There are a variety of sales techniques which can be used by sales people in many different markets. The skill of the successful sales person is knowing which sales techniques to use and when to use them. We cover different sales techniques in our various sales training and sales coaching sessions. This page gives you a taster for many of these sales techniques.
Solution selling is one of the sales techniques where you need to understand the prospect’s or client’s business. You have to know their needs and wants. The idea is that you position your product or service as a solution to their problem. So you don’t just sell a computer, you sell what the computer can do for their business in solving challenges they have.
Consultative selling is one of the sales techniques based on becoming more of an adviser than a sales person. For this to work you need knowledge of the prospect’s business, market and competition.
This type of selling tends to lend itself to more senior sales people who have been in the market for some time.
You work with your prospects and clients on projects together. Yes there is a sale in it for you and they know this of course, but you give a lot of time to them in return.
You might be forgiven for thinking that all selling involves closing. And you’d be right. But this sales technique is all about closing. It focuses on closing to make it a distinctive approach.
The idea is that you close on every step of the sale. And you do not move on to the next step until you’ve got a close. So that you’re safe in the knowledge that the prospect has made decisions along the way. This is so that when they come to the big decision at the end, the decision is much smaller than it otherwise might have been.
So you close on every step that is required. Each small close leads to the big close at the end.
If you wish you can use elements of this approach in other overall sales techniques.
Selling on Needs & Wants
Needs are the logical element of a requirement. I need shoes to keep my feet dry and to stop my feet being hurt by the road. Wants are the emotional elements of the requirement. I want shoes that will make me look fabulous, so I’m going to buy Jimmy Choo’s!
For this to work you have to establish their needs and wants. You then have to get agreement that you have the right and most important needs and wants.
Then you can present how your product or service helps them to achieve their needs and wants.
Selling on Features
This is the lazy sales person’s technique, but it is still very common.
This sales technique means you give the features of your product or service to the prospect. You do this in the hope that they like one or more of your features.
A feature is a fact about your product or service. For example; The vacuum cleaner is available in red, or blue. This is lazy as it requires very little effort or skill from the sales person. It’s a bit like being a mobile, walking, talking brochure.
Sales training on these techniques
For sales training on these techniques either call us, make an enquiry below, or click on the course links below:
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A, B, C of Sales Techniques
This A, B, C gives you ideas and techniques for every letter of the alphabet.
A - Always Be Closing
Whatever you are doing you should always be mindful of closing the prospect on part of the sale; you, your customer service, your responsiveness.
B - Body language
We sell with our body language as much as our words. Be conscious of your body language and theirs. Ask yourself does your body language say what you want it to say? What is their body language saying?
C - Close
Ask for the business. And if you don’t get it ask why/for feedback. Closing is one of the things many sales people still for get to do.
D - Don't interrupt
Typically sales people love to talk. They go into sales because they like meeting people and talking. But selling is also about not interrupting. No matter how important your thought is, you will do better to let the prospect talk. They may just be about to tell you something vital.
E - Early
Always be early for sales meetings. That way you will never be late and it will give you time to prepare any last minute details, take a look at their offices etc.
F - Follow your client companies & contacts
Using Linked In you can follow your key contacts and their companies. This will help you to keep up to date ion their latest developments.
G - Google alerts
You can set up Google to alert you when key words are in the news. This can include your key clients and key prospects.
H - Handle Objections
When you are given an objection, don’t just walk away, try to handle it. You may or may not be successful, but you’ve more chance if you try. And you will learn from the experience.
I - Invent
Think of ways you can be creative in your selling. Customers are always looking for new ideas and you can help them. Learn from others around you, other markets, other businesses.
J - Just Go For It
Sometimes in selling you will wonder whether to try or not. Just go for it. If you fear rejection you’re in the wrong job. So go for it and learn from the experience.
K - Keep Going
In sales sometimes it will get very hard. You will feel like giving up. Don’t. Keep going. Keep trying. A sale might be just around the corner.
L - Listen to your prospects & your clients
Obvious but worth emphasising. Listen carefully to your prospects and clients. Listen to what they say. Why do they say it? Consider their meaning? What are they implying? What are they not saying?
L - Linked In
Link In with every contact you make and speak to. It’s a great way to keep in contact. Use it also to get introductions to new people via third parties.
M - Motivate their commitment
Don’t expect the sale to just walk into your hands. You have to work for it. Think about what motivates them and see what you can do to motivate them to you.
N - Needs; the logic behind their motivation to buy
Their needs are the logical part of the sale. I need a coat to keep me warm and dry. I need a car to get the kids to school. You can sell to their needs, but you must also sell to their wants, see W.
O - Only present only when you know their needs & wants
Too many times sales people present too early. Before they understand the prospects needs and wants. If you do this you are just selling features = a lazy way to sell. Hold back. Understand their needs and wants and relate what you’ve got to them. It makes for a much stronger sale.
P - Practice, Practice, Practice
Be inspired by those who practice to do the same. Sports people practice until they get it right more than they get it wrong. So when you get it wrong, learn from it and keep practising.
Q - Questioning;
A key skill in sales. Learn different questioning skills and practice them. They should be used like swords and shields. Observe how other people use questions. Get to know when someone has asked a poor question. And record great questions you learn.
R - Rapport
Use a personality model to help in building rapport. Build a bridge with your contact so that it is the start of trust.
S - Stop talking!
The best sales people do not talk all the time. They listen very well and know when to shut up. For example, if you ask for the business, the next thing you do is shut up. Let them think and reply.
T - Time management
Your time is precious. Learn how to manage your time well. Get into good habits for the boring stuff, so that they just happen.
U - Understand their personality
Vital! Use any personality model (especially ours) to understand your contacts. You can then do one of two things. Adapt or mirror. With some personalities it is best to adapt. With others it is best to mirror.
V - Very!
Be very quick at answering emails. Always be very prompt with telephone queries and replies. Strive to be very good at presenting your proposals and answering questions. Be very!
W - Work for the sale
Expect to work hard for the sale. To do uncomfortable things. Remember to always try hard. To stretch yourself. All these things will make success that much sweeter.
X - Xtra
Yes I know it’s not exactly correct, but only a little cheat. Do the extra fro your clients and prospects. Show them how you are different from the rest because you will go the extra mile. Most of the time it will pay you dividends.
Y - You!
Treat yourself as a resource. Improve yourself. Develop yourself. Work on how you look. How you sound. What you say. Your impact. You are what they buy first, so you need to be right.
Z - ZZZZZZZ
Don’t fall asleep to client and market changes. Be prepared for change. Expect it and plan for it.
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Page last updated 12 July 2018