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Selling is as old as humanity, whether it's in the form of hawking jewelry, procuring food or sharing information. Regardless, sellers lack the basic sales skills and sales training they need to be successful.
The most effective sales techniques we teach at effective sales techniques utah are about listening skills. If you never listen, how can you get the customer on your side? If you just talk about why you and your product are perfect and don't understand whether the customer even needs them, of course you will fail.
Just as you like to discuss your own issues and what you bring to the table, your potential customers like to talk about their own issues. Use the following list of techniques to boost sales strategies or to pass on to with your coworkers and the sellers you oversee.
Let's think about the pre-listening groundwork. You need to know your customers and find out what they think about goods and services like yours. Do they know they could use a solution? Do they have an expensive quandary you can solve in a new way? How will your answer to their problem up the bottom line?
Now it's time to begin listening to your clients. Keep these expert sales tips in mind:
- Know what they want In addition to listening to the prospect says he or she needs, find out what the real underlying motivations are. Often, this means lower costs but it can also be something like improving efficiency, reducing stress and more.
- Seriously consider what the prospect is saying and rephrase it. Known as reflective listening, this technique lets the customer know you are truly hearing them, that you care about it and are thinking about it, and that you are clear on the facts. Furthermore, this technique clarifies what they expect from you.
- Learn what your clients really need. If they are happy with their solutions to the problem you think you know the answer to, learn more. If not, find out what's missing. If they are only interested in some parts of your products, understand that as well. In the end, closing the deal is about persuading one person at a time. If your clients don't feel listened to, will almost never continue working with you.
- Emotions close deals. Facts and figures have their place, but selling is truly about whether your customer has trust in you and what you're selling. Listen for feelings about being overwhelmed and tired, as these are problems you could perhaps solve. Also, listen for positive emotions such as excitement, because this can help you understand your client's true needs.
- Don't tell people what to do. No one likes to be bossed around, but a lot of would-be sellers essentially do this when they just go over their presentations without listening properly. Instead, talk about the benefits of your product or service and listen while the customer speaks aloud, coming to understand why, in the process, your service is the ideal choice. You can coach the client along, but don't go further or you could lose it all.
- You aren't a mind reader. Remember that every individual is unique, and that you can usually not guess what they really need. Get your ego out of the way so you don't assume you know more than they do about what they desire. Rather, ask clarifying questions several times during the conversation.
- Stop talking! Don't be uncomfortable with a few moments of silence, and try not to repeat your presentation or any part of it unless you're 100 percent confident the client doesn't yet understand. It's an insult to their intelligence! Moreover,you wouldn't want to put a client to sleep -- instead, you want them to feel special and important to you.
These sales techniques might not be comfortable when you start implementing them, but if you try them you will see that they are very effective. Remember that most salespeople just rush through with their standard pitches, not thinking about their customers at all. These salespeople fail. Find success by quieting your mouth and showing that you really care.