We get it, sales are not the easiest job in the world. Joining a sales force can be complex and difficult, but the good news is that any sales representative, sales consultant and sales manager can have great sales success with regular sales training and practice. Each sales job has its own challenges, that’s for sure. At Sales Summit we have put some actionable and useful sales tips together to help you achieve success.
The sales force should identify the problems that their prospects currently experience and then focus on the solutions you can offer. Only present solutions that are relevant to the prospect.
Great sales representatives make time for prospecting every day. The best time for prospecting is before 11am and after 4pm (to catch the decision maker who normally works longer hours).
The sales manager should make sure that his/her sales force is using all available channels to prospect, including emailing, phoning, social media posts, eventing and referrals.
Do a good sales job and send a quick follow-up email to the prospect as soon as you get off the phone with him/her. This will ensure that you are in his/her inbox and make it easy to search for you.
Don’t be a sales bot! Yes, its fine to use your sales script, but be prepared to deviate and have a human centric conversation with your prospect.
People buy from people they like and trust. Stay human, authentic, and transparent.
A sales representative must be mindful not to boast it’s sales with the prospect’s competition. Your prospect want to outshine their competition, not follow them.
A sales consultant should never bad-mouth it’s own competitor to a prospect.
Hate cold calling? Motivate yourself to do cold calling by reminding yourself of your own career and financial goals and why you are doing this.
Compliment your prospect on any of his/her recent successes. Flattery works, when done correctly, keep it genuine and authentic.
Lighten up! Successful sales representative make their prospects smile or even laugh – its hard to say no when you are in a good mood.
Presentation Sales Tips
Get into a good mood before you start cold calling. Get some good energy flowing so that you will sound upbeat and engaged.
An intelligent sales force knows that buyers are only interested in the product features that translate into real business value.
Keep your presentations short – shorter presentations have more impact.
Don’t just “drop by” your customer! A professional sales representative always have a new main objective for every prospect visit, meeting or call. Objectives can include follow-up information, product sampling, special offer, introduction to new items in your portfolio, industry news that may be important for your prospect.
Always offer your customer three options to choose from – this makes it easier for the buyer to make a safe choice and he/she will probably go for the middle “safe choice” option.
An experienced sales force rather offer additional value than discounts. Large discounts make you look desperate.
In the slumps? Set smaller more achievable goals to create momentum and re-boot some sales confidence.
Believe in what you sell and demonstrate your enthusiasm for your product or service.
Keep on learning at sales training events, like our Sales Summit which allow you to learn from various sales trainers and sales coaches in one day.
Know your product and ALL its components.
Hire a sales coach that can help you with in-field sales training. They can accompany and shadow you for a few days and help you with your problem areas.
Top sales managers and sales representatives are resilient, empathetic, and ambitious – focus on those character traits.
Help people rather than sell to people.
Ask advice from piers and fellow sales managers and sales representatives in your sales force.
Make genuine connections – People who know and like you, will begin to trust you.
Don’t sell on price alone. Sell the VALUE of your solution and how it helps / fits your customer.
Be persistent. Don’t give after the first contact. Contact the prospect again with new information or offers. You may get a yes after your third or fourth contact.
Research you prospect and make sure you speak his/her language.
Listen to your prospect. Listen twice as much as you speak. Know when to talk and when to listen. You will hear your clients needs and not jump to your own conclusions.
Ask for testimonials from happy customers and use it to convince new customers. Use it in your communications and on your website.
Get a mentor or attend Sales training events like our Sales Summit – Sales is a complex field and there is always something more to learn.
Become an advocate of your own product – love it, connect with it, use it, rave about it – so that your interaction with the product convince others.
Know your competitors and what they offer. Develop your product’s unique selling point and fine tune what makes you different in your prospect’s eye.
Put your customer hat on. Rate your messaging and communication from from your customer’s perspective. Practice with your collegues.
Focus on quality over quantity – focus your attention on the right prospects.
Create some urgency and apply just enough pressure – learn how to apply the power of FUD (fear, uncertainty, and doubt) Read this piece on how to conquer the FUD factor.
Respect your prospect’s time – be on time and be to the point.
Learn from your failures, analyze your results and improve.
Hire a sales coach
Surround yourself with the smartest people you can
Learn from those who’ve gone before you
Practice, practice, practice…. Listen to your sales call recordings
Make sure you and your sales team attend our next SALES SUMMIT and boost your sales.