Some people think that good salespeople are born with that ability. It’s not true of course, if you have the right personality traits, you can be trained and after that, it’s a case of practice makes perfect. We should know, we’ve spent more than twenty years training our own Sales Development Representatives and nobody stays in business that long if they don’t know what they’re talking about. In fact, that’s why sales are so important. They are the lifeblood of the company and are what keeps it moving forward. So, if you’re just starting in a sales role or you’re looking to open your own company, you’ll need to be able to close deals. Take a look a look at the list below for some top tips on what you definitely should and definitely shouldn’t do in sales.
1. Do know your channels
If you have researched your prospects properly, you should have a clear idea of how, when and where they prefer to be contacted.
2. Do be the answer
Your client is looking to solve a problem, so if you can identify that and position yourself as the person who can provide the solution, you’re more likely to build trust and make a sale.
3. Do build rapport
People buy from people, so, if you can find some common ground with your customer and be creative and flexible in your approach you will vastly increase your chances of success.
4. Do keep things simple
If you need a form filled out or you have a list of questions that need to be answered, making it easy for the responder is more likely to get you the answers you want.
5. Do be accountable
If your customer needs support, it’s up to you to take responsibility for it. Not only does it cement the sale you just made but is also good for repeat business.
6. Don’t look for excuses
If you’re doing something that’s not working because there’s something obstructing the process, don’t blame the obstruction. Find a way around it.
7. Don’t talk too much
If you’re talking more than your customer, the mistake you’re making is you’re not listening. How can you solve your customer’s problem if you haven’t heard what it is?
8. Don’t get negative
If you have a bad run, it can affect your confidence. So, to keep a positive mindset, go through your pitch with your manager to see if you can pinpoint areas for improvement.
9. Don’t become irrelevant
You need to be better informed than your customer, so put relevant industry press into your reading list to ensure you stay up-to-date and in the know.
10. Don’t be too pushy
You can’t sell to someone who doesn’t want to be sold to right now. If you pursue someone like that, you’ll harm your reputation by turning yourself into a form of human spam.
So, now you’ve seen some of our tips, you can put them into practice for yourself or if you prefer you can get in touch to see how we could supercharge your sales. We’re always happy to jump on a call. Alternatively, if you’re new to sales and would like to find out more or even apply for a job with Aexus, you can see all our vacancies here.