When you’re immersed in technology, it can be easy to overlook some of the simple things that have been proven to increase sales time and time again. Many of these relate to human characteristics like showing empathy or sounding confident without being pushy. But which are the most vital?
Our CEO, Nicola Hartland, shares her top ten “Sales 101” tips for B2B selling.
Know your product – it breeds confidence
You really need to believe in what you’re selling to sound convincing and you can’t believe in something that you don’t understand. Make sure that you appreciate the nuances of your product or service, as this allows you to confidently offer specific recommendations.
Don’t make it about you
When you’re absorbed by targets and tasks, sometimes you can lose focus on the most important aspect of sales – the prospect. It’s never about you or how wonderful you think a product is, it’s always about them. Value their time and find creative ways to meet their specific needs.
If you truly understand your product, you should be able to identify how it fits into someone’s lifestyle. Try to discover a prospect’s current frustrations and relate these in real terms to how much these challenges are currently costing their business.
Listen to the Customer
Have you ever been on a date where the other person is just talking at you the whole time? Don’t be that kind of sales professional as there’s nothing be gained from it. Sometimes it’s tempting to fall into the trap of thinking that each prospect is just like the last because, on paper, their scenario seems similar. But the truth is that each of us have our own set of circumstances that can only be unearthed by listening.
Don’t negotiate on price
If you’re entirely focused on the bottom line, you might feel inclined to adjust a price point. But when you lower your prices, you also lower the perceived value. If you stick by your pricing, you’ll earn trust, which is always more beneficial in the long run.
Offer more than one option
The Goldilocks Effect is a well known psychological principle that relates back to the famous story of Goldilocks and three bears. Most of us tend to opt for the metaphorical porridge that’s “just right”. With this in mind, you should always propose at least three options – low cost (but reduced spec), overly high cost and one that you’d actually like them to take.
Take the initiative
You absolutely need to listen and let prospects lead any dialogue, but you also need to be the one that leads the actual process. Make it clear that you’ll be following up on a certain date and stick to it.
Follow up quickly
You’re 60 times more likely to convert a web lead if you reply within an hour – compared to waiting 24 hours [Harvard Business Review]. This says it all, you need to follow up while someone is still in the right frame of mind for a discussion.
Remember to close the sale
Whether you’re on a call or face-to-face, there’s no shame in asking someone whether they’re happy to proceed – as long as you’re not being pushy.
Value those around you
Avoid any temptation to do everything yourself, as you’ll lower your overall success rate. Create an efficient sales process that fully utilises the skills around you and trust your colleagues. By delegating certain tasks, you’ll not only free up your own time, but you’ll also boost the morale of your entire team.
To learn how to generate more leads. Please contact us direct on 0118 402 1440.