7 top sales techniques of the pros

If you are wondering how you can increase your sales production then maybe it's time to sit back and really analyze your sales techniques. Unless you are brand spanking new to sales, you've probably worked for a number of companies and each of those had their own sales training style. You've probably taken what you felt were the most effective techniques from each of those past experiences and fashion them into a style that is unique to you. But at the heart of it, are you still truing to "win" sales? Or are you focused on helping a prospect come to the conclusion that you have the solution best suited for his need. Really, it's all about them, not you.1. Know your prospect before the calDo your homework and research the company, its products or services, reputation, size, any awards or mentions in the press, associations they belong to and who senior management is (at least their names). Having this information not only better prepares you but can be used to ask questions that beg for involved answers. The more they talk the stronger the relationship.2. Focus on the prospects needsDon't have a bag of canned solutions in your briefcase. Your job is to learn just what the need is and then fashion a solution that meets it. Don't oversell because your company is having a promotional push on a particular product or service, and don't undersell thinking that's the only way you can meet the prospect's budget restraints. Doing either of these two may get you the sale today but you will have lost all future business because you have lost their trust and confidence.3. Sell the benefits not the shiny objectIf you represent a temp agency that specializes in IT personnel what you are really selling is flexibility in staffing, reducing head count, minimizing employer liability exposure, cutting hiring and training expenses, increasing employee morale by minimizing the likelihood of layoffs and much more. Emphasize those benefits and minimize the amount of time you talk about your company. When the client decides he's sold on the benefit then he'll start asking about the company and this will tell you what his real concerns are.4. Emphasize why they should use your serviceEverybody talks about overcoming objections but if you keep their minds focused on why they should buy by restating the benefits (see above) you minimize the risk of them thinking of reasons why they shouldn't buy. If you know your product is going to save the prospect time and money, it's your job to educate him or her and make sure that he or she understands that.5. Help your prospect succeedIf you want this to be a long term relationship then you have to sincerely help your prospect succeed both as a company and as an individual. The solution that you come up with has to uniquely solve their concerns and it has to reflect well on the person you have been dealing with. Face it. Nobody wants to be the idiot who bought something that didn't work or that was amazingly overpriced. However everybody wants to be the genius who was responsible for getting a product that saved both time and money.6. When it's time to close let your prospect do it.Traditionally you ask for the order and then deal with the objections. But what if you delivered a spot on proposal that answered all the concerns and demonstrated value and at the end of the presentation you simply asked "Well. Where do we go from here? What's the next step?" You're not asking for the order you're asking what else you have to do before they buy. In a perfect world they would ask for a contract. In the real world they will tell you that they have to get somebody else's approval and that's when you ask what you can do to help. They want it now it's your job to help them get it.7. Become a resourceYou are in a unique position to serve as a resource to your prospect or client. You have unquestionably had more one on one conversations with competing companies or companies that have similar issues than anyone in your prospect's or client's organization. You are a font of information and you should use that to ethically help your clients. If they view you as a trusted resource, you can count on the orders continuing to flow in.It's all about relationships. It doesn't matter if you are selling consulting services or office supplies it's all about the way your client perceives you. Build a partnership and you are building long term success.

Original :: 7 top sales techniques of the pros