As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales.
In a case study by Rain Group, a global sales training organization, they discovered that a client who went through sales training closed 15.2% more deals and the profit margin improved by 12.2%.
Read the topic on your news feed and take notes. Research information and trend reports to stay relevant. Study articles about the competition and see if you can share them with clients to drive your sales.
Many companies have free courses on their website, as well as professional membership organizations. If you have a skill that requires you to work with a team, see if there's a course that you can take where you'll interact with people on a regular basis.
I took a few of these in the past and enjoyed every one. Find courses you're passionate about, and stay on top of them to stay current.
Whether you're a professional in sales or not, networking is a great way to make contacts.
You'll be more likable if you have a strong personal story to share.
Case studies show that emotional connections to your story can lead to better sales.
So, if you have a personal mission to live your life to the fullest, you could make your sales pitch by sharing your story and telling your audience how your vision will influence them.
Emphasize The 'Now'
While you should take time to learn your audience's needs, you should still emphasize the importance of now.
When you focus on the present and put a smile on your face, you'll be more likely to make a good sales presentation.
Write In Complimentary Tone
If you use a negative tone in your pitch, it could affect your results.
Now, how do you develop this skill? It comes from your storytelling ability. You must tell the story of your product to others.
It's quite easy to tell stories. It is through story telling that humans have evolved. Our brains are wired to tell stories. And as long as it involves a small amount of drama, humans enjoy it.
Humans have been telling stories since the dawn of civilization. And there's a reason why: it works!
According to Harvard Business Review, 66% of people will forgive an offender who gives them a memorable story as opposed to one that is only verbal.
If you look at the way stories function, the key elements are:
Experience – Storytellers are experts in their field and they can share their knowledge and experience through the story.
Your sales process starts with a unique selling proposition (USP). This is the sentence or point that helps you sell the product to the customer. This applies to all forms of sales—from service to selling to direct selling.
To develop your USP, understand what the customer needs. Once you know, you can deliver that to your client. This is often called a value proposition.
A case study published by Rain Group explains how a client developed an effective value proposition in a medical device sales channel:
Empowering consumers to take control of their health! Patients have a choice between two accessible health devices—the JawBone UP3 by Jawbone, and the Blaze smart watch by Fitbit.
Great salespeople use questions to engage the prospect. Instead of taking a close look at the detail you can get from a spreadsheet, they ask the prospect if the product or service meets their needs. They also clarify their assumptions. They ask, "What's holding you back?" This approach is persuasive and persuasive communication is effective.
Identify The Right Question
An excellent salesperson uses their intuition to anticipate what the prospect will need and therefore what the right question to ask is.
Focus on their passions. For example, if the prospect is excited by the number of new traffic it will bring them, ask what that number means to them. If they are excited about the new technology it gives them access to, ask if it makes them more productive.
Yes, it sounds so simple, but it's one of the most important skills to learn.
If you want to improve your voice, make sure to check out this video by Ash Vidyasagar.
When it comes to voice, it's all about confidence and authenticity.
Finding that perfect balance is key to making a good impression and creating that memorable feeling that leaves your clients with a great deal of trust in you.
Take Away From This Article
As a sales professional, you need to focus on developing your voice.
Not only will it help you create a memorable impression, but it will also increase your sales.
Take a look at this infographic for more tips on building your sales skills.
People want to be heard, and listening is the first and most important skill that can help you build stronger relationships with your customers.
Listening carefully to their needs and then communicating effectively can help you create a positive impact on their business.
The best way to hear what your customers want is to really listen. There are several ways to improve your listening skills:
Read between the lines – "Just listen" might sound simple, but the devil is in the details. Look for other clues and clues you can easily miss, such as a delivery person showing up late or a colleague calling your cell phone unexpectedly. Or, listen with one ear open and one ear closed.
What are the buying processes for most businesses?
For most businesses, sales begins when a prospect or customer speaks with a salesperson or an employee to request a quote for something. This is the start of the sales process.
The salesperson will then explain the benefits of using your product or service and ask the customer if he/she will purchase it.
From there, there are a couple of different options:
You then send a contract, a brochure, or a price list.
It's at this point that you can add a summary, summarize all the key benefits of the product/service, make a pre-submission, and request the customer sign off on the contract.
