Today, sales representatives are the main differentiator of the sales processes put in place. As the products or services offered are more and more easily accessible and customers no longer hesitate to compete, standing out from other players in the same sector of activity requires the development of a professional experience. single purchase. Find out in this article:
In order to increase their number of sales, sales representatives need to analyze the strategies in place and ensure that they are well articulated around customers and their needs.
No matter what industry and what type of business you work for, there are a few ground rules that will help you sell a product or service to the customers you want.
Sell all types of products to all types of customers
- Focus your attention on your customers
- Do some research before making a first contact
- Start by establishing a link
- Define a buyer persona
- Propose solutions before seeking to conclude a transaction
- Ask questions and listen to the answers
- Pay attention to certain specificities of human psychology
- Take into account the personality of your prospects
- Arouse emotions
- Respect the human nature of customers
1 - Focus your attention on your customers
It is never particularly pleasant to talk to someone who monopolizes the floor, especially if that person is condescending or arrogant.
Sales representatives are no exception to this rule, and when they spend too much time on their service offering or their business, what they perceive as essential information can in reality be likened to futile and unnecessary details by their interlocutors.
The golden rule of any commercial relationship unfailingly places the customer at the center of all your attention. Whether it's an email, voicemail, demo, or meeting, you should focus exclusively on their expectations and needs. To do this, ask yourself what interest your service offering represents for each prospect, and personalize each interaction based on the response.
To find out how to define the relevance of your offer, go to the next point.
2 - Carry out research before establishing a first contact
If you want a customer to give you their time and get to know and master your product or service, start by giving them back. At a time when social networks are an integral part of everyday life, you can no longer afford to contact a customer by phone or email without taking the time to do some research on their activities and centers. of interest beforehand.
This research phase should not be too time consuming and generally lasts between 5 and 10 minutes per prospect depending on the sales cycle you have opted for.
Below are eight ways to do your research before making your first contact:
- Twitter (the prospect's personal account and that of the company)
- The web page where the company publishes its press releases
- The web pages where its competitors publish theirs
- Company blog
- Its financial statements
- Google (the prospect and the companyand SEO services in Islamabad)
3 - start by establishing a link
- When you contact a prospect for the first time, you should rely on the elements of the research carried out in the previous step to find a personalized angle of approach.
- For example, if he lives in Paris and his social media profiles indicate a penchant for art, search for current exhibitions in the capital on Google and use that information to formulate an opening question targeted to his centers. of interest.
- In short, take the time to establish a connection with your prospect before promoting your offer, the interest it represents for them and the reasons why it outperforms that of your competition. Your prospect is a human being and you should speak to them as such before you jump into your sales pitch.
4 - Define a buyer persona
- It may seem obvious, but being successful in selling any type of product or service to any type of customer is not the same as selling just anything to just anyone.
- Whether you work in the ready-to-wear, automotive or B2B sector, you will achieve much better results if you take the time to define the main characteristics of your target customers so that you can use them as a point of comparison for qualify your prospects. You will thus create the profile of an ideal customer, which corresponds to your buyer persona.
- Once defined, you will be able to more precisely target the customers for whom your product or service represents a relevant solution. You can therefore focus your energy and resources on these and avoid wasting your time and that of insufficiently qualified leads.
5 - Propose solutions before seeking to conclude a transaction
- If you have correctly defined your buyer persona, you will spend most of your time talking to potential clients for whom your service offering may be the ideal solution. However, the latter probably do not yet know.
- So be careful not to jump into a commercial speech, at the risk of annoying them, or even rejecting them. Instead, offer them your help by focusing on the added value you can enable them to generate and, if you are not sure how to provide it, feel free to ask them.
- For example, you can send them a list of the latest features of your product, send them content that may meet their needs, or share the latest trends in your industry that they may not be aware of.
- Offering your advice and not positioning yourself only as a final expense leads sales representative allows you to target an audience that will be more receptive to your service offer when you present it to them.
6 - Ask questions and listen to the answers
- Whatever the extent of your research, there will always be gray areas in your prospect's profile that may prevent you from understanding the ins and outs of the problem he is facing and therefore from helping him. Therefore, it is essential that you ask him a certain number of questions to clarify these gray areas.
- Here are a few examples:
- “How did it happen? "
- “What are the most important features for you? "
- “Has that always been the case? "
- "How should you feel about this product? "
- "How important is solving this problem?" "
- “What is its impact on your business and your team? "
- "What solutions have you put in place to solve it? "
- "In an ideal world, what outcome would you like to bring to it? "
- "Could you give me an example?" "
- Having a list of questions prepared in advance is a great place to start, but if the conversation takes an unexpected turn, feel free to walk away and adapt them to suit the situation. The sincerity of your curiosity and the interest you have in your interlocutor will not go unnoticed and will promote the development of a relationship of trust
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