7 Sales Techniques to Convert More Leads into Customers
Sales techniques serve to guide salespeople in the activity of selling more and retaining and gaining more customers.
But for that you need to approach them assertively, know how to listen and, more than that, show how your solution is the best for the pain he has.
That’s why following some sales techniques is essential.
Even though some more experienced salespeople have their way of selling (often improvising), having a pre-established step by step is important.
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However, why not have these techniques mapped, categorized within your sales playbook, so that your entire sales team can apply them on a daily basis?
And here we talk not only about the seller but also about the pre-sales team.
That’s why, in this article, we’ve separated some important sales techniques to be applied on a daily basis.
Some suggestions, guidelines so that from the first contact to the acceptance of your proposal, the customer is delighted by your company.
Come on? Good reading!
What are sales techniques?
Sales techniques are ways to make everyday life in the commercial sector easier.
They can be seen as tips or good practices for both salespeople and pre-salespeople to be more assertive in their sales pitch.
It is categorized knowledge that can work better or worse depending on the segment in which it operates and also according to the profile of the customer served.
Check out these sales techniques to achieve your goals.
7 Sales Techniques to Go Further!
You can apply sales techniques to be more precise and generate more customer value. That’s what you want, that’s what the company and the customer need.
Check out 7 techniques we’ve set aside for you today:
1 – Segment sales, the basis of sales techniques
Are you in the habit of analyzing which types of customers your sales conversion rate is highest? And the customer profiles that make the most bills?
Can you identify which ones have the shortest purchase process and which ones need the most time to decide?
These are just some of the questions that a good analysis of your sales history should be able to answer.
If you do not have this type of record, try to assess which are the segments in which the product or service is more adherent, has more added values, and has more differentials and less competition.
The act of segmenting the market allows you to create arguments, approaches and offers much more adherent and assertive!
That doesn’t mean that potential customers from other industries won’t be approached—but that they’ll have prospected when the best opportunities are scarcer, right?
Segment the market to have more assertive sales.
2 – Be available! Help the customer understand their needs
Often, those on the other end of the line do not have exactly the full dimension of what they need.
Not only for the current moment but also projecting the future of the potential customer’s business. Showing how the product or service being sold will impact you is essential.
And that is why the role of the salesperson as much more than a sales consultant is important, with a very thorough study of the segment in which the customer operates and how your solution serves him.
3 – Have confidence, it is the key to a good sale
For the above item to occur assertively, the seller needs to understand all the benefits that what you sell has.
Only then will it be possible to generate value for those who are listening to you. And generating value makes a relationship of trust to be generated.
After all, you are showing that you are an expert on the subject and that what you say makes sense.
More than that. With the customer trusting you, they will surely come back to buy again. If a purchase solves your problem, he will be a brand promoter.
It will refer your company to others who are going through the problem you were able to solve.
4 – Show the benefits of what you sell
You showed what the customer needs and talked about the product or service you sell. Now it’s time to take another step.
The seller has to know well what he sells. More than that, you need to really believe in the solution you are offering.
So focus on the benefits you get.
Talk about the specific characteristics that make sense for the client’s business. Explain the short, medium and long term advantages that he will have when buying.
Also, comment on the problems he will have if he doesn’t buy what you are selling.
With the whole scenario exposed, it is clearer for the client to understand the entire context that is inserted and have an even clearer and more strategic vision of what they need.
The customer needs to understand what advantages he will have with what you sell.
5 – Be flexible but resilient
It is necessary to be prepared to adapt the speech and also the tactics if necessary. Not all customers are the same, and they understand the standard speech that you have, out of habit, adopted.
Therefore, have different postures for each situation. However, it is important to do this without losing the essence of your company.
Although there is pressure to close the deal and meet goals, it is necessary to be cool.
It is necessary to act calmly and strategically so as not to offer something the company cannot cover.
Examples of this are discounts or some customization that is not available at the moment, just for the sale to be sealed.