Businesses want their salespeople to be the best possible communicators, so they pay to train them. A study by the Institute for Effective Communication shows that the average salesperson will lose $4,700 in sales due to errors in their communication. This leads to less than optimal sales results and lower revenue.
Even small mistakes will frustrate customers. As a result, they will cancel their orders, take their business elsewhere, or never buy from you again.
According to Forbes, 92% of people say a good first impression is one of the most important things to judge when it comes to a business. If your salespeople don't put the effort in to have a clean and clear communication style, customers will stay away from your business.
Before you seek out more training, it's important that you understand your own strengths and weaknesses as a salesperson. If you've ever had to take a cold call, you may have noticed how uncomfortable it can be.
So, before you go sign up for a course or attend sales courses, take the time to figure out what kind of salesperson you are.
Here are 15 tried-and-true tips to improve your sales skills.
How do you communicate more effectively? Research indicates that we tend to use cues that communicate more efficiently.
Some cues may be easier to decode than others. For example, body language like head position, walking speed and posture are a good indicator that you are listening to the person you're talking to.
Your voice and overall look are powerful tools that will help you to build relationships with potential clients.
Use the right tone and your style of communication will be more effective than if you try to sound 'professional.'
You may also consider the content of your speech and the way you deliver it. Your body language and tone will also make or break your sales.
Below are some simple tips to develop a memorable voice:
Keep it conversational: It's best to listen more than you speak. Use the right words, ask the right questions, make your voice sound emotional, and be empathetic.
Avoid high pitch: Pitch is not about being high-pitched but a good, clear and confident voice.
As a salesperson, you need to stay focused on your message. You need to ignore all the distractions outside of your head. You can read this book to learn the right way to handle distractions: Switch Off Your Inner Critic.
Basically, you must focus on what you're saying to your client instead of how they're responding.
Body language can mean the difference between making a sale or losing a customer. There are plenty of different types of body language and you need to know which one works best for your situation.
If you want to be a better speaker and an overall salesperson, check out this awesome presentation from sales expert Trevor Tan.
When you hear someone, it's common to have a lot to say.
But you can never talk too much.
You want to get a message across, but it's also important to let them know that you're there to listen.
To achieve the best possible result, a salesperson needs to shut up and listen.
Letting the other person speak first can often make the difference between a poor conversation and a really meaningful one.
One thing you can do to improve your listening is to take notes. This will keep you focused and allow you to accurately understand what the other person is saying.
Give him/her your full attention, and make sure you give it in return.
Value means different things to different people.
When it comes to winning business, you need to know how to ask a good question.
As Stephen Covey once said:
"The first question that you ask is, 'what.' The second question is 'why.' And the third question is 'how'".
By asking better questions, you help your sales prospect focus on what you're selling. You allow them to see the 'why' in your product. And as you move to the 'how', you're laying out the 'how' of the 'how' you will get things done.
In a case study, Raymond Ochoa, Jr., decided to take on a bigger role in his sales career. He wanted to improve his sales results. He wanted to put more focus on the quality of his proposals and more attention on his closing ratios.
To improve, he set a goal of closing 100 deals in the first 12 months.
As the founder of Selina Hello, a voice coaching company, I'm extremely proud of our team.
However, our team lacks sales skills.
Not that our team isn't good at what they do, but because they don't have a knack for selling.
Even if we were to hire the best salespeople for our team, they would have a hard time succeeding because they would not be able to talk to others with the confidence that salespeople use.
That's why it's important to know the appropriate time to say no.
It can take time to figure this out, but I hope this article helps.
You could be great at sales but not have great mentors.
I know this firsthand. I had to learn this the hard way.
You need a lot of experience to be a good salesperson.
First, you need to make sure you're on track. We can’t always be right. Sometimes, our assumptions are wrong and we can improve.
Everyone needs to be able to learn and grow, especially at our jobs.
Every business has employees. Most people have bosses who also have a right to provide feedback.
If you get a question from a boss, ask for advice.
Don’t argue or get upset if you don’t get an immediate answer. Sometimes it takes a little extra time. Just listen and then ask for a second opinion.
As you work in sales, you’ll meet with customers and vendors. They’re there to help you improve.
When we first started selling, the first thing we had to do was help people. If we could help them, it made it easier for us to sell them our products or services.