In the highly competitive world of business, companies need to make sure that their sales performance remains consistent and on an upward trend. Sales veterans would know that this is easier said than done.
When you’re expected to continuously deliver, it can be hard to find new and inspired ways to reel in new sales. That’s why in this article, we’ll share five tips that are vastly underrated but have great potential in boosting your sales team’s performance.
Gone are the days when sales reps can rely solely on charm and smooth talking to close a deal. With easy access to online resources, customers are more informed and educated than ever. When deciding on a big purchase, people usually do their homework first and conduct online research about the product or service they’re looking to buy. What’s a sales rep to do in this case?
You can boost the customer’s perception of your company and brand by building trust online. By readily offering information through engaging content and social media posts, you can start gaining the confidence of your target customers.
More often than not, sales reps are quick to talk about how their product or service could benefit the lives of their customers. Going straight for the pitch is an instinctive move when you feel like you’re about to lose a customer’s attention.
However, it’s arguable that the best way to hold someone’s attention for longer is to not make the sales pitch. After all, it can make the customer feel like they’re being talked at. A more effective way would be to take genuine interest in your customer. Ask them about their needs and what problem they’re trying to solve. This will give you a better chance of selling a product or service that would actually add value to customers’ lives.
Instead of focusing on showcasing your product or service features, make each customer interaction about the customer’s problem. It may be counterintuitive, but you need to shift the focus of the conversation away from the product you’re selling, at least in the beginning.
You have to treat each customer interaction as an opportunity to give the customer the spotlight. Create an experience for them where they’re the center of attention. Make them feel understood by actually caring about what they have to say and listening for their pain points. More likely than not, this will help the customer remember the interaction long after it’s over.
After you’ve listened to your customer’s needs and problems, let them know that you’ve been paying attention by repeating pertinent details they’ve shared while you talk about a potential solution.
When the conversation comes to what product or service can address the customer’s needs, share information about the product’s performance first. If you don’t have concrete data to illustrate how great your product is, share anecdotes and feedback from customers who’ve used it before.
If you feel like the customer interaction has gone well, ask the customer to leave a review for your business online. When you do so, emphasize the fact that this will help you out. If the customer’s experience has been positive thus far, giving them the opportunity to help you in return can help boost that positive energy even more.
When they do leave an online review for your business, make sure to reply and thank them. This is good practice for enhancing customer relationships and building brand loyalty. It can also help other potential customers find your business online and form positive impressions even before they make a product or service inquiry.
don’t miss any of our top articles