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All efforts of marketing and brand positioning are geared toward one goal—you want to make more sales. You know that if you’re part of your company’s sales team, you have an important role to play in the company’s growth.
If you or your team are not making sales, then something is wrong. If you can’t onboard potential customers or at least get them interested enough to begin negotiations, then even the best software won’t do much good. However, there are common mistakes that sales reps make, including things they neglect which limit their effectiveness with conversion and customer retention.
This article covers some of the possible reasons your sales efforts are not yielding returns, and what you can do to make more sales.
Focus on Value, Not on Price
You’re usually on a sales call to make sales, so you should focus on price, right? Wrong. You’re on a sales call to convince customers that they need your products. Only then can you make sales.
Price comes in after you have convinced a customer you can provide value. However, if you jump right in and start talking about price, your customer may perceive you as someone who just wants their money.
If You Want to Make Sales Don’t Rush the Call
Serious customers are also customers who want the best bang for their buck. And to make sure they get it, they will ask questions, questions that, if not answered, will make them take their business elsewhere.
Therefore, if you’re offering a customer a new product or a better alternative to their current one, then you must be ready to answer questions they have about why the product is right for them. Most times, it is through your answers that you onboard them.
Predictive dialer software can be very helpful here. By speeding up the downtime in between calls, it’s easier to spend that time talking to the customer instead.
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Actively Listen to Customers and Make More Sales
There’s hearing and then there’s listening. Hearing is passive and it’s what you should avoid doing. Listening, on the other hand, is actively paying attention to your customers to find out their pain points, what they need, and how best to deliver your product or service. Listening more also means talking less. Therefore, it’s important to focus on developing your active listening skills.
Converse with Your Customers
The use of sales scripts is common practice for closing sales, and while that might prove useful for rookies and have quality assurance benefits, the fact remains that people can tell when you’re reading from a script.
You’ll make more sales if you take the time to actually get to know your customer. However, if a customer feels like you are more interested in “getting this over with” than in solving their problem, they will take their business elsewhere.
Benefits Sell, Not Lists of Facts and Features
One thing you should always keep in mind as a salesperson is that customers make purchases based on what’s in it for them. A list of fancy features means little to them if they don’t see the benefit of making a purchase.
Your job is to show them that buying your product is beneficial to them. Plus, you’ll make more sales by talking about the specific benefits your product has for that particular customer. Bottom line: Benefits sell, features don’t.
Don’t Give Ultimatums or Absolutes
The conversation between a sales rep and a customer is a negotiation. One party has a product or service they can provide, and the other party is in want or need of said product. Negotiations then determine the price and manner in which these products or services are delivered.
One thing that is not a part of this process is the sales rep giving ultimatums with statements like, “This is the last price,” or, “It’s this or nothing.” Keep in mind that customers know they can always take their business elsewhere. You’ll make more sales if you remember this.