The best Marketing in the world does absolutely no good if you suck at sales. Marketing brings the leads, but it’s sales’ job to turn those leads into customers. Your sales team or sales process can make or break a company.
Here are 3 tips to help you be better at sales:
Sales Tip #1: Don’t ever lie.
.Consumers hate to be sold and fear sales people for a reason: there are plenty of sales reps out there willing to do whatever it takes to make sale. Perhaps it all started with the snake oil salesmen and then the stereotypical used car salesman that now give us all a bad name. The fact is, we, who are honest, well intended professionals have to work extra hard to win the trust of potential clients. Therefore, no matter what, we must be 100% truthful at all times – yes, even if it means losing the sale. Because if we lie or even just stretch the truth a tiny bit and then don’t deliver, or get found out we’ve killed our reputation. Never Ever Lie!
Sales Tip #2: Don’t assume you know what someone wants – ask.
I don’t know how many times I’ve made this mistake. A prospect or customer says one thing and I think they said another. Or they say something like, “I want help marketing my business” and I immediately go into a long pitch about my strategic marketing services, when what they really meant is they wanted a new website. Never assume anything! Ask tons of questions to flesh out what the prospect really wants. I’ve had to retrain myself to almost “act dumb” in an effort to ask a million questions to understand the person completely. It really works!
Sales Tip #3: Listen more than you talk.
We’re so busy trying to carry out our own agenda that we stop listeing and start assuming we know what our potential client wants, feels or thinks. It takes practice to shut down your brain and actively listen, but it’s well worth the effort. I still struggle with this, but I find, the more I listen and ask the right questions, the more valuable information I get about my prospects and customers and the more I’m able to help them.
An effective sales process is crucial to building a sustainable, profitable business and should be a part of your marketing plan. Fortune Marketing helps small business owners develop both. If you need help, contact us for a complimentary consultation and let’s build your business together.