The ability to sell a product, a service, or an idea to the existing customer or to the new customer is an art. When it comes to closing a sale, it is not only about effective communication as it also includes the skill of listening closely, thinking critically, and applying the effective sales techniques intelligently. Fascinatingly, studies on sales continue to show that industry-wide productivity is constantly on the deterioration. Even though organizations are increasing their sales teams and looking for more forceful sales goals, they simply are not scaling their processes, best practices, and sales tools efficiently.
Sales professionals like George Bardwil say that sales is all about human communication and the constructing of relationships, however, too frequently, sales people just follow their normal instinct and trust that sales is all about convincing the purchaser about how great their product or service is. This is where they make mistake. In every sales opportunity, the only person who has the power to make any purchasing decision is the buyer, therefore all focus must be on understanding them and how they view or feel about the need of the product or service.
Listed below are some of the tips that are provided by professionals like George Bardwil which can help in improving the sales performance.
Understand your business niche and clarify your mission.
To measure your progress, and track them closely, set results goals.
Emphasize the features of your product or service that decrease costs and solve problems for the customers.
Create positive attention and try to maintain it.
Develop your listening skills so that you can respond and take action promptly.
Know your weaknesses as then only you can work on it to improve, and set goals to force yourself to do the things you do not like to do. Be more inventive in your searching, fact finding, and performance abilities.
Focus on the benefits of what makes your product better than others.
Use Content and Social Media Marketing to get more access to qualified leads, to acquire customers and to sell your product.
Conduct market research on your competitors to find out the right price. If you have a high-priced service, be prepared to over deliver quality to your customers. Value can be determined by apparent value of your product. If you can make your product seem grander to your competitors, you can charge a higher price.
Make a creative and compelling sales presentation to your customers.
Once a customer has purchased your product, this should not be the end of your relationship with them. Emphasize on building a strong relationship with your customer. This will only create more faith and add worth to your product.
Experts like George Bardwil ask sales person to give a special offer a minor discount or an extra bonus in exchange for a customer’s commitment if a customer is unwilling to make a purchase instantly.
Thus, by following these simple strategies one can make an improvement in the sales performance.