Sales is an interesting profession. You never know what sales approach will work on a given prospect, and you often have to experiment with different sales approaches until one finally sticks. This blog post discusses how sales professionals can keep prospects interested.
Sales can be a tough and daunting task for many salespeople. The sales process is often one that people dread, even if they are the ones doing the sales. One way to ease this burden is through choosing the right approach.
Sales can be a difficult thing. You have to keep your prospects interested and you have to make sales, but how do you find the balance?
What Is A Sales Approach?
A sales approach can be described as the manner in which you approach a prospective customer, or the way that you conduct yourself while making contact with customers.
For example, some salespeople are very formal when they meet new clients for the first time; others are somewhat more casual; still others may try to establish rapport by revealing personal information within the first five minutes of meeting someone new.
It can also include topics such as dress code and overall appearance, whether there is direct eye contact made during initial engagements, etc. Some companies even have written rules about what kinds of clothing their employees should wear while on duty..
Basically it's how you go about making your sale. It also includes things like if you have good eye contact and what your dress code is that makes a part of it too.
Best Sales Approach You Can Immediately Apply
As a sales representative, there are several techniques you can use to approach your prospects. Not every technique is suited to every prospect or situation, so knowing which will work for whom and where is paramount.
The following types of approaches are the most used out there: always do your research before using them to ensure they will be effective for that particular prospect you're trying to sell something to.
1). Cold Emailing- This is a approach that should never be attempted by a newbie sales rep who hasn't mastered the rest of his trade yet - especially if he hasn't done any research whatsoever.
Don't just send out emails hoping for a sale - that's just wasting your time and theirs. The best sales reps don't take no for an answer until they've sent out several emails trying to get in touch with the right people without much luck.
2). Cold Call Approach - This is where a salesperson tries to sell his or her products without any prior contact with the customer. If this tactic is done over the phone, it is referred to as telemarketing.
Many companies use this technique because it cheapens their costs. However, high rates of rejection make its success rate quite low.
3). Direct Approach - Also known as direct mail, this technique involves using letters to reach out to potential customers, followed by follow-up calls if necessary.
This approach allows a company to build a detailed profile of its customers, increasing the chances of closing a sale. It is ideal for companies that have a loyal client base and can afford investing in customer loyalty programs.
4). Relationship-based Approach - Many B2B relationships are built around trust and long-term contracts. Therefore, building rapport with customers is very important in this type of approach.
A relationship-based approach ensures that your business stays visible to potential clients, which increases the chances of generating new leads over time.
5). Consultative Approach - If complex products or ideas are being sold , it is best to take an advice-centered approach, where you work with customers to find solutions to their problems instead of trying to sell to them immediately.
During this process, you will be educating customers about your services and products and building their trust in you, making it easier for them to make a purchase later on.
6). Solution-based Approach - This approach is similar to the consultative one but is used by value added resellers or those offering customization. Customers are more likely to buy from companies that offer solutions as opposed to just selling a product or service.
7). Lead-based Approach - In some cases, strict sales quotas can force salespeople into following up with every lead they come across regardless of whether it has potential or not.
A lead-based approach involves picking and choosing which leads have real potential so that time does not go wasted
8). Partnership Approach - Some salespeople have found that working in tandem with their customers is more profitable than treating them as a one-time sale.
If you can show customers how your services and products enable them to meet their own goals, it may be possible to start a partnership.
9). Consultation Approach - This selling technique is used by consultants who typically do not have any direct competition. Instead of trying to convince customers that they need your services or products, it is best to take an advice-centered approach where the goal is to offer solutions instead of becoming a product seller.
In this case, your focus should be on establishing yourself as an authority so that you can secure long-term contracts from clients.
10). Auction Approach - This is where a salesperson sets up an auction for potential clients to participate in. While the method is attractive to customers, its success rate is low because small businesses typically do not have time to monitor auctions on a daily basis and attend them when necessary.
If none of these approaches work - stop! They might not be coming naturally to you yet because your natural talent lies somewhere else so keep practicing until they do come naturally to you.
Once they do, move on to something else like team building exercises, making sure all your calls are trackable, and reminding yourself that people hate being sold to.
How To Keep Your Prospects Interested
Sales is a hugely competitive field, and salespeople need to constantly be innovating new sales approaches in order to keep their prospects interested.
