Strong sales tactics are essential to any business that wants to make a profit and see regular growth. Below are five strategies that successful sales personnel use to facilitate sales.
- Build trust with clients through integrity.
In any business, trust is a key ingredient to success. This truth is particularly relevant to salespeople. A successful salesperson works on building trust from the first contact they have with a prospective buyer. They prioritize qualities like honesty, integrity, and putting the client’s needs first.
- Create a system for follow up.
Every lead is a potential sale. A salesperson who neglects to follow up with their prospects in a consistent manner loses money for themselves and their company. Statistics show that, on average, it takes five contacts before a client is ready to make a buying decision. A follow-up system can get the points of contact on a regular schedule.
- Learn how to communicate with the client’s core concerns.
People make buying decisions because they are dealing with problems. A great product will provide solutions to the issues customers are facing. A salesperson who can get into the mind of their customers to discover these problems will have a definite advantage over other salespeople. This concept is especially true if the salesperson can communicate how their product or service will make potential buyers’ lives better.
- Never disparage the competition.
Speaking negatively about the competition never elevates a business in the eyes of prospects. Instead, it makes the company appear unprofessional. Always remain fair and unbiased when talking about other companies and people. When a salesperson communicates negatively about another entity, it could cast doubt in the customer’s mind that they might also speak that way about them.
- Ask for referrals.
Average salespeople struggle to get leads. Successful salespeople have an abundance of prospects for a straightforward reason: They ask for them. The best time to ask for a referral is when the customer is happiest with the product — which is usually at the time of the sale. It’s simple enough to ask a client, “Do you know anyone who could benefit from our product as much as you do?”
These five sales tactics can help a business build trust with their clients and increase their sales.