5 Amazing steps to make your sales more effective
Undoubtedly, the sale is one of the most hated activities by independent professionals. Except that your profession is specifically selling, you see it as a hard accessory gnaw to incorporate clients to your practice. Some people have a gift, a special charm that makes selling ice to an Eskimo, this is completely grateful and want to come back for more but others do not simply have talent and gifts for other things but sales are not his favorite weapon. What to do then? Are you going to give up thinking that you’re not just good at this and you? Or do you want to learn how to make your sales more effective although not an expert on the subject?
There are several techniques sales are used first to order and help the seller (in this case you) to exhibit with clearly what your client considers valuable and help you maintain a conversation effective sales . But then there is that percentage of chance that always exists and even if you apply all too literally start worrying about if you could have done better, or different if you should call or wait for his call.
And dozens of scenarios appear in your mind in which most of the time, you’re not the hero of the situation. Does this sound familiar? So especially in these cases, you can apply something I’ve read that many experts in sales recommend and the following. Focus on what you can control So here you have something that you can control: 5 steps you will make your sales more effective.
Step 1. Listen, learn and know the needs of your customers
There are still many independent professionals who make the big mistake of thinking they know exactly what your customer needs, and then why listen? Even if you have prepared a supposed solution sales , is a fantastic idea to listen to what your client has to say. Not only will help you hit the mark in this particular conversation, but I know it will help you go further delineating features and needs that your client and you could meet in the future.
Step 2. Validates if your solution is what you really need
The first validation is yours. Are you sure I can help you with this problem? Am I going to really make a difference in this person? Are my ideal customer and I would like to work the next x months with him / her? Sometimes a professional can make the mistake of feeling rejected because his client did not consider that the solution offered was sufficiently valuable and powerful, when in reality if I had done a good analysis would have realized that it was well before offering the customer. Do not be afraid to tell a potential client who can not help you or think you’re not the best person to help you . Nobody likes wasting time, will thank you .
Step 3. Offer him a clear and concise solution
I do not mean that the per solution is short, but your exposure. It is very common when you get to this instance to tell your potential customer about your solution you find with great enthusiasm and a little nervous too. So you want to talk (and actually do) for 10, 15, 20 minutes. Normally your client fell asleep three minutes but has not been kind to prove it . Are you familiar? Sure you’ve ever been on the other side, right? And once you told what this is about what you consider being the ideal solution, allow me to ask you. Encourage your questions and inquiries. Do not fatigue with more and more information without letting him think, weigh your options.
Step 4. Follow-up
Most people are very busy and may not remember that has been with you in giving you an answer. Other people just beginning their decision – making process and stay there, day after day thinking without taking any decision. Make him a call or send an email to find out what thought or how has proven its decision – making process. Nor can you become an insistent person and annoying, but not disappear from the map. Part of help you implement your solution is to help you with your decision – making process.
Step 5. Result dependency
Some people will say yes, others will tell you no. Reasons? Most will not have to do with you. It is not the time, not considered a priority, is not so convinced, he is not willing to make the effort involved, etc. And yes, it would be great for you if your potential customer gives you an honest and clear answer, but most often it is not. Admittedly, most people say no costs and more explain why. So if you’ve been hooked on this part of the process, it is natural to suffer. Because you’re focusing on something you can not control.
What I always suggest to my clients is that after speaking with a prospect, make an assessment to analyze why things have done well and should continue to do, and what things have gone wrong and must change . Then you have nothing more to do (except monitoring explained above) so relax because the cards are already drawn. There is no point if you worry because you can not change anything and does not depend on you. Better focus on what you can change (improvement!), Practice your speech over and works to get more leads and begin the cycle again.
What do you have like these 5 steps to make your sales more effective ? What is the hardest thing you sell and where you feel you would need to improve? How about if I help you improve your conversations sales , work on your system attracting potential customers and you can lead to a more productive professional practice? I’d love to help, but you have to make the decision to do so now.