By Raphael Verma on 10/20/16 1:46 PM
What makes a good salesperson? Take a moment to think about that. Now, what makes a good businessperson? The internet is full of tips and tricks on how to sell more, how to make money, how to be successful, etc. However, they usually are things that you already are familiar with. In this blog we're going to get straight to the point and show you a few sales tips which you may not have heard before and can start executing right away.
- Anticipate Your Client’s Needs
What does maintaining customer relationships mean to you? How do you go about it? Is it just logging calls and emails to your CRM such as Pipedrive, Salesforce or Microsoft Dynamics? Building and growing solid relationships with your customers is a process and one that requires insight, care and respect. Next time you have a meeting with a client, anticipate your client's needs before hand, don't just try to fish them out. Asking for what they want is easy but knowing your customer's needs before hand is what you should be striving for.
"It is so much easier to be nice, to be respectful, to put yourself in your customer's shoes and try to understand how you might help them before they ask for help, than it is to try to mend a broken customer relationship." - Mark Cuban
- “Sell the Hole, Not the Drill”
You have probably heard this famous quote from the Harvard Marketing Professor, “Theodore Levitt” at some point in your life. Salespeople are often ready and eager to show their prospects how and why their product is so amazing and exceptional. It’s easy to list all the features of your good or service and how much it costs and when it can be delivered. However, you can make your selling approach more effective if you show your prospects what your product can do for them, instead of showing what the product does itself.
Keep it simple. The prospect wants your help - so show them how you can help.
- Don’t Talk Trash About Your Competitor
In psychology there is a term called "Spontaneous Trait Transference," which is the act when a person or "the speaker" describes the traits of another person and the listener actually associates those traits with the speaker. This act does not occur because the listener cannot follow logic or think critically, it is just a phenomenon which takes place in all of us.
So, next time you talk about a competitor with your client or a prospect, choose your words carefully. If you have nothing good to say about your rival then say nothing at all. When you speak poorly about your competitor, it only reflects poorly on yourself.
(If you would like to learn more about psychology based selling techniques, have a look at Max Altschuler’s “6 Psychology-Backed Selling Techniques to Enhance Your Sales Calls.”)