- Consistency and Follow Up
This is crucial to improving your sales. It doesn’t matter if you’re selling digital goods, physical goods or memberships. Not everyone you encounter is going to buy on the first pitch.
Always get their contact number or address or email, depending on the way you sell. If you’re an online marketer, you can send follow up emails at intervals and let them know of deals or just remind them about your product.
The same applies in the real world where you can mail your prospect brochures or promotional material informing them of discounts or special deals. It’s all about not letting them forget you.
Even if you’ve successfully made a sale, try and stay in contact with your customer and check in on them every now and then to see if they’re using what they purchased.
Of course, do exercise common sense here. If someone forked out a few thousand dollars for a car, it would be wise to stay in touch with them because it might generate repeat sales or recommendations through word of mouth. The same wouldn’t apply if they bought a potato peeler for five dollars. You’re a sales person and not a stalker.
- Be Prepared For the Competition
It’s inevitable for there to be competition in any profitable industry. It doesn’t matter if you’re selling cars, clothes, copiers or Coca Cola. There will always be others selling similar products.
The goal here is to know why your product is better. You need to know the unique selling point of your product. Does it last longer? Is it more affordable? Does it taste better or look better?
What makes a Lamborghini better than a Porsche or a Ferrari? We most likely don’t know the answer but you can bet that the sales people at the Lamborghini dealership have 10 reasons why.
You don’t need to knock down or bad-mouth your competition and you shouldn’t… BUT you must be prepared to highlight why your product is more suitable for the client’s needs. It’s all about reframing the offer and painting it in the best possible light so that it seems like the best choice.
- Exude Confidence and Avoid Hyperbole
You must communicate with your prospect from a place of confidence. Do not make it look like you’ll be out of a job if they don’t buy your product. Nothing reeks of sleaziness more than a desperate sales person.
You need to appear like what you’re selling is an excellent product with lots of potential buyers waiting in the wings. By having confidence, the prospect will believe that it’s their loss if they do not make the purchase.
Confident sales people do NOT beg for the sale and they do not pull a long face or ‘show attitude’ if the prospect says no. If they say no, do ask them why and see what their objections are. Address these and highlight the benefits and make them see why your product will solve their problems.
Once you do this, the ball will be in their court and it’s their game. There is no need to resort to hyperbole to get the sale or keep pressing them till they cave in.
It’s very common online to hype products up with bold, unrealistic claims just to get the sale. In almost all cases, the product never lives up to the hype and is a disappointment.
Believe in your product and communicate with confidence. If you can do that, that’s more than half the battle won.
If you adopt these 7 tips and practice them, you’ll be head and shoulders over most of your peers. Becoming good at sales requires practice and an understanding of human nature. Once you figure it out, you’ll excel at sales and meet your targets without appearing sleazy or desperate to others.
“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.” – W. Clement Stone
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