Beverlee Rasmussen CEC PCC Here’s a round-up of quotes from great business minds. How can you apply these sales tips for success in your business?
1. Everyone sells
“Everyone lives by selling something.”
Robert Louis Stevenson
Often times entrepreneurs feel guilty or shameful about selling their products. Selling is part of life. We learn to sell early. Imagine a hungry toddler in a grocery store demanding a treat. That is selling. If they are loud enough, annoying enough, sad, pouty, or using whatever strategy happens to work on Dad that day, that is selling.
You have a great product. You are super proud of what you are offering. Your prospects need you and your service. Selling is about helping: helping to solve a problem. You the seller has something the buyer needs or wants. Selling is the transaction of fulfilling that need or want.
2. Knowledge is power
“The more you know, the easier it is to come up with solutions to your customer’s problems. That is what gives you added value, what differentiates you from other sales reps.”
Barry Farber, 12 Clichés of Selling
Know your customer, including history, background, previously purchased products, and who else they might consider buying from. Find out how your product’s strengths can solve your customer’s problems and meet their needs. Know how your brand compares to your competition and why prospects might buy from them and not you.
3. Track your data
“Do you really want to limit your business by what information you can store in your head?”
Dave Hurley
Customer information allows you to be a better provider, saves you time and helps organize your sales system. How you collect, store, manage and use your data are all systems that have high value in your marketing and sales results. Taking the time to research, customize and become fully trained in a client data management system (CMS) is essential.
4. Build relationships
“Companies and people buy from companies and people they trust.”
Beverlee Rasmussen
I can share 1000 sales tips that may contribute to your success, but at the end of the day, it’s all about relationships. Remember that human beings are making the decision to buy from you. They need to feel seen, heard and understood. Make it easy for them to buy, thank them, and give them business if you can. Build relationships! This is only the beginning.
5. Follow up to make sales
“People don’t like to be sold but they love to buy.”
Jeffrey Gitomer
The biggest sales mistake I see is not following up to build relationships with prospects that will lead to an eventual sale. Jeffrey Gitomer, North America’s best sales trainer, famously says, “People don’t like to be sold, but they love to buy!” Jeffrey is right. No one likes “in-your-face salespeople,” but we do love to shop and buy things. Your sales system then needs to be built on relationships and trust.
Never assume that just because someone hasn’t bought from you YET that they are not going to. We are all busy. All a prospect may need is a little nudge from you in the form of a friendly phone call or email, especially if you know that what you are offering will help them.
Understanding your consumers’ buying patterns and having the courage to stay engaged in the relationship long enough to close the deal WILL grow your revenue.