And It’s Not Easy To Keep Them Interested, But You Can Try These Tips:
1). ask the prospect about their current sales process- See how it could be improved, and show them that you're open to new ideas; if they like what you have to say, they'll likely want to try out your product or service for themselves
2). offer a free trial of your product/service with no obligation for the prospect whatsoever- (of course, make sure there are some terms & conditions). They don't lose anything by trying something new so this approach makes them more willing to listen
3). include case studies in your sales pitch - provide examples of other customers who've had success using your services.
This works well because potential clients can learn from people just like them instead of just sales people talking to salespeople, which makes them more likely to trust you
4). if possible, include a 'social proof' - this could be testimonials or even your reputation within the industry.
This approach works particularly well for B2B sales because it's less about individual customers and more about how other companies see you (which can also provide leads), but would work in any case; show that others are already using your products/services so there is no risk involved with signing up
5). follow up on every lead as quickly as possible - don't give them time to change their mind! Get back in touch ASAP after receiving an inquiry from one of your prospects. The longer they go without hearing from you, the more sales they'll lose to another company
6). play on the prospect's emotions - salespeople who are able to connect with their prospects emotionally tend to do better than those who don't, so take advantage of this.
Use your sales pitch as a way to let them know you understand what they're going through or explain how using your product/service will benefit them in ways that go beyond just monetary gain
7). try video presentations instead of written ones for certain sales pitches- Video offers people the chance to get more information about you and your products without feeling like they have too much pressure; it can also help improve trust between both parties because the potential client feels like he has time "to look into" instead of being pushed towards making a decision
10). use a sales presentation to help your prospects visualize how they will benefit from using the product/service - this approach works well for BtoB sales in particular.
If you can show them visuals of what it's like to work with you, and especially if those images are things that make their lives easier or more convenient somehow, then they're likely going to be much more receptive towards signing up themselves
11). When making cold calls, try making an appointment before completing any sales pitches . Telling people that there's no pressure gives them time to consider everything without feeling pressured into signing on the dotted line right away;
Even though some people may still reject you immediately, others who might have been hesitant at first might end up being convinced by your sales pitch
12). Never underestimate the power of social media- The majority of people are now using some sort of online platform.
which means that there's a much higher chance they're already on Facebook or Twitter; this is particularly useful for salespeople who make cold calls because it can be used to find out more information about their prospects before getting in touch
How To Choose The best Approach For Yourself
If you are in sales, you need to know that your most important asset is the ability to close. Closing is really fun, but not everyone can do it. So let's find out how to choose the best approach for your sales, so you can increase your closing rate exponentially!
As a salesman, there are two options. You can either be an expert on something or have an expert with you. If you have no idea about the product and have no choice but to sell it yourself, then I would recommend that you focus on being an expert rather than bringing along someone who knows more than you do.
It will help you increase your closing rate significantly if there is little competition between buyers. Your primary responsibility as a seller is to first understand the product inside out.
Once you do that, your knowledge of how it works will become so apparent to buyers that they won't bother to even ask if there are other salespeople around who know more about this than you do.
As long as you can convince your customer that what you're providing is the best option available in the market, then there's no turning back for them! When you talk about features and benefits, make sure they hit home with your listener(s).
For example, if along with a car stereo system I also sell installation services at an additional cost of 10$, I should emphasize on all those clients who don't have enough time or expertise to install these stereos. If I focus only on the 10$ price difference, the customer might think that's a pretty reasonable deal!
When selling a product or a service, you need to always remember that your buyer is not going to buy anything from you just because you say so.
Your job as a salesman is to understand what your clients want, and give them exactly that! Your products should be priced according to the value they provide. If there are other similar products available in the market at half of your price tag, then I would recommend charging more for yours or giving better services.
In this case, ask yourself how unique is your product compared to those available in the market? What makes it better? The answer will tell you the type of selling approach that's most appropriate for you.
The best approach for one salesman may not work the same way for another. It should be tailored according to what you know and how much experience you have.
While there is no sure-shot formula for increased sales, it's important to find out what works best for you and your team. I hope these points will help you in deciding which approach to take while selling a product!
People want to sell their products or services with the best results. A salesperson must also make a good impression on customers and can do it if he has a good sales approach.
It is not easy for a person to become a successful salesman. He needs self-confidence, knowledge about competition and an excellent presentation of its product or service in order to be able to convince customers that it is the best choice.
He should also know how and when to approach customers and what type of product will appeal most likely when they compare it with other similar ones offered by competitors.