Sales Pros – Here are some useful tips for you to sell anything to anyone
16 minutes read
One of the most valuable skills that a salesperson can have is the knowledge of how to sell anything to anyone. Salespeople today are the primary differentiators in all purchases. As products and services become increasingly commoditized, buyers are aware that they can get a similar offering from any other company.
But what they can’t get from just any vendor is the same pleasant buying experience that is created by your company’s sales rep.
This means salespeople have almost complete control of their own destinies. So, despite of having,
- A crummy product line
- A bad month
- Being forced to work completely remotely
- Or having less-than-stellar leads
You can succeed in your sales game by making yourself more buyer-centric and buyer-friendly.
Regardless of what industry you’re in, what type of product you sell and what kind of customer base you sell into, there are a few simple techniques that can be applied to any sales situation. These techniques can help you sell more to just about anybody.
In this post, I’ll provide you with these great sales techniques for selling anything to anyone
1. Do your Research
Research is the key to successful sales today. If you want your prospects to give you their time to learn about your product, you will need to invest your time learning about them first. In the age of social media, there’s no excuse to call or email a buyer with no knowledge of what they do and what they care about.
2. Understand your customers’ needs and motivations
Whatever it is that you are selling, the most important part of salesmanship is understanding the needs of your customer and figuring out how to meet them.
3. Know who to sell to
You need to carefully analyze every prospect and target the right people while selling your products or services. Otherwise, you are merely wasting your time on the wrong people and this not going to help you in any way.
4. Keep your sales pitch simple
In an attempt to sound more knowledgeable don’t overcomplicate your sales pitch. The mark of true knowledge is to simplify everything that you know and present it in a way that even an average person would understand.
5. Learn to sell yourself
Apart from your product and service, remember that you are also selling yourself as a trusted representative of your company. Whether you’re cold calling a prospect or have spoken with them before, it’s important to keep in mind that before a person is going to be willing to hand over their hard-earned money to you, they’ve got to like you, the salesperson, just as much as they like the product or service that you are selling.
6. Make it about the customer
Did you ever talk to someone (maybe a friend or a family member) who monopolizes every conversation? Probably they aren’t your favorite people to talk to, isn’t it? Now add a bragging tone to that and they become especially intolerable.
Just like the way you don’t like listening to such people, your buyers wouldn’t like listening to salespeople who talk at length about their company or offerings. Because what you perceive as informative and interesting, your might prospects perceive as obnoxious and irrelevant.
7. Ask, Listen and Repeat
I understand that you’ve done your research and learned most things about your prospect. Like,
- The history of the prospect
- Their purchasing capabilities
- Their pain points etc
With all this information at hand, it is easy to be overcome by passion and pitch what you think is best for the prospect. But don’t that. Here’s why. If you do that, you risk coming across as pushy. You make them feel like the meeting is all about you and not about them. You need to make sure that you give the utmost importance to the people across the table. It’s about their needs and goals.
8. Contribute first and then try selling
Make sure that you position yourself as an advisor who wants to help, rather than a salesperson who is thirsty to sell. This approach helps you to find a more receptive audience as you will be able to connect the buyers’ problems with your offering. In short: You should aim to “Always Be Helping.”
9. Be aware of the psychological quirks that can drive sales
Our brains are wired to react in certain ways to certain situations. As a salesperson, you need to be aware of these psychological tricks so that you can harness them to your benefit while selling.
10. Meet them at their level
As a salesperson, you might believe in bringing your own unique personality to the selling process and that is great. But you must also bear in mind that you should pay attention to your prospect’s personality traits as well and tailor your approach accordingly. Because each individual’s personal attributes will have a huge impact on
- The way they like to be sold
- And the information that they would prioritize
11. Connect on emotional level
In reality, there’s no such thing as a purely rational decision. We may like it or not, our emotions color the way we process information and make decisions.Bearing this in mind, salespeople would be doing themselves a disservice if they only try to appeal solely to their buyers’ logic.
Therefore, make sure that every sales message that you send, every presentation that you give and every meeting that you conduct speaks to your prospect’s emotions as well as their rational mind.
12. Keep in mind that you’re selling to a person
While sending countless outreaches to your prospects, day in and day out, you need to also remember that they are people. And trust me, they would like to be treated as people.
So, use yourself as a litmus test before you send out anything to a customer. Ask yourself,
- Would you like to get this email?
- Would you appreciate this voicemail?
Products are concrete solutions to your customer’s problems. With products, sales reps have the advantage of showcasing a tangible item to the customers. But don’t make the mistake of thinking that selling products is an easy task. You will still need to convince the buyers why they should purchase your product over someone else’s.
1. Prioritize your customer’s needs
No matter what you are selling your focus should always be on your customer’s needs or pain points. When you have a clear understanding of their issues, you can then decide on how your product can help them. So make sure that your customer’s needs are always your North star.
2. Leverage product Demonstrations
One of the perks of selling a product is that it’s easier for you to demonstrate its value to your customers.
You can showcase
- Your product
- Its features
- And how it works
to your prospective customers
Apart from demonstrations, you can also give your customers an opportunity to try out your product themselves.
This way the prospective buyers don’t have to guess how they can use the product or what value it brings to them. They can see it for themselves in action.
This way, when you let your product shine in the demos or free-trails, it enables the customers to make the purchase decision easily.
3. Highlight the most appealing or exclusive features of your product
With products being tangible objects (Unless it is a software product), buyers have an opportunity to compare your product with other similar products. So, it’s important that you highlight the features that differentiate your product from the pack before your prospective customers.
Selling a product is transactional, often with a one-time purchase. But selling a service, on the other hand, requires more nuance. Since there is no tangible product here, you’ll need to sell your prospective customers on the vision that your service will improve their life or business.
1. Focus more on building relationships (rather than selling)
It’s important for you to focus your sales efforts on building good relationships with potential customers. Because chances are that people are not going to buy from you in your first meetings itself or when they first visit your website. So, you shouldn’t go with the mindset of giving just one pitch, and then you’re done. Instead, you should think long-term.
2. Build trust by using customer testimonials
Services are bought by the customers based on the long-term benefit or the potential success that they may have using it. In this case, there isn’t a tangible product for them to look to for reference. So, here customer testimonials play a crucial role in winning the trust of the potential buyers.
If you have existing customers who are happy with your service then have them offer a testimonial. If these testimonials are from well-known brands speaking about the benefits of using your service then it becomes even easier to gain the confidence of the potential buyers.
3. Emphasize the benefits of your service
The customers are mainly looking for “What is in it for me”. So, make sure that you convey the benefits of using your service to them.
Selling your service successfully largely depends on how well you communicate its value to your potential customers. You have to help them visualize how your service will improve their lives or business.
Here is a sales cold calling script for SDRs
Learn about the open-ended sales questions that you can ask to get your prospects talking
Learn how to build rapport with your prospects virtually
Here is an ultimate guide that helps you practice active listening in sales
Learn about the sales and marketing qualified leads and what is the right way to pass them from the marketing team to the sales team
Learn about the goldilocks effect and how it helps to close more sales
Learn about the techniques to successfully upsell and cross sell
Learn how puppy dog close technique helps you to easily close more sales
Learn how to overcome your prospects’ resistance
Learn about various buyer personas and how can you customize your selling style to appeal to them
Here are some important skills that you absolutely need to have in order ace remote selling
Published on Tue Apr 19 2022