Managing an effective sales process is a goal that every business owner tries to achieve. But presenting your product to a potential customer and closing the deal is not always so simple. There are many rules that you can apply to your sales strategy to increase your chances of sales success.
We’ve laid out a number of tips to help you master selling your product.
Collect customer details
The first step to selling your product is knowing who you are selling it to. Try to gather as much information about your target customers including their characteristics and what their main needs are. This will make it easier for you to distinguish which prospects are a good match for your product.
Once you determine that a prospect is relevant, do a little background research. Find out details about the company’s size, industry, and profitability. It’s always best to call a prospect when you already have some knowledge about their business.
You can keep track of all of these details in your CRM system and have them handy any time you speak with a contact.
Listen, Listen, Listen!
It’s so important to listen to your customer. Instinct might tell you to start with your pitch and try to sell right away. This will come off as you trying to push your product and is a big turn off to potential buyers.
A customer can tell when you are listening to them and trying to understand their needs. Only once you know what they need can you offer an appropriate solution. Being a good listener and offering good advice will build trust between you and your customers and more potential sales.
Do not argue
If for whatever reason, your customer objects or becomes argumentative, make sure to keep your cool and stay calm. Try to understand their issue and resolve it if you can. This way you can avoid a more unpleasant situation and hopefully repair the conversation.
Develop a relationship with the client
A good relationship has the power to make the customer feel close to you, feel that you identify with him and want the best for him. It is important to address the customer by his or her name, to listen, and respond accordingly. Try to create a personal tone to make the conversation between you easy, like a conversation between friends.
Don’t badmouth competitors
It’s important to avoid saying bad things about your competitors because it can create a feeling of discomfort in the customer. Doing so can make him think that you are unreliable, which will prevent him from trusting you and even prevent him buying anything from you. Instead, strengthen your differentiation advantage from your competitors not by smearing the other but by emphasizing your uniqueness.
Email them a summary
After each sales conversation, you want your prospect to take an action that can lead to a sale. If you do not motivate the customer to do something that involves buying the product, it’s likely that the sale will go cold.
At the end of a call, email a summary of your conversation to the customer. In the email, invite the customer to take action like signing a document, transferring relevant documents, or scheduling a phone call. Thanks to CRM email integration, you can send the email easily from the deal record.