Selling is a delicate balancing act. To be successful and turn prospects into loyal customers, you need to understand when to push and when to hold back. Here are some helpful tips on the dos and don’ts of selling that every salesperson should keep in mind.
- Listen carefully – It’s important to really listen to what your prospect has to say, rather than just waiting for an opportune moment to jump in with your own opinion or pitch. When you give your client your full attention, it communicates respect and care, two qualities that can win over even the most skeptical of customers.
- Ask questions – As you’re listening, make sure that you ask clarifying questions so that you’ll be able to get a better understanding of the customer’s priorities and needs so that you can tailor your pitch or solution accordingly.
- Be flexible – You may have a set idea of how things should go, but it’s essential that you remain open-minded during conversations with prospects as they may have different ideas or needs than what you expected going in. Adaptability is key for success in sales as customers appreciate being heard and knowing that their requests are taken seriously by someone who understands their industry and needs on a deeper level.
- Tell stories – Storytelling is one of the most powerful tools a salesperson has at his/her disposal because emotional connections can be made much more easily through stories than data points or statistics alone. If there’s something particularly impressive about your company or product, find ways to convey this information through compelling anecdotes instead of hard facts—it will leave a much stronger impression on customers overall!
- Don’t use high pressure tactics – People appreciate being given space when presented with new opportunities—a hard sell won’t do any favors for either party involved as it typically communicates desperation on the seller’s end and distrust on the buyer’s part which often leads them away from actually making a purchase decision altogether.
- Don’t forget follow-up – Staying engaged with clients long after the purchase decision has been made will show customers that you are genuinely interested in their satisfaction levels with their purchase—so don’t forget to schedule regular check-ins after closing deals!
- Don’t expect immediate results – A willingness to wait for returns on investments is paramount during any sort of venture as immediate gratification isn’t always possible when it comes to sales cycles (especially longer ones) so make sure you stay prepared for any surprises along the way!
- Don’t underestimate how important customer service is – Freeing up resources spent on manual administrative tasks (such as taking orders over the phone) allow businesses more time for customer service activities like responding promptly to customer inquiries or feedback—which ultimately leads to greater customer satisfaction ratings in the long run!