- AASBC & OTS
Business Management Hack: Selling for nonSales People
It's difficult to be successful when you dislike something or feel uncomfortable doing it. When your job involves selling and selling is not exactly your "cup of tea," you could be destined for failure. With the right attitude and methodical approach, your sales efforts might go from mediocre to fantastic and from a "dislike" to a "like." As we all know, sales is a essential piece of your business strategy and business management actions.
Actually, no one dislikes making a sale. Sometimes, the salesperson just dislikes selling. The dislike might be due to past rejections or not feeling comfortable selling the product or service. Selling, however, is an integral part of any business and must be done properly to be successful...and with success comes the enjoyment of selling rather than a dislike of selling. If you’re ready to sell like a pro, want to enjoy selling, and want to build a successful business, incorporate the following five tips into your sales process.
Believe in your product or service - You must have true confidence and belief in the product or service you're selling. Customers purchase benefits and want solutions to their problems...that's it. Generally, customers are not interested in how a product is made or what processes a business goes through to provide a service. So, know the benefits of the product or service you're selling or how it solves a particular problem for your customers. A true understanding of what you're selling will give you the confidence you need to sell. Stress these important factors and selling becomes easier because you're no longer "selling" to customers. They're "buying."
Know your customer - Not everyone needs the products or services you're selling. If your market scope is too broad, you'll waste effort in trying to make a sale to someone (or a business) that does not need what you're selling. Likewise, if your market scope is too narrow, you'll miss out on potential customers. Knowing your customer and targeting selling efforts to those specific customers will maximize your time and effort.
Market a message that speaks directly to your customer - When it comes to marketing your message, tailor it to your customer. Know what your customers are seeking when they consider doing business with you. What are their needs? What is most important to a customer when purchasing from you? Create a message that allows your customer to feel connected to your business. Build trust with your message before the personal approach even begins.
Offer alternatives and packages when possible - A square peg never fits in a round hole. The same axiom holds true if you're trying to sell a customer a product or service that isn't needed. The fit has to right or a sale will never be made. Perhaps, you might have to take a different approach and look for alternative products or services to make the sale. Additionally, consider packaging several products or services together that might be just what your customer needs. Every sale and every approach does not have to be the same. In fact, depending on the products and services or customers, it can't be the same. Be creative so your customers understand their importance to you. They’ll appreciate your willingness to work with them and the alternatives you offer that will benefit their business.
Follow-up with prospects - A "no" can certainly mean "no" when it comes to sales, but it may also be mean "no, not now." Maybe the timing isn't right, an approval is needed, or competition needs to be checked. If the sale process ends when a "no" is heard, a future sale might be lost if you're not diligent in following up with prospects. We've all heard the expression "out of sight, out of mind." This definitely holds true with selling. It is important to follow-up, keep your name in front of prospects, and let future customers know that you're there now and will be there in the future when needed. Too much follow-up can certainly be annoying but the right amount of follow-up...true concern for a customer...can be the "closer" needed.