Setting up a business is a huge and exciting leap of faith into the unknown. Branding, recruitment, finding office space, all things that can take time and cause stress whilst you’re starting up. Once you have all of those tasks ticked off the list and you’re up and running, you may be presented with another difficulty – actually selling your goods and services.
Fear not, we’re here to help even the most inexperienced of salespeople to learn the skills needed to become a star seller in no time. We’ve rounded up some of the most important techniques to remember when aiming for record-breaking sales in your small business. Check them out below!
1. Persistence
If every salesperson gave up every time they got a rejection, nothing in the universe would ever be sold. Persistence is key to any sales job, so push through the pain even when you feel dejected and down. Copy call center and appointment setter techniques by giving yourself a clear goal of the number of calls you’re making a day. Experienced sellers usually aim for anywhere between 50-150 calls per day to make sure they’re reaching the maximum number of potential buyers or clients.
2. Understand The Why
A prospect is more likely to buy from you if they need your product, rather than just want it. Of course, you will have a list of why your product or service is good, but you will need to translate that into why it is necessary for that individual. Ask leading questions that will reveal why they think your goods will help them and listen and understand their answer. Respond with how your goods can help with their specific and personal need and how it will solve their problems or improve their situation.
Related: 30 Places to Find Prospects & Leads for Your Business
3. Master NLP
Neuro-linguistic programming (better known as NLP) is how people order their behavior in their day-to-day life without realizing it. These behaviors include language, thinking, and feeling. This means that everyone prioritizes a certain way to absorb information, and your understanding of how your prospect interacts with information is the key to becoming relatable enough for them to like you.
Look out for indicators of how they prioritize information by watching how they respond to what you say (audio cues), what you show them (visual cues) or if they talk with their hands (physical cues. If they are more stimulated by visual cues, show them your products and some images to prove to them why they need your product to enhance their life.
4. Mirror Prospects
Whether you’re meeting with people face to face, or speaking over the phone, mirroring your potential buyer will pay off. Sales is all about making people buy into you, so becoming like your prospect will endear them to you without them even realizing it. Copy their speech style and body language and try and find common ground with interests and hobbies. Remember what they tell you and refer back to it in your conversations to show that you care enough about them to pay attention.
Which of these sales techniques will you be adding to your repertoire to improve your small business’ growth? Share in the comments!
