Shares are both an art and a science. It takes the aggregation of persuasive tactics, psychological techniques and the exploration of human behaviour to get potential customers to become actual customers.
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Shares are the actual backbone and livewire of any business. Without steady sales, no matter the size of your company, it is only a matter of time before you park out. This is why the best companies have the best salesmen.
As a businessperson, over the years I have mastered the art of selling and have hit some great sales. Here are some sales strategies I use as an entrepreneur, which I hope will assist you in your business journey.
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Sayres Is About Listening More And Talking Less
From experience, sales are 80% listening, and 20% talking. What experience has shown in the past is that sales aren’t about you, but your customer. You are out to meet their needs and problems, which is why you must give your ears to your customers. The best salespeople are the best listeners, hence, when engaged in a conversation you must pick out details. It is from picking these details that you can craft your elevation pitch.
Never forget, people, buy from people. They want to do business with someone they like, trust and can connect with. With this in mind, create a good camaraderie and always be authentic and genuine.
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Open-ended Questions Are Crucial
Open-ended questions are crucial at the beginning of the sales process. They enable you to understand your customer and appreciate their desires. By inquiring with open-ended questions, you can get the customer talking and discover important data that you wouldn’t be able to if you were just making small talk.
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To start an open-ended question, you begin with who, what, when, where or why, for example:
- What does your current process for ABC look like?
- What are some challenges you’re currently undergoing within that aspect of the business?
- What modifications are you looking to make in your business?
You should be asking open-ended questions at the outset of the sales cycle to enable you to assemble data. They can also be utilized throughout the dialogue to keep the customer talking and to get them to share more information. Closed-ended questions are commonly employed when you’re willing to close the sale to earn an agreement and take away any complaints they may have.
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Appeal To Your Buyer’s Emotions
One of the most effective methods of selling your product is to appeal to your buyer’s emotions. The secret to successful sales is that buyers naturally make decisions based on emotions rather than logic. Some of the most popular emotions that you can appeal to are fear, greed, and shortage.
As a salesperson, you can leverage the following:
Missing out on a big deal or a limited-time offer can develop a feeling of urgency that impel people to acquire your product. When you’re selling your product, be sure to emphasize the usefulness of buying now and the probable losses that could be incurred by waiting.
Also known as the Jones effect, people are often stimulated by the appetite to keep up with the people around them. If you can show your consumers that everyone else is buying your commodity, they’ll be more likely to do so as well.
When something is scarce, people are often inclined to pay a higher price for it. This is because they know that there’s a likelihood that they won’t be able to obtain the product if they procrastinate. If you’re vending a product that’s in high demand, be sure to emphasize the limited available quantity.
According to a popular business magazine, almost 80% of sales require five follow-up calls after the meeting. Hence, constant follow-up is needed if you want to leave with customers’ money.
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It can be demanding for a salesperson to continually reach out, which is why 44% of salespeople give up after the first trial. They think that they’ll get back to them if the client is enthusiastic. But this is often not the case.
Nevertheless, to be a successful salesman, persistent follow-up is key. If it’s a hot lead, you might want to follow up within a few days. If it’s a cold lead, you might want to give them a week or so before following up.
Plan your follow-ups into your program, and ensure to stick to your plan.
Final Thoughts
As stated in the beginning, sales are the lifeblood of any company. Without sales, there would be no income and no business. This is why it’s so important for business owners to learn and enhance their sales skills.
Featured Image Source: University Lab Partners
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This article was first published on 12th September 2022
nnaemeka-emmanuel
Nnaemeka is an academic scholar with a degree in History and International Studies from the University of Nigeria, Nsukka. He is also a creative writer, content creator, storyteller, and social analyst.
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