As anyone who has held advertising sales jobs can tell you, being successful in sales takes dedication and hard work. But don’t fear. By learning which sales techniques work, you’ll be well on your way to finding your niche in your new sales position.
Where to begin
As with any job, your first step is to learn your company and its products and services inside and out. Check. Before you connect with potential customers, you’ll also want to develop your sales pitch with a value proposition. Check.
Now all you have to do is recommend a product / service to the customer and tell them why you should be the one he or she buys from. Then the sale is in the bag, right?
What is the customer looking for
How do you really know what the customer is looking for? Are you basing your product/service recommendation(s) on the initial information the customer has provided?
Presuming you know what the customer is looking for is a big mistake. Unfortunately, this is a mistake even seasoned sales professionals make. And the longer you’re in sales, the easier it is to convince yourself that you’ve seen it all before. But the truth is, whether you’re selling face-to-face or in online sales, no two customers are the same. Even if they’re in the same industry, a customer’s needs and pain points can be vastly different from one to the next.
It’s important to know that what a customer initially identifies as his or her need may or may not be the whole story. And that means, you can’t just take a customer’s expressed needs at face value… you must go deeper.
A proven technique for getting past this initial phase is to ask the right questions. These are open-ended questions that will get the customers talking about things like:
- What’s going on with the business that makes the purchase of this product or service valuable?
- How will the company function better with this purchase?
- What could prevent you from making the purchase?
- If you don’t make the purchase, how will the company be impacted?
Of course, once you get the customer talking, you’ll need to make sure you’re really listening. As you zero in on what the customer is saying, you’ll be able to fine-tune your sales pitch. That will show you really do understand the company’s needs and can offer a solution that suits the company’s requirements and addresses concerns.
Come back soon for more sales techniques from LogoNation Careers.