All efforts of marketing and brand positioning are aimed toward one goal-you want to make more sales. You will know if you are part of your company's salesforce, you have an natural part to play in the company's growth.
If you and your team are not making sales, then something is wrong. If you cannot onboard potential customers or at least get them interested enough to start negotiations, then even the best software won't do much good. However, there are common errors that sales reps make, including things they neglect which limit their effectiveness with conversion and customer retention.
This article covers a few of the
possible reasons your sales efforts are not yielding returns, and just what you can
do to make more sales.
Focus on Value, Not on Price
You're usually on the sales call to create sales, which means you should focus on price, right? Wrong. You're on the sales call to convince customers that they need your product or service. Then you can make sales.
Price is available in once you have convinced a person you can provide value. However, if you dive in and begin talking about price, your customer may perceive you as somebody who just wants their cash.
If You Want to Make Sales Don't Rush the Call
Serious clients are also customers who would like the very best bang for his or her buck. And to make certain they get it, they'll ask questions, questions that, if not answered, can make them take their business elsewhere.
Therefore, if you are offering a customer a new product or perhaps a better option to their current one, then you definitely should be ready to respond to questions they have about why the merchandise is right for them. Usually, it's through your answers that you onboard them.
Predictive dialer software can be very helpful here. By speeding up the downtime in between calls, it's simpler to spend that time speaking with the client instead.
Actively Pay attention to Customers making More Sales
There's hearing and then there's listening. Hearing is passive and it's what you should avoid doing. Listening, however, is actively watching your visitors to find out their pain points, what they desire, and just how best to deliver your product or service. Listening more does mean talking less. Therefore, you need to concentrate on developing your active listening skills.
Converse with Your Customers
The use of sales scripts is
common practice for closing sales, and while that might prove useful for
rookies and also have quality assurance benefits, the fact remains that individuals can
tell when you are reading from a script.
You'll make more sales for time to actually get to know your customer. However, if your customer seems like you are more interested in “getting this over with” than in solving their problem, they'll take their business elsewhere.
Benefits Sell, Not Lists of Facts and Features
One thing you should always
bear in mind like a salesperson is that customers make purchases according to what's
in it for them. A summary of fancy features means little to them if they aren't seeing
the advantage of buying.
Your job would be to show them that
buying your product is helpful for them. Plus, you'll make more sales by
referring to the particular benefits your product has for that particular
customer. Bottom line: Benefits sell, features don't.
Don't Give Ultimatums or Absolutes
The conversation between a
sales rep along with a customer is a negotiation. One party includes a product or service
they are able to provide, and also the other party is in want or necessity of said product.
Negotiations then determine the cost and way these products or
services are delivered.
One thing that isn't a part of
this method is the sales rep giving ultimatums with statements like, “This is
the last price,” or, “It's this or nothing.” Remember that customers know
they can always place their business elsewhere. You'll make more sales if you
remember this.
