Here are my top 10 sales tips, all of which have served me for
years:
- You
can sell only if you yourself are convinced:
If you are not sold on the product or service, it will be an uphill battle
to sell someone on else. Your lack of conviction will scream through.
- Be
clear and direct: When pitching do not use
complicated diction. Pride yourself instead on being able to explain the
concept as quickly, clearly and simply as possible. This is important
because the biggest problem in sales is client confusion. Confusion does
not lead to a Yes.
- Pressure
is an art: Creating FUD (Fear,
Uncertainty and Doubt) in your client’s mind can be a good thing because
it will lead to serious consideration of your concept. I often need to
tell potential clients that their competition is also talking with us. The
trick is to mention this once and to NOT rub it in, which is likely to
anger them. No one who is angered into saying Yes.
- Know
your client: Make sure to research your
potential clients, know their challenges and their needs. One size hardly
ever fits all, and you look much stronger if you care about the business
enough to invest in the research. A cold call is much ‘warmer’ by simply
taking a few minutes to research your prospect prior to picking up the
phone.
- It’s
all about the presentation: Building an amazing deck is
critical to the sales process. Practice it, memorize it and be prepared to
shift your emphasis based on how the energy changes when you give the
presentation. Internally, we always ask ourselves: “Is the flow of this
deck right? Will it convince?”
- Be
passionate and exciting: Most presentations are BORING!
So create a show and make it exciting. Excitement is contagious – just
like a yawn.
- If
you don’t know the answer, do not guess: People
will ask you tough questions, and you may not always know the answer. The
person asking you may be testing you, knowing the answer full well. And if
you fumble, it’s very hard to rebuild credibility. Do not guess.
- Answer
questions directly and clearly: If you are asked a question and
you give a “politician’s answer” – in other words, if you don’t answer the
question – your credibility will decline, and you will hurt your chances
of making the sale.
- Humor
is a great lubricator: Funny stories always break the
ice.
- You
can always be better: Sales is an art, not a science.
Which means it’s never perfect and can always improve.
Bottom line: sales is a critical
function that is more art than science, so hone your art. And please share any
of the sales tips you’ve learned.
With apologies to Tom Szaky
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