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People have been trying to sell their goods, services and advice for centuries, but most salespeople end up with fewer sales than they want. A main issue is a reliance on ineffective sales techniques or a lack of sales training.
The most effective sales techniques we teach at effective sales techniques utah are about listening. If you never listen, how can you get the customer on your side? If you just brag about the benefits of what you're selling without knowing whether the customer even needs them, you can expect to fail.
Here are a few ideas on effective sales training that you can implement in your own selling and pass on to make your whole company better. Let's go over them one by one.
The best place to start, though, is to know your sales targets. Do they know they should have your product or service or are they experiencing a problem you can solve? What other products are for them and are they acceptable to the person? Have these answers before you begin.
Now it's time to begin hearing your prospects. Think about this:
- Know their motivations. Besides learning what the prospect says he or she needs, find out what the true motivations are. Often, this means lower costs but it can also be something like improving efficiency, reducing stress and more.
- Repeat or rephrase what the prospect is saying. Called reflective listening, this skill lets the prospect know you are truly hearing what they say, that you are concerned about it and are considering it, and that you are clear on the facts. Furthermore, this skill clarifies their expectations.
- Find out what your prospects want. If they are pleased with their own solutions to the problem you think you see, learn more. If not, find out what's missing. If they are only interested in some parts of your products, you need to know this too. At the end of the day, closing the deal is a one-on-one proposition. If your prospects don't feel listened to, will probably not continue talking with you.
- Sales are about emotions, in the end. Product details have their place, but closing deals is truly about whether your prospect has trust in you and what you're selling. This is the reality even if they don't know it. Try to ferret out signs of being overwhelmed and tired, as these are negatives you could perhaps solve. You will also want to listen for positive emotions such as excitement, because this can help you understand your client's motivations.
- Don't be demanding. No one likes to be ordered around, but salespeople often end up doing this when they repeat and repeat their presentations without listening. A better way is to talk about the benefits of your product or service and listen while the prospect talks aloud, coming to understand why, in the process, your solution is the best one. You can coach the conversation along, but don't go further or you could lose it all.
- You aren't a mind reader. Remember that every prospect is different, and that you can almost never guess what they really need. Don't let your ego get the best of you and believe that you know more than they do. Rather, ask for clarification every step along the way.
- Stop talking! Don't be uncomfortable with a few moments of silence, and try not to repeat your presentation or any part of it unless you're 100 percent confident the client doesn't yet understand. It's an insult to their intelligence! Moreover,you wouldn't want to put a client to sleep -- instead, you want them to feel special and important to you.
These sales strategies might not be intuitive at first, but if you just give them a chance you will see that they work. Remember that most salespeople just rush through with their standard speeches, not thinking about their customers at all. These salespeople fail. Find success by closing your mouth and proving that you really care.