As well as being one of the most important aspects of business, sales is also one of the most challenging. Small differences in the ability and skill of salespeople can lead to dramatic differences in their results. Attaining the top level of sales – and staying there – requires constant innovation, awareness and improvement.
In his book, The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible, author Brian Tracy identifies seven key areas that salespeople need to develop if they’re going to excel in their field. Covering the entire sales process from start to finish, these seven factors are integral to boosting performance and attaining goals.
Prospecting is one of the most challenging parts of sales. In order to achieve results, salespeople need to be able to communicate the main objective of their call, lay the foundations of a business relationship and listen to the needs of their potential client, all at the same time. This is a real skill and it can take time to learn. By actively working on your technique, and looking for ways you can improve your results, you can ensure that your prospecting calls have an excellent chance of success.
2. Building rapport
As Dan Tyre writes on Hubspot.com, “Rapport is the first step to earning confidence and trust, and it lets the prospect know you’re not running the typical conversation between a pushy salesperson and browbeaten prospect.”
3. Identifying needs
Identifying the needs of a potential client is essential if salespeople are going to match customers with the correct products and services. One of the best ways to assess a prospect’s needs quickly and accurately is to get a real, two-way conversation going and then listen carefully to the answers a potential client gives.
Once a salesperson has identified the needs of their potential customer, they’ll be in a better position to present relevant solutions. Personalising the presentation of products and services to show how they can meet customer needs will help salespeople to bring the call to a successful conclusion.
5. Answering objections
However well a product or service is presented, most potential clients will still have a few objections. Handling these objections adeptly is important if salespeople are going to move onto the next stage of the process.
6. Closing the sale
There are lots of ways to close a sales call. Selecting the right one for each individual occasion will help to bring the call to a satisfactory close for both parties.
7. Getting resales and referrals
Making an initial sale is just the first part of the sales process. In order for salespeople to maximise on the value of each call, they need to ensure the customer comes back again and again. On top of return visits, salespeople should encourage existing customers to refer other individuals and companies. This can help to dramatically improve sales results and help businesses to achieve their goals.
Learn more about making the most of your sales team, and about improving your sales techniques, by exploring our site or getting in touch with a member of our team.