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16 Effective Sales Strategies
There are as many ways to sell something as there are salespeople. What makes sales so fascinating is the plethora of strategies and methods that can be used to meet your goals; It’s the perfect job for an outgoing problem-solver.
Finding the effective sales strategy that fits you may take some time, but once you figure it out you’ll reap the rewards. You can be prepared for any type of prospect or situation, ready with the right answer to the roadblock ahead.
Whether you just need a new strategy in your arsenal, or you’re looking for that signature style to add your personal flair to, here are some proven and effective sales strategies to test out.
1. Sell Yourself First
Build trust between you and your prospect. The better your relationship, the more likely they are to take your advice and do business with you.
2. Create Urgency
If you use a promotion or special offer, the prospect will feel as though they have the upper hand as well as limited time to make a decision. This could sway them in your favor.
3. Use the Phone
This may seem outdated, and sending an email is less daunting, but a cold call really can make a difference. It is much easier to build rapport over the phone. This also helps you to break through a cluttered email inbox.
4. Lead With Prospect’s Problems
Show them that you care about their challenges and display empathy. It’s much more personal than leading with numbers and stats. This will also give you an opportunity to offer a solution they can actually utilize.
5. Host Events
This brings potential clients to you and giving them an opportunity to get to know you. It could lead to long-term gains.
6. Highlight Differentiation
Know what sets you apart from your competition and make that your selling point. What can you offer that no one else can?
7. PAS (Problem, Agitate, Solution)
Using the PAS method, you first identify a problem. Then, you explain to your client the dangers of this problem. How much worse could it get? You end by selling your solution.
8. Utilize Existing Customer Base
It is about five times more expensive to recruit a new customer as it is to keep an existing one. Find solutions for people you know, and build off relationship you’ve forged already.
9. Focus on Results
What does your product or service actually do for the customer? People who are data-driven respond to this tactic.
10. A Small Target
The more specific your target market, the better. Prospects facing similar challenges can use similar solutions – yours. This also gives you an opportunity to perfect your pitch to this kind of customer.
11. The Questions Game
Information is power. So the more you understand the prospect, the more likely you are to be successful. Keep the client engaged by asking a lot of questions that require more than a “yes” or “no” answer.
12. Be Flexible and Listen
If a prospect is voicing objections, listen. Try to be flexible and offer a solution that works for them. Don’t try to sell them a uniform service or product when they need something more specialized.
13. Tell a Story
People are hardwired to pay attention and engage with stories. If you can add narrative to your pitch, it’s more likely to resonate and keep the prospect listening.
14. Curb Uncertainty
If you get the feeling that the potential customer is unsure of something, do not ignore it. Face it head on, putting the mistake on yourself; phrases like, “Did I explain that thoroughly?” fare better than, “Does that make sense?” or, “Do you understand?”
15. Keep it in Your Wheelhouse
Be aware of what you know as well as what you don’t know. Steer the conversation so that you’re always comfortable and confident as an expert on the topic.
16. Think Long-Term
Know when to make a concession. If you lose a sale because of a small detail you won’t budge on, that could be disastrous. But if you make a deal work through small adjustments, you can create a repeat customer and keep business strong in the future.
Try out some of these strategies, and see what works best for you. Hopefully you can add some more skills to your resume and be more confident on your next sales call.
If you’re looking for an opportunity in sales, browse our job listings. If you choose to apply, one of our expert recruitment consultants will be in touch with relevant openings.