Sales is, by far, one of the most essential activities in business. A quick Google search will reveal millions of articles on how to become better at sales and while many will promise the “secrets” of sales or the one strategy that will boost your conversions, the truth is, it comes down to consistency, the quality of your conversations and relationships and your level of persistence. Successful selling is a science.
So while I don’t have a “quick fix” to bring you super sales overnight, I have helped many companies through my sales and soft skills training courses achieve a high level of success in this area. With this in mind, I can guarantee is that if you do follow these steps consistently you will become far more successful both professionally and personally.
1. Define your goal
Like anything in business and in life, the first key to successful selling is to define your goal. What do you want to achieve over the next twelve months? Once you’ve established that, break it down further into quarters and months. But don’t leave it at that, you need to look at YOUR why. Why are these goals important to you, to your business and to your life? This is a crucial step that will help you engage and motivate yourself and your team.
2. Know your ideal clients and approach them regularly
There will be no’s and there will be knock backs and that is alright, it is unfortunately, the reality of sales. But by knowing your ideal clients and investing the time in those prospects that are more suited to you, your offering and your business, you naturally increase the frequency of hearing “yes”.
3. Focus on relationships
The saying is true – people want to do business with those they know, like and trust. People want to know that you are the right fit for them and that you have their best interests at heart, so show them and tell them.
4. Follow a process
A clear and consistent client interview process will ensure your meetings are clear and focused. This leads to better conversations, better compliance, better conversions and better results for all. This is one of the key benefits of having a sales framework. Not convinced? Check out my previous blog, are you losing business by not having a sales framework? Successful selling requires a repeatable proven framework.
5. Know the problem you solve
Identify needs clearly and early. You need to show your clients and potential clients how you understand what they want to achieve and how your service or solution will help them. This will build trust, establish credibility and ensure you provide relevant advice. Not yet clear on the value you bring to your clients? Check out my previous blog on six questions to create your value proposition.
6. Address objections
Objections are a natural part of sales but there is a process you should follow when trying to overcome them
- Listen carefully to what the client says and confirm your understanding of the objection
- Validate and clarify the objection. Ask if there is anything else and try to distinguish between genuine objections and excuses
- Acknowledge the client’s point of view. For example, “That’s a logical question” and use words such as “I appreciate how you feel, other clients have raised similar concerns”
- Use the “Rule of 3” to dig deeper and understand why that is an objection for them
- Answer the objection. Then a confirm that you have answered the client’s objection and ask if there is anything else they would like to ask
7. Ask for the business
This is a step that most people leave out as it is the point of rejection in the sales process. But leaving it out can only create confusion for the client and for you as you don’t know where you stand. This is often thought of as the most awkward part of the conversation but in actual fact it is the easiest when you have followed the previous steps.
8. Ask for referrals
No one will sell your business better than a happy client. They are the best sales team you have. What’s more, if you have helped them they will be more than happy to help you. But sometimes – particularly with our busy schedules – people need to be prompted. Never be afraid to ask happy clients for referrals, it is a crucial step in making your sales process easier.
Lastly, remember, “Success does not lie in effort, but in result, being the best is not so important doing the best is all that matters.” – Rishav Pasari.
Successful selling – need help getting sales results for you or your team? Call me today on 0409 129 723.
Need a keynote speaker?
Kylie Denton is an informative, engaging and results-driven corporate speaker who helps financial planners, advisers, brokers, agents, dealer groups and corporates drive effectiveness and boost their business with sales training and leadership coaching.
Using her insight into best practice processes and sales and service frameworks that are being used by blue chip companies like QSuper, Suncorp, Energy Super and NAB, and her firsthand knowledge of the financial services sector, Kylie will help you streamline your business, get the most out of your team, convert more sales and create customer experiences that are second to none.
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