Finding the sales techniques that best match your solution and your customer is not always easy. After all, what works best with your target audience and according to the activity you perform?
If a single strategy to sell more was effective in any scenario, there would be no service sales techniques, retail sales techniques, telephone sales techniques, and so on. It makes sense to focus on your specifics, therefore. And it is not difficult to understand the reason for this.
The purchasing decision-making process is constantly changing, especially after the popularization of the internet and smartphones. This requires continually reevaluating the strategy, in order to meet the demand of increasingly informed and demanding consumers. The ideal is to find the perfect balance between being persuasive without appearing invasive.
- Be attractive, not repulsive.
- Arouse attention, not disinterest or indifference.
Therefore, your challenge begins with the elaboration of a detailed plan. And given the countless sales techniques that we see out there, you have to remember that when trying to make a sale, the customer must always come first. So, with total focus on it, check out below 18 sales techniques that can be efficient in your business. Through this post, you will know how to get more sales.
18 sales techniques that can be efficient in your business
Traditional sales techniques are no longer as effective as they used to be. Consumer behavior now is to go after knowledge long before buying. And, with information increasingly democratic through the internet, just one click is enough for anyone to discover everything they need about a product or service without having to go through a salesperson or consultant. Thus, prospecting customers becomes increasingly difficult. So, we prepared this content with some tips for you to put more intelligence into your processes and leverage the results when selling!
#1. Know your target audience
Knowing your target audience is the first point of sales techniques. We wouldn’t even have to say it, but it never hurts to repeat. Each consumer has different needs and wants. It is what leads one to choose a certain brand, its products or services, and not another. So, your first challenge is very clear.
If you know who your audience is, you can readily identify their needs and help your audience find solutions to their problems. Each company has an ideal customer profile to segment, prospect, work with, and acquire.
Characteristics such as age, income level, marital status, educational level, location, hobbies, and interests are part of the assessment. They help companies to identify their buyer persona profile and, from there, align their sales techniques in order to convince the customer to close the purchase.
#2. Help the customer understand what he needs
It is a strategic mistake to believe that every customer comes to you with a clear need for consumption and sales. Sometimes, even he doesn’t know what he needs. Perhaps the discovery will only happen on the first contact with your company. There are also situations in which the approach technique itself, in the way the solution is presented to the customer, arouses his interest, and serves to identify his need.
In any case, the sales team must be prepared to inform, clarify, and clarify doubts, which means understanding the following elements:
- Features: tangible and intangible attributes of the product
- Advantages: product differentials
- Benefits: how the product’s features and advantages solve the customer’s problem.
Realize that knowledge of the solution it offers makes it easier to show the customer its usefulness.
#3. Focus on the benefit
During the beginning of the sales process, it is natural that the prospect does not fully understand the benefits of what you are selling. It is a very sensitive phase, in which you run the risk of having your product or service classified as just one more.
If this is the direction the negotiation takes, the mistake is yours, not the clients. He will only understand the value of the solution for your need if you make its advantages quite clear. See, then, how one technique leads to another.
As you identify what the customer really needs, it becomes easier to position yourself as the ideal answer. From there, the challenge will be to convince you of that. Show the value of what you offer.
#4. Know your product
You need to know what you are selling. As obvious as it may seem, this is where good sales opportunities are lost. There is no chance of showing that you have the ideal solution for a specific need if you do not master what it has to offer.
You can apply any of the best sales techniques and even then, you will lose the customer at your first objection. Knowing the product means being prepared to answer any question about it. This is what guarantees compliance with the previous tip, that is, to identify and focus on its real benefits.
Test the product or service, ask your manager questions about a particular item, read the advertising material, find out. The important thing is to become familiar with your solution.
#5. Have a competitive price
Price plays an important role in making decisions for many customers when making a purchase. This is especially true in the B2C market, aimed at the end consumer – but not just in it. Although your customer places great value on the quality of the solution, it is essential that part of your strategy includes the technique of competitive prices.
This does not mean that you have to set prices lower or equal to those of your competitors, as it must be consistent with what it offers. However, knowing the price of your competitor’s products or services helps you understand how much to charge for your own solution.
If you choose to charge a higher price than the competition, rest assured that you can fully meet customer expectations. Also, ensure that you can communicate and justify through added value why they are paying more for what you offer.
That is, the benefits are so many that even the relatively higher cost pays off. They can include extended or lifetime warranty, your level of expertise in the segment, or even the quality of your solutions, for example.
#6. Establish a trusting relationship with the customer
With the high competitiveness of the market, establishing a relationship of trust with the customer is essential to maintain a healthy business and constant growth. From the moment you identify the customer’s needs and solve his problem, you can generate satisfaction and add value to your company simultaneously.
Of course, the tendency is for you to have a consolidated customer base that will always be doing new business. And that is because they trust the quality of their service and products.
To prevent the trust from being broken, make sure you are always acting ethically with customers. And that takes us to the next sales technique.
#7. Be honest
As we have seen, acting ethically is essential to building and maintaining a good reputation. This implies being genuinely honest during your sales process. No mistake in trying to pass the customer over or fail to present the details clearly.
Lying or omitting has the same weight in this case. In other words, it is important to convey to the customer that you care about your goals and needs and not just about closing the sale.
#8. Be flexible
During the sale, it is natural to encounter specific demands from your potential customers. Given that, you need to be flexible enough to adapt to new challenges. What makes perfect sense, after all, for each client there is a different set of situations, interests, and needs, don’t you agree?
