Mastering the art of selling is one of the keys to running a successful business. Unfortunately, it doesn’t matter how amazing your product or service is if you can’t convince others of its value. In this quick guide, we’ll walk you through a few simple yet effective tips to become a better salesperson.
You’ll learn about the four phases of the sales process, the importance of being a good listener, how to plan and organize your sales efforts like a jog, and finally, how to answer your customers’ three most important questions.
This is about creating a positive first impression on the customer. You only have five seconds to do it, so use them wisely!
In this stage, you ask questions to understand who the customer is and what they need.
Now it’s time to present what you have to offer the customer.
Finally, you reach an agreement.
Remember, a good salesperson is a good listener. One of the most common mistakes many salespeople make is rushing from phase 2 (analysis) to phase 3 (presentation) without fully understanding what the customer actually needs. Make sure you really understand the customer’s needs before presenting your solution. Start with open questions – how, what, why. As the conversation progresses, move to more closed questions – like “Have I understood you correctly that…” and “Is there anything that would prevent you from…”
Finish by discussing the cost, but only after making sure the customer wants what you’re selling. Sales should be a win-win for both parties.
As a salesperson, it can sometimes be hard to take the first step. For an entrepreneur, it’s often a step in itself – to even see yourself as a salesperson. Everyone running their own business needs to be a salesperson to some extent, especially in the beginning. But you know what? Getting started with your sales doesn’t have to be harder (or easier…) than starting to jog. Here are some tips to get your sales training started:
Just as you plan a jog, you should plan your sales contacts. Schedule them in your calendar. Tip! Choose a time of day when you usually feel the most alert and productive, and when nothing can disturb you.
One workout in spring and another in autumn won’t make you a fast runner. You need regularity to see results in your sales efforts.
Running in a group and holding each other mutually accountable ensures the jog actually happens. Your scheduled partner will notice if you try to skip the workout. Sell together in the company, or at the same time. Talk about sales, difficulties, and successes. Inspire and cheer each other on.
Anyone who says all jogs are enjoyable is lying – we all agree on that. And not all sales contacts will be wonderful. But it’s in these challenges that we really grow. Lower your expectations and place a reasonable emotional weight on a “no.”
Signing up for a race can be a motivation for training. Similarly, sales goals – ones you set yourself – can drive you in your work.
When you reach your sales goals, celebrate! Share your successes and brag about yourself. 🥳
To succeed in sales, you need to answer the customer’s three most important questions: “Why should I buy this?”, “Why should I buy this from you?”, and “Why should I buy this now?” By addressing these questions, you can create a strong connection between the customer’s needs and your product or service.
This is about clarifying the value of your product or service. How will it solve the customer’s problem or improve their life?
Here you need to help the customer understand what makes you and your company unique. What is it about your product, service, or customer service that sets you apart from the competition?
Finally, you need to create a sense of urgency. Why is it important for the customer to make the decision to buy now?
Becoming a skilled salesperson is a process, but with the right preparation and strategies, you can master the art of selling. Remember the four phases of the sales process, plan your sales efforts like a jog, and always be ready to answer the customer’s three most important questions.
We’re here to support you along the way. Book a meeting with one of our business developers, and we’ll get back to you shortly!
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