5 Essential Sales Strategies Anyone Can Use
Knowing how to sell is a skill that always comes in handy no matter what industry you are in or what you do for a living. What you don't necessarily realize is that you are basically selling yourself or selling something on the daily. Whether it's going to a job interview, trying to convince your coworkers about a new idea, or encouraging your friends to try out a new restaurant you just visited. Even when you were little, how many times did you try to sell to your parents the idea of buying you a toy?
Having good sales techniques is not only necessary for a salesperson, it's actually a good skill to have in general. Think about it this way, if you walk into a job interview and you know how to sell yourself chances are you're going to impress the interviewer. Same goes for when you're trying to get a promotion, you have to sell yourself and prove you deserve it.
Although for some people selling comes naturally, others cringe at the thought of it. If you are one of those people who absolutely hate the idea of being a salesperson or simply want to learn how to be a good salesman at life, check out these simple strategies:
1. Change your Outlook on Sales
Before we dive in, get rid of any negative perceptions you have about what sales is and isn't. Sales is not all about pushing people and pressuring them to buy something they don't need or can't afford. Think about sales more like a form of motivation. You are essentially motivating the buyer to take action.
Learning how to motivate others into taking action benefits both you and the buyer. In order to successfully motivate others you have to actively listen to their wants and needs and know the right way to persuade them. Listening is a fundamental step that will help you determine the right way to approach the buyer or the person you are trying to motivate.
2. Get to Know the Customer
Although this may sound like an obvious step, a lot of people actually take this for granted and it can be easy to mess it up. As mentioned before, listening to the customer is essential. It's what's going to help you know your customer. Listening can be seen as an easy task but next time you are talking to someone on the phone, focus on actually listening to them rather than waiting for them to finish talking so you can chime in.
Learning to be a good active listener takes practice, but it can help you figure out the type of customer you are selling to. A good salesperson takes genuine interest in the problems, issues, and concerns of the customer. If you fail to know the customer, the rest of your sales pitch will be out the window.
3. Emphasize the Benefits
Since you are trying to motivate the buyer, what better way to do so than by talking about the benefits? You already know what's in it for you but do they know what's in it for them? In order to motivate them to hire you or buy what you're selling, you have to educate them on the benefits they will receive.
When people buy from a salesperson, it's usually because they have a need or a problem that requires a solution. It is your job to understand that specific need or problem and modify your message to meet their needs. In order to effectively do this, take some time to do plenty of research and prepare accordingly. The better you know the other person's problem or goal, the better you can help them.
4. Don't Crack Under Pressure
Whatever you do, always try to keep your cool. This is sometimes easier said than done, but there are a few things you can do to help you calm your nerves and deliver effectively.
Before getting on a call or going in for a pitch, remember that practice makes perfect. This doesn't necessarily mean that you need to memorize an entire sales pitch, you don't want to sound like a robot. Take a few minutes to plan your pitch and recite it to yourself. A good way to practice is by recording yourself. Watch your gestures, posture, and expressions.
If you still get nervous during your sales pitch, don't get into your head and panic. Slow down for a second and do your best to be conscious of your tone and speed. Breathe and carry on.
5. Know When to Close the Deal
After you've changed your outlook on sales, gotten to know your customer, talked to them about the benefits, and practiced how to keep your cool, closing the deal is the most important and final part. Most salespeople make the mistake of creating a sense of urgency with a now or never approach. This can backfire and come off as pushy and desperate.
It is unlikely for someone to say yes right away but not impossible. Everyone functions differently and sometimes they want to take some time to think it over before giving a final answer. Always ask the person you are motivating if they have any questions or concerns about moving forward. This will allow you to clear anything up and provide reassurance.
Lastly, ask if you can follow up at a specific point in the future, like in a couple days. This will avoid leaving things unanswered and allows you to stay in communication with the customer.