The best sales people are not the ones who have all the bells and whistles, but the ones who shine while doing the basics. You need a good foundation in selling techniques before you can become a master seller. But even if you are already shining, with sales, there’s always room for improvement. Every good sales person is constantly learning and brushing up on their selling techniques and skills. Lucky for you, we’ve compiled six essential selling techniques and we’ll tell you why they work.
1. Know Your Audience
Before you can craft a sales pitch, you first need to know who you are pitching to. It’s important not to fall for the adage that says you can sell anything to anybody. While that may seem enticing, tailoring your pitch to a specific customer is more effective than having one generic pitch that you use for everyone. Spend some time creating a buyer persona and really get to know your audience from the outset. This will make creating your custom sales pitches and content that much easier each step of the way.
Yes, there’s more for you to know before you can get out there and try out your selling techniques! The length of a sales cycle varies from business to business, so get to know your business’s sales cycle so that you can optimize your communication with sales leads. You can determine this length by recording how long it takes you to go from first contact to the closing of a deal. Find out what’s common and use that as a guideline for your future customers. Knowing the timeline will help you determine when to follow up and when to give your sales leads room to explore your marketing content.
3. Seek Out Referrals
You’ve done all the hard work to close the deal and you have a satisfied customer on your hands. Are you going to leave it at that? No, you need to ask for a referral from them while they are basking in the glow of an enjoyable sales experience. This extra step really works in creating new customers and keeping your current customers loyal.
4. Nurture Your Leads
Companies that spend time nurturing their leads generate 50% more leads than those who don’t. We know that this selling technique works, but why does it work? Customers want to feel valued, and offering personal engagement through targeted content such as videos, webinars, and white papers strengthens your relationships with your leads. Lead generation is one of the most important pieces of the sales puzzle, so make sure you really know who are you targeting and offer them consistent and creative solutions for their problems.
5. Ditch Cold Calling for Inbound Marketing
Cold calling is the worst, and we say you can stop doing it. Inbound marketing, encompassing techniques like email marketing and social selling, is much more effective. When you use inbound marketing, you create content that your customers want to consume and you in turn attract customers to you. That’s a much better selling technique than trying to convince someone to become a customer in one phone call. People are already going online to find solutions to problems, so inbound marketing makes sure your company is there to be found.
6. Leave Each Meeting with an Action Item
Once you’ve made it to a sales meeting you don’t want to lose all of the hard work you’ve put into getting there. Before you leave the meeting, make sure you create your next steps. Get your sales lead to add your next sales call in their calendar or ask them to try out a product. Your conversion rates will thank you later.
About the Author:
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.
Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.