 In this day and age, business is all about the sale. No longer solely the domain of cold-calling insurance marketers and door-to-door encyclopaedia salesmen, sales has infiltrated most corners of the professional world. Brush up on your sales skills and improve your game today.
1. Nurture the relationships you build
When you are loyal to your clients, you can expect loyalty in return. Make small gestures that show your gratitude not only for their business, but for the relationship that you have with them. As Zig Ziglar, American author, motivational figure and salesman, once said: “Stop selling, and start helping”.
2. Bring the right attitude
Evaluate the way you come across to people around you – are you constantly complaining, gossiping, or floundering under pressure? Inspire confidence in others by working on your own self-confidence. Put clients at ease by showing them that you are positive, capable, and trustworthy.
3. Don’t burn bridges
When things go wrong with a client – whether it be a matter of differing opinions, a discrepancy between what is needed and what is being offered, or a financial issue – do not underestimate the devastating effects a bad ‘break-up’ could have on your business.
4. Be a show-off!
In order to sell anything, you first have to sell yourself. In a market where competition is the order of the day, you have to flaunt the characteristics that set you apart from the rest – is it your insatiable drive for excellence, your speed and efficiency, or your expert knowledge of your field? Make it known!
5. What is the bottom line?
“In today’s world, the bottom line is a high priority,” says author Barry Faber. Companies want to know how your product or service ties into their bottom line: how do you contribute to their ultimate business goals and long-term success?
6. Be frank
People find it easier to relate to, trust, and engage with people who are honest and straightforward in their dealings. ‘Sales shtick’ is well-known (and well-loathed) and should be avoided at all costs. When you are transparent about what you need and what you have to offer, you will not only save time, but also build more meaningful relationships with your clients.
7. Learn to let go
Accounts that cost you more time and money than you get out are financial and emotional drains. Let go of clients that do not seem to value your input, and spend the time you gain working on building on existing relationships – this will yield much better results in the long-run.
8. Exceed expectations
It is not very difficult for clients to find partnerships that suit their needs, but when you meet and exceed their expectations, you have created a partnership that will hold great benefits for you as well as your client. Small gestures work just as well as big ones – forward some information to your client about something they might want to look into, for example (this is free, and indicates that you have their interests in mind).
9. Use different platforms
There are a multitude of different spaces in which you can sell your product or service. Study the online social media, for example, to find out where your market gathers and how best to reach them.
10. Ask the right questions
By setting up a few questions for prospective clients, you can not only make sure exactly what is required of you, but also gain an insight into what you can do to go above and beyond expectations and create a lasting impression.
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