Sometimes we make things harder than they need to be. When it comes to sales, we often think we have to be the flashiest, the funniest, the pushiest or the most eloquent in order to close the deal. But it’s actually a lot simpler than that. Find out what a person wants, needs, or desires – and then show them how to get it. Here are a few strategies to help you do just that:
- Mouth shut and ears open: The first few minutes of every sales interaction should be focused on your prospect. Don’t talk about yourself or your products. And refrain from launching into a recited sales pitch. Remember, sales is about helping – use the first few minutes to learn if what you’re offering is of any use to your prospect.
- Ask questions: Ask a lot of questions. But make sure those questions emanate from a place of sincerity. Find out what they’re struggling with, what their pain points are, and how you may be able to help. Remember, people buy for their reasons, not yours. The more you demonstrate a sincere interest in your prospect, the more they will view you as a valued advisor and someone they want to do business with.
- Be you: People know when they’re being sold to. Never go into “sales mode” when speaking to a prospect. Just be you. Approach prospects in the same manner as you do your colleagues, friends and loved ones.
- What they don’t say: Pay close attention to what your prospect isn’t saying. Are they looking at their watch? Are their eyes wandering away from you? Asking a simple question at the start of a conversation can help mitigate awkward moments. For example, you may ask “Is this a good time for us talk?”
- Answer and move on: If your prospect asks you a question, answer it quickly and move on. Keep the focus on determining if you and your product are right for them.
- Know when to walk away: If you’ve asked questions, listened, and found that your prospect isn’t a good match for your services, thank them and move on. Conversely, if they’re a good match, it’s only then that you share more about what you have to offer.
- Keep it short and focused: If you’ve asked a lot of questions and know exactly what your prospect needs, focus your conversation on those features only.
- Buying obstacles and call-to-action: Again, back to asking questions. Ask your prospect if there are any barriers to them taking the next step. If not, ask them to take some kind of action – whatever that may be.
How do you approach sales?