The key to business success is understanding what it takes to promote your product or service. To be an effective seller, you need the right mindset and motivation to following through with a customer.
In this post, we’ll show you 5 different approaches for closing and selling, as well as some tips on developing the right mindset.
1. The Sales Attitude
Love of Conversation: As a salesperson, you need to enjoy having conversations. Learn to listen actively in discussions for deep engagement.
Self-Motivation: Decide on what needs to be done and track your own progress. Managers rarely need to micro-manage self-motivated salespeople.
Rock Star Presentation: To sound genuine to your customers, learn your product inside out. A great sales pitch requires that you have in-depth product knowledge.
Manage Pressure: What makes a successful salesperson? Someone who presses on even when times are hard. Never bow out at the slightest moment of disappointment.
2. The Sales Call
Block Time for Calls: Study your consumers’ habits and learn which times of the day yield the best conversations.
Introduce Yourself and Your Company: Always make sure you introduce yourself and who you represent. Keep it concise and friendly to avoid sounding mechanical.
Give the Real Reason for the Call: Don’t waste your prospect’s time by beating about the bush. Let them know why you are calling and be clear about it.
Set the Appointment: Don’t banter back and forth. Make sure you schedule an appointment or a follow-up call on a specific day and time.
3. The Discovery Call
Do Your Homework: Study your lead tracking system and examine the related data. Gather some intel by browsing your lead’s company website and social media channels.
Focus On Their Needs: Get your prospect to talk about what issues they currently face. Listen intently to what they lack and position yourself as a valued resource for occupying that vacuum.
Share Benefit Statements: You don’t have much time to elaborate on your product, so make 2 or 3 benefit statements that are relevant to their pain points. You’ll need to be quick to think on your feet, so make sure you understand your product extremely well.
Provide the Solution: You can relate with your prospect by learning about their needs and buying ability. However make sure to illustrate how your product or service will address their concerns.
4. The Voicemail
Use a Script: Even professionals stick to a script – they just have it committed to memory. Don’t try to wing it. Have a script in front of you so you deliver the same message each time.
Reason for the Call: Get straight to the point after introducing yourself. You don’t have much time so ask for the sale, meeting or result you are looking for.
Repeat Important Elements: This may come as a surprise, but successful salespeople always leave their contact number at both the beginning and end of a call.
Ask for a Call Back: Don’t underestimate the importance of this basic element. You can’t get a meeting if your prospect doesn’t call you back.
5. The Follow-Up Email
Engaging Subject Line: Personalize your email’s subject line so it doesn’t look automated or came from a mailing list.
Build Rapport: Use conversation starters based on what you learnt about your prospect.
Relevant Attachments: You can attach a catalog or brochure for improved engagement. Make sure you include a brief description of the attachment so the reader knows what to expect.
Close to Next Steps: End your email by stating what steps your prospect need to take next. Assert, but don’t come across as sounding too forceful.