What can you do to get the sale every time?
Mistakes in sales happen when companies fail to update their sales tactics. Today’s modern world needs modern thinking. Avoid the pitfalls and aim high.
Here are 10 important points to improve your sales.
Focus on the solution.
Your product is the solution to your clients’ problems. If you focus too much on the offer, you risk making your presentation too long or your prices too low. Remember that your clients need to know that your product or service will solve their issues. Identify three problems that your company can address.
Book Recommendation! Check out this book on selling called “How I Raised Myself from Failure to Success in Selling” by Frank Bettger.
Pay attention to signals.
Don’t focus so much on your presentation that you lose sight of important signals from your clients. Long hours spent preparing your pitch are useless if you cannot tell who the influencers are and whether you are getting their buy-in. Deliver a strong presentation. But make sure you pay attention to how your clients react. The interaction between you and your clients is more important than presentation slides!
Ask hard questions.
Lack of experience and or training sometimes leads to poor communication. Direct, honest conversations help build trust between you and your clients. Asking hard questions will help you understand why some deals close while others not.
Some good questions are:
- What do you think about our prices? Avoiding talking about your pricing is a rookie sales mistake. Bring it up. Welcome conversations about pricing.
- How do you feel about these terms?
- You have had a long relationship with our competitor. What makes working with us appealing?
Think beyond price.
Your clients may say they are only looking for the best price. But you always have a chance to convince them otherwise. Prices are not the only factors that make products or services great.
Keep the close in mind.
Make your intentions clear from the beginning. You might even mention how soon you want to close during your presentation.
Confidence, not arrogance, shows that you know how to solve your clients’ problems.
Your goal is to close the deal—your presentation should reflect that.
Know when to close.
Why continue your presentation if your clients are ready to make a decision? Think about dividing your presentation into parts, and check in with your clients during breaks. Ask them, “Have you seen enough to make a decision?” Your clients’ answers will tell you whether the presentation has served its purpose. Don’t keep presenting if your clients have already made a decision.
Be upfront about the price.
One of the most common mistakes in sales is waiting until the end of the presentation to discuss price. Traditional techniques advise you to build value, then show price. The reality is that your clients will be thinking about cost throughout the entire presentation. Save your clients the worry by stating the price upfront. They will then be able to listen carefully to your presentation to decide if your product or service is worth the price. If they worry about high costs at the beginning, you can acknowledge their concern but make sure to prove to them that your product or service is worth the price.
Pay attention to the influencers.
Don’t focus solely on the decision-maker during your presentation. Know who else will influence the decision to buy. Ask your clients if there are others involved in decision-making. Understanding how influencers affect decisions will help you make a close.
Watch out for free trials.
Nothing in the world comes free. Free trials without timelines or commitments to invest cause cash flow problems. If you have a SaaS or membership model free trials might be great for your business, but they don’t work for every business. Free trials rarely work for professional service businesses.
Maintain a sense of urgency.
Closing the deal is your number one goal. Don’t hold back from completing transactions for fear of sounding pushy. Train your sales team to be insistent without appearing to pressure.