6 – Identify and resolve objections
The objection is different from rejection. The latter is when the customer doesn’t really want to buy what you’re selling – and insisting will only damage the company’s image.
This, by the way, if it happens frequently, be careful! It is, therefore, necessary to rethink your entire commercial strategy.
But, let’s get to the objections.
To talk about objecting to your product or service, let’s take CRM Pipe Run as an example.
In this scenario, it would occur when the customer says he will not hire the software because it has many features. Or because you don’t believe your sales team would engage in using it.
Then, it will be up to the seller to get around it. In this case, using the example above, it is correct to say that there is complete training available for the entire team.
And, also, that it is possible to make an appointment for a question session. But to be able to overcome any objections, it is necessary to be strategic, so that:
- You’ll listen more than talk and jot down important points to explore;
- So don’t make the ineptness of interrupting the customer on the other end of the line;
- Perhaps the client does not have a good knowledge of the subject and this is an opening for you to educate him and show how your solution helps him;
- But, if he dominates and knows that the competition has some advantages, known in your head what differences you have compared to it.
7 – Create a sense of urgency
You have segmented the market, made the customer understand the pain they are having, created a relationship of trust, showed how and why your solution is essential for them, and circumvented the objections they raised to closing the deal.
Well, so now is the time for you to finally take the opportunity for granted?
For this, creating a sense of urgency in it is one of the valid sales techniques, such as:
- “This offer is exclusive to those who hire this week”;
- “I’m offering 10% off if you ‘close’ now”;
- “The X benefit I mentioned is only if you accept the proposal until tomorrow”, among others.
Find out how to leverage your sales techniques with the models below.
Sales techniques combined with methodologies
The sales techniques mentioned above can be leveraged by several different sales models.
Below, we have selected some for you to apply to your business.
Social Selling, the right way to approach
Use the data available on social networks such as Twitter and LinkedIn to find out what your audience likes, shares, and publishes and opinions.
This is one way you have to identify relevant subjects and themes.
Themes that will be more appealing than a standard phone call or email asking to introduce the company or schedule a meeting.
Despite spending more time on prospecting, this technique helps to personalize messages and approaches, reducing the number of leads to be prospected.
On the other hand, the conversion rate of a prospect into an opportunity — and then a customer — soars!
When combined with the segmentation technique, Social Selling improves the quality of leads and results in increased revenue for the company.
Solution Selling, the consultative sales model
Selling solutions instead of products or services: This is the best definition of Solution Selling.
At its core, sales techniques consist of combining all the knowledge the salesperson has about the product with the information he gathers from the lead.
Once this is done, he then presents the way in which his offer can solve the customer’s pain. The golden rules of its application are:
You must listen first to diagnose later. In other words, never offer something without knowing if the customer really needs it!
Control the sales process through arguments, but make the buyer feel in control.
Therefore, arguments should lead the person to conclusions, with no ready-made answers.
Service through processes ranging from prospecting to closing the sale.
In other words, don’t skip steps because of the company’s goals or revenue. If that happens, the customer’s interest can be deflated.
Inside Sales, cost reduction with remote sales
You can use all of the sales techniques already mentioned associated with the inside sales model.
After all, this is where the entire process is conducted remotely, with meetings and presentations taking place via telephone or online conferences.
If your company sells products with high average ticket and extremely complex, the Inside Sales model can be adopted for the pre-qualification of opportunities.
This way, leads that do not have a budget, are not decision makers in the purchase process or do not need your solution can be discarded even before generating costs with sales.
Using one or more of these methods, pure or in combination, is to give you the assurance that your sales process can be constantly improved.
However, not having sales techniques for the team’s routine is giving up the management of your sales team!
So, how can we help you?
Enjoy and read our article that talks about CAC and LTV and learn how to parameterize these values.
Sales techniques serve to guide salespeople in the activity of selling more and retaining and gaining more customers. But for that you need to approach them assertively, know how to listen and, more than that, show how your solution is the best for the pain he has. That’s why following some sales techniques is essential. Even…