valuable insights are they missing?
One of the best sales techniques is to bring attention to what is holding your prospect back or causing frustration. How many wasted hours, lost opportunities, and expenses are you causing? Your product or service can help stop this waste, make their lives easier, or even earn them more. You’ll be more successful convincing them to buy what you are selling.
7. Prepare for Objections
When you speak to prospects, they will have objections. These can be as simple as “I’m not interested” or “I’m too busy” at the beginning of contact or more detailed issues later like questions about company reputation, price, quality, or company reputation. You must anticipate and prepare for these objections. Any hesitation could mean you lose the chance to win over the prospect. You can practice common objections and, if possible, address them yourself, before the prospect has a chance to raise them.
While it is important to be aware of and address all possible objections, you don’t have to address them all when you talk to prospects. Think about who your prospective customer is, and what their limitations and concerns might be. A small business with few employees and a restricted budget will not have the same concerns and needs as a large corporation. Your pitch and preparations should be tailored to the prospect you are talking to.
8. Differentiate between current and new customers
Your approach with existing customers will not be the same as yours with new prospects. It is important to challenge the status quo. When you try to sell to an existing customer, the status quo is your goal. If you approach them too aggressively, they may decide to look at what your competitors offer and stop buying from you.
It’s much more cost-effective to sell to existing customers, They’re often the source of a large portion of your revenue. Make them feel safe and comfortable by letting them know that you are already on their side.
9. Keep in touch after closing a sale
Your existing customers, as we have already mentioned, are valuable sources of revenue and future sales. After closing a sale, don’t forget to follow up with your customers. Send them personalized messages and offers and check if they have any questions or concerns. Make them feel valued by giving them special opportunities or bonuses as a result. You build loyalty and make switching to a competitor more difficult.
10. Offer Your Buyers Other Options
Clients may feel limited in their choices. Someone who is financially strapped or risk-averse might choose to not buy the product, maintaining their status quo. Instead of giving them one option, you can give them multiple options with different risks and prices. This will make it easier for them to decide whether or not they want to purchase your product. The lowest-risk option might not be “buy everything,” but “buy the lower-end option that is less expensive and offers the possibility to upgrade later” or “buy a customizable option that can be tailored to our specific needs.”
Bonus Tips — Team Up with Marketing
Marketing teams can be a crucial part of qualifying and finding qualified leads. Qualified leads are usually more productive than unqualified leads. You can also get insights into who is interested in your products and services, as well as what channels they prefer to use. You can share information with prospects to learn more about them and also what they are looking for in a lead. Marketing can use that information to create advertising campaigns and targeted content that attracts and nurtures the person who matches your ICP.
There is no single best sales technique that will help to win customers. There are many things you can do to prepare for sales conversations. You can increase your sales by planning, listening, researching, and being persistent.