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An effective message must generate credibility with your potential customers. This requires in-depth research in your market.
Here are some techniques and tips used by top salespeople that may help you improve your business:
1. Identify potential customers
When you’re looking for customers over the phone for the first time, or if you’re promoting a new product or service, don’t just think about selling during the first series of calls. You must give a description of your business and the services it offers, but more importantly, you must collect information about your interlocutor.
These first contacts allow you to better analyze what your way of working is going to be. It is important that you are perceptive and identify your future clients, in this way you will be able to make a better strategy so that your clients also remember you.
2. Achieve an effective message
An effective message must generate credibility with your potential customers. This requires in-depth research in your market.
A little secret is not to talk about your product or service, but rather to focus on results. Simply put, your customers want to talk to a businessman, not just a merchant.
3. Send an email
Try not to phone your prospect too much, this can be annoying and kill the sale if your prospect just decides to ignore you. Be natural, and next time send an email. In many cases this works better than making a second call.
The purpose of this email should be a little more informal, trying to empathize as an equal with your client, and appear as little as possible as someone who just wants to sell.
In the mail, highlight your good ideas or offers of the moment. A very useful trick is to write the email, it is to start at the point where the last conversation ended, for example: “Following an observation in our telephone conversation last month, I came up with a way to …”.
4. Your customer is also your partner
“Your customers are not customers, customers are partners.”
That said, making sales immediately takes everything to another level.
If one of your partners needs something, why not let the sales department help you? If you are able to show your customers that your company has a steely morale about work, this will usually translate to the fact that the next time your customer needs your type of service, they will most likely come back to you. And not only that, it is also very likely that they will recommend you to others.
5. Increase sales
This is obvious, but take the time to ask yourself this key question: “What is it that my client needs and doesn’t ask me?” This is the best way to increase your sales. Survey your customers, and if they think they don’t need anything, follow your intuition.
Develop a plan that suits your clients’ needs and present it to them, there’s a good chance they’ll change their minds.
6. Provide impeccable customer service
The secret to this is having confidence in your employees. It’s easy to say, but not so easy to do. However, making trust part of your work culture is a game worth playing. If each transaction is aligned with a relationship of trust and teamwork, your effort will bear more fruit and management will be easier for you.
The above does not mean that you should neglect your company, only that policies that are too strict are often a barrier to easy management and a good work environment.
7. Take the initiative when closing a sale
At the end of a business discussion, the client must know what he needs to know to make a decision. The “trick” in this situation is to gently ask the client to make a decision soon, this can be done by saying “Why not try it?” “I can deliver it to you today (or tomorrow) itself.”
Always take the initiative at this point in the conversation with the potential client.
8. Dealing with the client in person
It’s now or never for him to make a good impression. Turn off your mobile phone and start the demo. Never describe your product or service by reading notes or brochures. Make sure they are listening and understanding you. Do not use your own or your company’s idioms, or words that you think not all customers can understand.
You must be prepared enough to answer your client’s questions naturally.
9. Make a good show
Whether it takes you five or fifty minutes to make your demo, organizing your content and maintaining a dialogue with your audience is what matters most. Be sure to clearly present the basic idea of your project from the beginning, and then support it with three points to fully explain the benefits of your service or product.
If time is short, set aside stories or other data you can do without so you can focus on the essentials.
10. Exceed the sales quota
Some feel entitled to relax once their day’s sales have reached their quota. But why do that, if that is the moment when you can be the best. Instead of settling for your sales quota and laying down to rest, keep making phone calls. This will bring much more projects to the business and it is the best time to show how far you are capable of reaching.
Your efforts will be more effective if you are always in action instead of stopping and starting again.
11. Plan your week effectively
Every night, write in your journal all the people you need to get in touch with and all the projects that will come your way for the next day.
Also plan a schedule for your phone calls to reduce the time spent driving if you have to travel to an appointment.
12. Customer loyalty
The hardest part is getting people’s trust. You must first create a personal relationship and trust comes next. Don’t hesitate to go the extra mile and help your customers immediately if a problem arises.
