Business ideas from FinallyFast:
How many times have you seen a sale fail to close? Probably more than you care to remember. Selling a service or a product isn’t a walk in the park. So what can you do to set yourself apart from the pack and close the sale? Here are ten tips for selling a service or product.
1) Sell from the Top Down:
Find the highest-level decision maker that you can in the buyer’s organization. Sure, a lower-level person might ultimately make the decision to buy specifically from you, but approaching those members will be easier than approaching the higher-ups. If possible, get all the decision makers in a single room for the sale and use group mentality to your advantage.
2) Build a Relationship with the Ultimate Buyer:
“One-call” closes are a rarity in sales. People need to establish a relationship to feel comfortable about doing business together. Always assume that a sale will take several conversations.
3) Dress Appropriately:
Always make a mental note of what the people you call on are wearing. Dress a notch above that level, but no more. This will help you relate to your client and make them feel comfortable.
4) Be Five Minutes Early:
When you have a meeting with your client, show up five minutes early, and be gracious when your client tells you that they are running late and need an extra ten. Just make sure to get the time back at the end of the meeting.
5) Do your Homework:
Do as much research as possible on the company or client that you are selling to. Don’t waste valuable time researching your clients during your meetings. If the client feels like you are wasting their time, you might lose your opportunity.
6) Sell how You would like to be Sold:
If you don’t like canned presentations with a slide show, then neither will your client. Don’t use a cookie-cutter sales approach; ask the client how they would like to be sold to.
7) Have an Elevator Pitch:
Keep your pitch simple and under a minute. Have your pitch down so you can deliver it easily and comfortably. Be sure to have a five and ten-minute version of your presentation that is targeted specifically to your client’s needs.
If you have a complex product or service, make it easy for the client to understand when you explain it to them. Don’t expect others to “get it” as thoroughly as you.
9) Help Generate more Customers for your Client:
When you’re giving your presentation, be sure to point out how your product or service will help them generate more business.
Don’t wait for your clients to call you. Ask how they like to be communicated with, and keep the conversation open and ongoing.