6 Tips to Increase Your Sales Success
It’s easier than you think
“Make A Customer, Not A Sale.” — Katherine Barchetti
As a matter of fact, all the work we do and all the processes in our life have some connection with sales.
No, I’m not just talking about commercial shopping.
Our bilateral relationships, emotional intimacy, and even explaining ourselves to our manager are actually sales. What you sell does not always have to be a product or a service. Sometimes you can sell a value, trust relationship, and yourself.
It is sales to tell your manager about a job you do.
It is sales to tell your mother that the grade you received is actually not bad.
It is sales to make you read this article to you.
But shouldn’t we be able to manage this more when we are so part of our sales life?
If your answer is yes, the six steps below will greatly benefit you to increase your sales.
1. Learn The Need
What is the key to selling?
Some believe it is trust.
Believes that the trust relationship established between the customer and the salesman will end the process with the sale.
I agree, but it is not the main need for me. Nobody purchases from him just because he trusts someone.
Other triggering factors are needed here.
So can this be the price? Of course, price is one of the main factors for sales, but it is not the only reason.
It may seem strange to you, but when an end-user asks for information or price about what you are selling, the first thing you should do is ask why they want to buy this product.
According to most sales guru, the key reason for selling is the need.
The consumer’s need for a product or service is the first factor that initiates the purchasing process. Price and trust are processes that need to be added later.
The need does not always have to be a physical cause.
The need can sometimes be emotional. I want to eat pizza when I am depressed, or A break up with a lover distracts with shopping, the reason for buying here is neither trust nor price.
Therefore, the first step is to find out the consumer’s reason for purchasing.
Why does he need the product or service that I offer? I should learn this first.
If you learn the real need, you will successfully complete the first step that will take you to the sale.
2. Learn The Budget
Many criteria must coexist for purchase to take place.
In the first item, we mentioned how important it is to learn the need.
Another important factor for the completion of the purchase is the budget. In order to close the sale, you need to be in control of the budget of the person or organization that will make the purchase.
Learning the budget actually has many different advantages.
First of all, it allows you to measure how real your need, namely the purchase demand, is. If you are selling an A-class car but your consumer has a budget for a C-class car, it may not be possible to close that sale.
Learning the budget can provide you with the opportunity to position the product. Imagine you are selling a computer, if you know the real budget, you can decide whether to sell a Mac or a desktop pc to your customer.
Finally, learning the budget will reveal your customer’s openness to closing the sale. You can understand whether it is a planned project or a planned project and its budget limits are determined by learning the budget.
3. Learn The Forcing Factor
Everything went very well, the needs and the budget progressed as you wanted.
You have learned the real needs of your customers and the budget is exactly at the level you want, but still cannot close the sale?
Perhaps it is time for you to learn about the forcing factor, the other factor of sales.
Even if all conditions seem appropriate, your customer may not want to make this investment if there is no factor that forces him to buy the product.
Let’s continue with the car example. your client said she wants to buy a minivan style car that she can take her kids to school.
The need is very clear, a certain budget has also been determined and it is fully capable of meeting the product you sell. However, wait, schools closed on 1 June and now it is 2 June. In fact, this purchase need not be made until September, when the schools are opened.
So what needs to be done here?
We need to create our own coercive factors.
Here are a few examples below;
I have a few left of this product. You may not find this product next time.
Our campaign ends on Friday, you have to decide until Friday.
The new version will arrive next month, and these products will increase by 20%.
4. Learn the Decision-Maker
The person with whom we sell, learn the budget needs, and apply the compelling factor successfully may not always be the right person.
Internal dynamics of institutions or individuals always differ.
While the decision-maker in one firm is the finance manager, in the other company he can be the site manager.
Let’s continue with the car example. the father of the family came to you for the car. You explained, you learned the budget and the need and agreed for the latest model BMW M Coupe. However, when the mother of the family arrives, that sale may be canceled out of the blue because the main need is not a high-end BMW, but a minivan to take the kids to school.
Think of another scenario, you have received approval from all corporate departments and you are waiting for the sale.
However, who is the real decision-maker?
Maybe the decision-maker is the son of the boss. Maybe only IT specialist can close that sale.
You cannot close this sale without convincing the one.
5. Learn to Listen to Your Customer
One point that salespeople misunderstand is how they should communicate with their customers. 30% of the sale should be on speaking and 70% on listening.
Making a slideshow of pages for your customers and having a 45-minute talk about the engine of your car does not always lead you to sales.
What you need to do is to tell your customer what he needs instead of telling him something.
So what you do is ask the right questions. You should stay away from Yes / No questions.
What you need to do is ask open-ended questions to get your client’s opinions.
As soon as you believe you are getting the right ideas, try to get as many yes answers as you can from your customer.
Your customer doesn’t need to hear from you. If you can tell yourself that need, you can start creating a need in your customer’s perception.
You want your children to travel in a safe vehicle, right?
Is it important for your child that your home is in a safe neighborhood?
You don’t want your phone to slow down on the first update, right?
6. Learn to Give Your Business Card Directly
You may have heard of this old tactic.
When you meet someone, the first thing you should do is extend your business card visit.
This has two advantages.
Your customer is in the conversation to buy a product. Your name or position basically doesn’t concern him. You are just a vehicle in the purchasing process.
it doesn’t have to remember your name, your position.
Not remembering our name can put stress on him.
Did he ask for your contact information, these thoughts can create stress on him.
By giving your business card directly, you will save it from this stress and you can focus more on sales.
On the other hand, 90% of customers end the sale by asking for business cards or contact information. First of all, giving your card will add to the use of this excuse against you.
Selling itself is a game with inputs and outputs. Here you have to give as much as what is important to you.
Do you want to have a good sale or a good customer?
If you want to learn more about what you can offer your customers, I recommend my post below.
