For some, sales is a gut-wrenching and nerve-wracking experience. What if they ask a question I don’t know how to answer? What if they are disappointed in what I have to offer? If these questions sound familiar, you’re not alone.
The good news is that sales is a skill, not an inherent talent. You don’t have to be born good at selling to excel in sales. It does take time and effort to hone your sales skill, but it’s ultimately in the best interest of you and your soon-to-be clients.
If you’re wondering how you can level up your sales game, look no further. These tips will help you to book more clients, boost your profit margins, and better serve each and every person who walks through your proverbial door.
Photo by Chris Liverani on Unsplash
Practice active listening.
You might think that the best sellers are those that deliver a well-rehearsed spiel of everything their business has to offer. However, you would be wrong! The best salespeople, in fact, are those who know how to actively listen to their clients’ needs.
Rather than dive right into your features and benefits, let your prospects divulge their desires, fears, hopes, and preferences. If they seem hesitant or uncertain about what they want, ask guiding questions to help them open up. Only then will you be able to customize your sales pitch to address your prospect’s needs and help them envision your goals for the project.
Don’t leave room for questions.
There’s nothing worse than seeing a lead walk out the door and wondering if you could have explained something better. While there’s always the option to send a follow-up email, it could very well be too little, too late.
Instead, cover all of the necessary details in your sales meeting and be clear and concise about every element you offer. Leave time between topics and at the end of the meeting for questions and check in with your prospects to ensure they’re on the same page. Not only will this provide them with everything they need to make an educated purchasing decision, but it will also demonstrate how your working relationship will be if they choose to book with you.
Make them feel special.
Everybody loves to feel like they’re a top priority, so it’s important to make your client feel like they’re the most special people in the world to you. Ask them about families, careers, likes and dislikes, and big goals. Give them compliments and get to know who they are on a personal level.
The more personal rapport you build with a prospect, the more you’ll build the must-have element for closing a sale: the Know, Like, Trust factor. People want to work with people that they like — show them that you fit the bill by intentionally connecting with them on a human level.
If you feel nervous about selling, remember that it’s not really about you or your product at all. Instead, it’s about your prospective client and their needs. Once you identify that, the rest will come naturally as you provide them with a solution customized to their preferences.