To some this comes naturally, but to the uninitiated it can appear to be a very daunting.
Selling is an art that every entrepreneur needs to master. To some this comes naturally, but to the uninitiated it can appear to be a very daunting.
The good news is that sales techniques can be learned. And, while attending a course on sales techniques is always a good starting point, experience is always going to pay you bigger dividends. Only by being out in the field and experiencing how potential customers respond to your sales pitch will you be able to improve your hit rate.
There are also many different ways to sell efficiently that are going to depend on your personality, your product, your potential customers and the segment of the market they occupy.
This LinkedIn post offers an interesting perspective on persuasion rather than manipulation in your sales approach.
- Listen rather than tell
A successful sales person is more interested in asking questions in order to understand a customer’s needs and priorities. By doing so, you are in a better position to show the benefits of your product to the customer and how it could alleviate their challenges. By listening, you are also open to hearing feedback on your product or service that could help you improve and thereby gain more customers.
- Be the solution
The author argues that persuasion aims to serve. Valuing the customer and aiming to be a partner who can help that customer achieve his or her goals achieve this. This inevitably leads to stronger and longer business relationships.
By understanding the difference between persuasion and manipulation, you will be able to enhance your sales record, because the solution you are offering meets the customer’s needs, leading to a trusted relationship.
This in itself promotes longer-standing relationships and a willingness by your customer to refer industry colleagues to you.
Key take-away: Sales is less about short-term wins than long-term commitment to an industry and customer base. You can only attain that position by building a trusted relationship based on your ability to offer the solutions that customers need.