Sales - Be Better!

A recession is a difficult climate for sales people - no one wants to buy anything when the economic outlook is so bleak and sales people have to work even harder than ever before to make a sale!

As a sales person you need to be better than everyone else - and now you can be.  There are a few tips to keep in mind if you want to boost your selling power.

Prepare

If you don’t spend enough time preparing and just jump right in then you will probably be unsuccessful.  Make sure you spend enough time planning what you are going to say and how you are going to say it.

Attention

You should make sure that you are pitching to the right person - why waste your time chatting away for 20 minutes only to discover that the person making the financial decisions in the couple is actually “the wife”.

The Need

You must find out how the person listening to your pitch can need your product or service - ask probing questions to find out how your product/service can benefit their lives!  Try to get them talking about their lives and fit in somewhere.

Benefits

Once you have found and explained how they need your product or service then you need to highlight the benefits and prove how they can’t continue another day without the product or service.  Push these benefits until they are confirming that they do indeed need what you’re selling.  If they’re on board then you’re there!

Strength

When it comes to closing the deal make sure you are strong and clear.  Be clear on an order, price, delivery, etc. so there are no complications.

Tackle Objections

Just because someone is putting up a barrier to your pitch doesn’t necessarily mean that you are finished…people need convincing.  It is actually helpful when people need convincing because you have more opportunity to sell and push the idea.  Even if you are hearing excuses, try and turn them around by pushing the benefits.

Next Action

If you leave a sale without discussing the “Next Action” then there is little point in having the entire discussion.  A next action means sales so you need to make sure to close the sale at the end of the pitch.  If you aren’t prepared to do so then don’t even bother starting the conversation.

Closing

When closing you should remember to be direct - don’t play around the idea of closing, just close!  Remember to remain positive and enthusiastic throughout the whole pitch and don’t push too hard…be patient!  You might have to work hard at a conversation to make the sale, but if you do make the sale it’ll be worth it!

Selling In A Recession?

Are you dealing with sales on a daily basis?  Have you found our advice useful?  What advice could you add to our guide?  Leave us a comment and let us know…

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