Know The 5 Steps to Make your Sales More Effective
Gabriela Turiano - 22 de febrero, 2017
Without a doubt, selling is one of the least favorite activities for independent salespeople. Unless your profession is specifically selling, it can be seen as a hard-to-get accessory.
Some people have a gift, a special charm that makes them able to sell ice to an eskimo, who is entirely grateful and wants to come back for more... but others don't. They simply have talents and gifts for other things, but selling is not their weapon of choice. So what do you do? Do you give up thinking you're not good at it? Or do you want to learn how to make your sales more effective, even if you are not an expert in the field?
First of all, there are several sales techniques that are used to classify and help the salesperson (in this case you) clearly state what your client considers valuable and to help you have an effective sales conversation.
But then there is that percentage chance that always exists. Even when you apply everything to the letter, you start to worry about what you could have done better, or different, whether you should call them or wait for their call.
And so dozens of scenarios arise in your mind in which, more often than not, you are not the hero of the situation. Sound familiar? So, especially in those cases, you can apply something I've read and that many sales experts recommend: Focus on what you can control.
So here are some things you can control:
5 steps that will make your sales more effective.
Step 1. Listen, Know and Learn about your Client's needs.
There are still many independent salespeople who make the big mistake of thinking that they know exactly what their clients need, and so... why listen to them?
Even if you have a highly effective sales solution for your client, it's a fantastic idea to listen to what your client has to say. Not only will it help you hit the nail on the head of this particular conversation, but:
“knowing more about your client will help you define the characteristics and needs they have”
Step 2. Validate Whether Your Solution is What They Really Need.
The first validation is yours. Will I really make a difference for this person? Is he my ideal client and would I want to work with him for the next x months?
Sometimes a professional can make the mistake of "feeling rejected" because his client didn't think the solution offered was valuable and powerful enough. In fact, if he had done a good analysis, he would have realized that this was the case before offering it to the client.
Don't be afraid to tell a prospective client that you can't help them or that you are not the best person to help them. Nobody likes to waste your time, they will thank you for it.
Step 3. Offer a Clear and Brief Solution.
I am not referring to a short solution, but to your presentation. It is very common that when you get to this stage of telling your prospect about your solution, you are very excited and a little nervous too. Then you want to talk (and indeed you do) for 10, 15, 20 minutes. Usually your client has fallen asleep by the third minute, but has been kind enough not to show it. Sound familiar? Surely you have been on the other side, right?
And once you have told him about what you think is the ideal solution, let him ask questions. Encourage his questions and inquiries. Don't overwhelm him with more and more information without letting him think and weigh his options.
Step 4: Follow-up
Most people are very busy and may not even remember that they have agreed to give you an answer. Other people just start their decision-making process and stay there...thinking day after day, without making any resolutions.
Call or Email them to find out what they thought or how their decision making process went. Don't be pushy and annoying, but don't disappear off the map either. Part of helping you implement your solution is helping you with your decision-making process.
Step 5. Be Independent of the Outcome
Some people will answer yes, others will answer no. Reasons? Most will have nothing to do with you. It's not their time, they don't see it as a priority, they're not as convinced, they're not willing to put in the effort involved, etc. And yes, it would be great for you if your potential client would give you an honest and clear answer, but most of the time that doesn't happen
Honestly, most people have a hard time saying no, much less explaining the reasons why. So if you are stuck on this part of the process, it is natural to suffer. Because you are focusing on something you cannot control.
What I always suggest to my clients is... after talking to a potential client, do an evaluation to analyze what things you did well and should continue to do, and what things you did badly and should improve. There is no point in worrying
One I always suggest to my clients is... after talking to a prospect, do an evaluation to analyze what things they have done right and should continue to do, and what things they have done wrong and should modify. After that, you have nothing more to do (except the follow up explained in the previous point) so relax because the cards are already dealt. It's no use worrying because you can't change anything and it's not up to you. Better focus on what you can change (improve!), you have to practice more your speech and work to get more potential clients and start the cycle again.
Effective selling will happen on its own as you master these 5 steps, and you will undoubtedly feel much better.
What do you think about these 5 steps to make your sales more effective? What do you find most difficult in sales and where do you think you need to improve?
By Gabriela Turiano
Certified coach, business mentor and expert in Marketing & Professional Business. She advises entrepreneurs and independent professionals to empower and grow their own business.
Por Gabriela Turiano