The role of a seller can be extremely lucrative when the right route path is taken; there’s simply no getting around this fact. This being said, sales can be very difficult, especially since there isn’t a cut and dry method that works the same way for everyone. Many of the problems faced by those in sales come down to the fact that making the perfect sales call can be easier said than done. Sales calls are truly a form of art; there’s little to no science involved here. You can dramatically impact your ability to make more money by having a solid idea as to how you should go about taking a call.
Here are five tips for taking a brilliant sales call, each of which is worth internalizing:
1. Know Your Market
You could be the friendliest person in the world, but none of that will matter if you don’t have a solid understanding of your market. Getting to know your market is the first and most important thing that you can do to boost your ability to convert a sale, and doesn’t have to be as hard as you might think. One of the best ways to go about doing so is to stick to a niche that you fully understand, rather than trying to branch out just to bring in new clients. The latter may seem like the right path to more money, but it usually results in botched sales.
2. Establish a Strong Market Presence
If you’re going to truly be a sales guru, you have to work towards establishing a strong market presence before you even pick up the phone. Affiliate marketing, display advertising, social media and email marketing are all ways to help bring in new clients, thanks to the prominence of the Internet.
3. Understand The Prospects Needs
A prospect may get in touch saying that he or she is in need of a specific service, but you’ve got to get to the “need behind the need” if you want to make a truly effective sale. For instance, if the client says they need to implement cloud computing technology, try to understand why this is; perhaps they’re having IT issues that could be solved in a different manner.
4. Get the Meeting
You can’t expect to have a productive sales call if you don’t go into it with the goal of getting an initial or follow-up meeting. Getting the meeting should always be your goal at first, as there is no substitute for face-to-face communication. Many leads or potential clients will prefer to do their business via the phone or email, but this should be viewed as a means and not an end. You’ll find the most success by working with individuals on a personal level, which can be difficult to achieve over the phone.
5. Avoid Being Pushy
No one likes to hear a canned sales pitch. If anything, this is likely to turn your prospect off and cause more harm than good. It is essential that you avoid being pushy when going on a sales call. You might feel the urge to convince your prospect that they need your help, but doing so in a way that comes off as aggressive will get you nowhere.
With the above tips on your side, you can dramatically increase your conversion rate!