Maybe you’re struggling to close sales. It’s understandable. Sometimes people are hard to crack. But you can help people become confident enough to buy your product. The number one key to selling? People are first buying into you before they get a service or product. You are the influencer, and how you come across is critical. It’s more important than anything they hear about your product or service. Be the expert and potential leads will trust your knowledge and your business.
“The person that wins over the other person in a conversation is the one that is the most passionate and confident in their approach.” - Jessika Phillips
Prepare and be educated on your products or services
As humans, we want to interact with other humans. During a sales presentation, if you sound too scripted your prospect is less likely to trust you.
Instead, know your product from top to bottom. How will it help solve your potential client's problems? Engage them with knowledgeable facts, using real-life examples of how it makes lives easier. Know why it's unique and what makes it worthy of investment.
You have to believe in your product and what you are selling. If you're not passionate about your product or service why would someone else be?
Know your competitors and what makes you stand out
Standing out isn't just about price, either. What does your product or service have they the competition can't match? What is the difference between you? Don't only focus on becoming the expert of your product. Know your competitor's products, too. Learn everything you can about what they offer and know what makes yours better. You want to have the most knowledge in the room when talking to customers.
Know what your potential clients will ask you, too. If you have business meetings, prepare ahead of time to present based on what your leads will want to know. Have the solutions ready, and focus on their needs.
A two-way street
The sales process is full of psychology. People buy based on their emotions and the way you make them feel. If you make people feel confident about you and your goods, they are much more likely to buy from you. But, the opposite can also be true.
People won't want to buy from you for a couple of reasons. If they ask you questions about your product, and you don’t know the answer, people lose trust in your knowledge. Educate yourself on what you’re selling, the benefits, and how it will solve problems.
Never try to be too pushy. If you’re rushing them to buy they’ll know, and again, they’ll begin to lose trust in you. People want to take their time to learn about what they’re purchasing and how it will help them. When you start to push them to buy now, they’ll know you only want a sale out of them.
You also have to be empathic. Be understanding of what your customer's needs are.Take the time to ask detailed qualifying questions. That way you can figure out the best solution for your client's needs. Once you hear the needs of your buyer, all you need to do is offer a solution to solve their problem.
Build relationships to increase sales
Growing your sales is all about partnership. Your lead has a problem that you can solve, so work together to find the perfect solution. Gather all the information you can and set yourself apart from the competition.
Your best business will come when you develop relationships and make personal connections. That’s how you land repeat transactions. Draw your leads into the conversation, show you care, and ask for feedback. How are they feeling?
Finally, do the necessary research before you get to any meetings. Figure out who your clients. What do they care about and what makes them tick? Research their LinkedIn, search their Facebook, or Twitter and find out their hobbies. That’s how you make to make an impact that will last.
If you missed out on our Blab session and want to hear more of the conversation, replay it here. And, join us next Tuesday at 4 p.m. EST for #MagnetMarketers.
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