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Closing sales can be pretty hard. It doesn’t matter if it’s in a business to business setting, or if you’re selling directly to the end-user. There’s a specific skill to sales, but sometimes the skill changes and morphs depending on who you’re trying to sell too. “Sales” is a pretty big umbrella. However, selling someone a car and selling business software requires completely different sales approaches. So here are some sales tips which can help you and your employees close more sales long term.
Make them come to you
If they approach you, then you’ve got the upper hand. You already know that they want your product or service, but it’s just about how you deal with the conversation and find the right price point. Of course, getting them to come to you isn’t always easy. There are various ways in which you can do this. Ads are obviously a huge pull, with Facebook ads and Google ads being the main contenders. However, you can also get them to come to you by creating quality content that ranks on Google. This content will target the keywords used by those looking for your products. If they find your content useful, then they’ll know you know what you’re talking about, and you’ll be more likely to score a sale.
Arm Yourself With The Appropriate Information
The correct information is essential and can help you close the sale. Knowing what your client needs or wants can support your understanding of their situation and lend you ammunition in closing the sales. It might be that you’re looking at B2B enrich data to boost you in hitting your sales goals, or perhaps it’s something less mechanical, and you’re setting aside an hour to really research your client’s business model before speaking to them. The more information you can garner, the more you can shift your sales strategy into a unique proposal and not one that sounds like it’s been reeled off a script.
Go Above And Beyond
People love free stuff. So adding bolt ons to the service you offer can go down really well and highlight that you truly care about your client’s success going forward. These can be extra consultation sessions post sale or help in implementation regarding the product or service sold. It might be that you help with their product launch, maybe they’re launching their product on multiple mediums such as Amazon, their own store, social media, eBay etc., and your service can cover more than one sales area. Offering that little extra will set you apart from others in your niche and at the same time help the client in realising that they’re truly getting value for money. Acting in this way also increases the chance of repeat purchases or referrals to other businesses and customers.
No One Size Fits All
Make sure your packages are varied and can suit all budgets. It might be you go for quality over volume or the other way around. However, whichever way you decide to operate your sales model, you must realise that one size doesn’t fit all. Design multiple packages and try to meet in the middle to accommodate those who suit neither one. Some like to have zero packages and just design them on the fly for customers, but it’s nice to see the price range from the customer’s point of view so that they have an idea of how much they’re going to end up spending. The point is to be flexible. It might be you want to offer one more discount than another because they’ll be a repeat customer, or they’re buying in a larger volume.
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