7 sales tricks that worked for me.. (and should work for you too)
All these 7 points have been confirmed by my client(s) as being important reasons for listening to me and developing conviction in my products/services.
1. Check your prospect out on LinkedIn thoroughly. As much is it important for him/her to like your offering, equally important is for the prospect to like you and understand that you have come prepared. See what the prospect has liked, what kind of articles he is commenting on and posting. That will be an instant connect when you start the conversation and slowly you can make your way into the ‘real talk’.
2. Do NOT use excessive jargon. That might give the prospect a feeling you are showing off. Start with simple language and then adapt as per the conversation. Again, LinkedIn should give you an idea on how granular you can go with the subject.
3. Use tools like Hubspot CRM to know when the prospect had opened your mail. I can’t emphasize enough the importance of timing your follow up mail. Calling or emailing prospects for follow-up up within 15 minutes of mail opening has worked for me a number of times. (Please add any tool in comments that has helped you!)
4. Have the decision maker in the discussion early in the sales cycle. You might come across situations while dealing with large organizations that your lead is not the one who will eventually decide the sale. Convince your lead (without making him feel inferior) that involving the decision maker (who might be his boss) early on is beneficial for both of you and things will not get lost in translation. This is not generally easy, but very important!
5. Have relevant case studies ready to talk about — Increasingly, clients are getting used to sales people throwing large organization names as examples. It helps at times, however citing examples relevant to the particular client problem will be much better. Having created a visualization dashboard for Citibank does not mean your client will be convinced you can create a 3 year data analytics road map for them.
6. Even if the deal doesn’t work out, smile, thank the prospect for his/her time and keep in touch — he might help you in striking a deal in his next role/organization.
7. Try not criticizing any competitor as much as possible. Focus on your value adds than their shortcomings. Most likely the conversation will highlight the same points — but the tone of the conversation will be positive and prospect will not get a feeling that you are trying too hard to complete the sell.
‘Leads’ and ‘Prospects’ have been used interchangeably. Most sources can’t agree on which of the two is more qualified; some say leads are qualified prospects, others say prospects are developed from leads, and still others say prospects are equivalent to sales leads.
Please do comment on this post with your valuable views.
This was originally posted here on LinkedIn.