It is necessary to have a waist game. To say promptly that “this is not possible” for the customer is the same as sending him straight to the competition. So, instead of disagreeing or refusing an order, you can say something like “I would love to make this happen to you” and then check with the rest of your team to see if there is any possibility of meeting what was asked.
If not, you will at least be recognized for having tried.
#9. Don’t underestimate the customer
As mentioned above, customers are increasingly informed and, as a consequence, more demanding about what they want to buy. So don’t make the mistake of thinking that you can just cheat your customer and push anything for them to buy.
Even more so with social networks and search engines, one of the first actions that the customer tends to do is a search on these platforms to get to know a company better, seek evaluations and exchange opinions about the product before purchase.
If he sees any signs that he is being cheated, the chances of giving up are very high. But losing a customer is not the worst. A complete catastrophe would be to see him doing negative propaganda against his company, affecting his reputation and credibility in the market.
#10. Identify objections
The confusion between an objection and a rejection is quite common. When the customer says “no” right away, he is rejecting your offer. In this case, it is necessary to rethink the whole strategy, if you are still interested in selling to him.
Now, if the customer is only placing obstacles to purchase, such as price or payment terms, for example, it is possible to get around the situation. You can do this by demonstrating the value of your product or service, for example. Therefore, the seller must always be well prepared to anticipate and reverse these objections.
As you know the customer’s profile, it becomes easier to identify which are the most common and have an answer to each one.
#11. Be resilient
You may have already come across the concept of resilience, haven’t you? It is related to a person’s ability to recover from adverse situations and pressure, adapting, and learning from them at the same time. And in the sales environment, this thinking can – and should – be practiced by any salesperson whenever they have a negative reaction from the customer.
Listening to a “no” is completely normal, although unpleasant. On the other hand, the secret is to know how to be flexible and optimistic in the face of this situation and to understand that a “no” now can become a “yes” in the future. Just fight for it.
#12. Have a sense of organization
Nor can you just focus on the qualities of your product and completely abandon your organization. Failing that, the chances of falling during your business approach are high. If you find it difficult to stay organized, stay calm, as there is still a solution.
In addition to Excel spreadsheets, to keep data organized, depending on the size of your company, it is interesting to invest in some CRM software as an ally of your strategy. These programs greatly facilitate the management of your customer’s thanks to the numerous features present in the main platforms available, such as:
- Keep customer records updated and organized
- Salesforce management
- Structuring and managing the sales funnel
- Analysis of results
- Customer relationship history
- Ease of doing follow up.
#13. Develop strategic planning
It seems obvious, but it is always good to reinforce that you will hardly get far without well-defined planning and strategy. To create this sales plan is to understand the whole negotiation scenario. This involves both internal and external factors, which will influence the sales process.
In addition, of course, to know your buyer persona, your goals, your pains and needs to align the speech. The SWOT analysis and the BCG Matrix are good examples of tools to assist you in this planning. While the first allows you to make an internal and external diagnosis of your company, the second allows you to carry out an analysis on the performance of your products in the market.
#14. Create a sense of urgency
Anyone who thinks that creating a sense of urgency essentially means rushing the customer is wrong. In fact, it is about showing and convincing that your product is not only the right choice but also for this moment. In other words, the sense of urgency allows you to help potential customers to recognize the positive impact of your product on their daily lives and that is more than a reason for them to act immediately.
#15. Be creative
Keep in mind that your customer, like you, is bombarded with advertising all the time. Looking for creative solutions to satisfy your audience is the best way to attract your attention and stand out in the market.
The goal is to engage and engage your customers with arguments and make them imagine how their problems can be solved and their lives made easier with a certain solution. Try to pass on effective suggestions to customers. They appreciate that kind of help and it can lead to long-term relationships.
#16. Believe what you do
You need to have full faith in your ideas and arguments, otherwise, you will not be able to confidently explain them to other people and pass on credibility to them. Believing that you have enough capacity to meet your customers’ demands is the first step to gaining their trust.
While you must demonstrate that you believe in what you do, you must ensure that you care about the customer’s needs and not just another sale.
#17. Bet on existing customers
Winning new customers is an essential part of growing any business. Of that, you know well. On the other hand, when you are thinking about testing new features or expanding into new markets, you are much more likely to be successful with those who are already customers than to go looking for new ones.
After all, you already have an established relationship with your customer that is built on mutual trust and value. For example, let’s assume that your company operates in the B2B market and that your service has a plan with more resources, with great potential to attract consumer interest.
But how to awaken the desire to buy?
Invite them to test the service for a limited time, provide the resources and training they need to get real results with the tool. Show that this other plan brings real benefits to the company. Thus, the customer is more convinced about the quality of the service.
#18. Have references
This recurring customer base can help a company maximize its profits, but not just that. To get even better, getting referrals and referrals help to attract new customers naturally, grow the business, and build a good reputation. You can start a referral program that encourages your existing customers to suggest your company to acquaintances in exchange for exclusive promotions and discounts, for example. This may even be one of the most effective sales techniques, depending on your business model.
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I have provided valuable tips on sales techniques in this article to qualify your results. Now, the time has come to take them to the practical field. Guiding your prospects to a deeper understanding of your solution and its potential may sound a bit laborious at first. In the end, however, you will see that the whole effort was worth it. A solid strategy ensures that your business remains consistent and with interesting profitability. So, try to explore the sales techniques you know today.
Choose the ones best suited to your company, customer, product, and service profile. Focus on the specifics to gain attention and close good deals.