7 Simple Secrets to Totally Rock Your Sales

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7 Simple Secrets to Totally Rock Your Sales

• sales lead tracking software vymo salesforce

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1. Each sale should be perceived as an Experiment

• Roger Schank, a psychologist, and computer
  scientist says that experimentation is something
  everyone does at each important step of our
  lives. People who do not perceive their actions
  as an experiment and don reason well from date
  will learn a lot less than people who do. The
  same concept applies to sales. If you don't
  carefully examine your sales approach, and
  discard the approach that is obtaining fewer
  results and replace it with a better approach,
  your sales rates won't improve. What is it that
  you do that fails to yield results? For example,
  are you wasting precious hours responding to the
  complex RFPs that you know is a waste of time? Do
  you realize how much you are taking in a single
  sales call instead of listening? Getting the
  answers to these questions will definitely make

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2. The seller should always be aware of himself

• Knowing how your personality affects others is an
  important thing in sales. For example, if you are
  an extrovert, your approach should or might be a
  face to face meeting which will help you cover a
  wide range of items discussed in a larger
  perspective. However, while dealing with an
  introverted client, it will be more useful for
  you to have an in-depth conversation about fewer
  topics. Its all about adapting your ways to fit
  the situation. Observe your client carefully and
  listen to him at all times. This honors your
  clients need and helps you be a better seller.

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3. Little Change-Ups in vocal tone should be
introduced.

• Your audience or customers attention span can be
  as short as 90 seconds as or more than that. Keep
  that in mind while presenting your sales
  information. If you fail to do so, often your
  customers would tune out. Engage their attention
  by introducing a changeup in your vocal tone. A
  change-up is any change in your normal way of
  speaking so that it does not sound monotonous.
  It's like in baseball, a ball is thrown with less
  velocity when the batter is expecting a real
  fastball. Introduce rhetorical questions,
  demonstrations, relevant anecdotes or exercises.
  This will make sure your client is interested in
  what youre trying to sell and help you deliver a
  successful sales presentation.

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4. Repeat everything you said to make sure your
client remembers everything.

• Your client is human and may forget parts of the
  information you are conveying to him. Make sure
  you're repeating the important things a
  sufficient number of times. You can introduce an
  important point at the beginning of your
  presentation, explain the point in detail and
  then again remind him at the conclusion. This
  will create a positive effect on the point in the
  client's memory and he/she would not easily
  forget. Psychology says repeating a point more
  than three time makes people trust the idea more.
  

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5. Update your sales approach.

• Information is more easily accessible to the
  customers in recent times. Dealing with customers
  often require a more sophisticated approach.
  Victor Antonio, author trainer and salesman
  extraordinaire calls it moving from old-school
  selling to new school selling. The mainstream
  approach of selling is to focus on the things
  you're selling and elaborating on its features
  and benefits. But in today's market, the seller
  will get better results by focusing on the
  advantages offered by the product which are not
  there in other products. Mentions the things your
  product offers over your competitor. The
  advantages may be physical, technical or
  financial but it will add a valuable boost to
  your sales rates

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6. Being Needy never Helps

• When you are being needy you are opening up an
  opportunity for other sellers. Your clients and
  customers will understand right away when you're
  being needy. They will focus more on your
  behavior than the product you're trying to sell.
  After repeated contacts with the client, if you
  fail to persuade the client to let them be.
  Continuing to sell after repeatedly being
  rejected by the customer will only result in
  causing anxiety as you're unable to make progress
  and thereby lowering the price of the product
  below what it is worth. Even though sales is a
  commercial process, it is a human encounter.
  Integrity and respect are the most important
  characters of a seller. As Ron Willingham, author
  and CEO of Integrity Systems put it Integrity
  selling is doing something for people rather than
  doing it to them.

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7. Always Keep Prospecting

• Even if youre busy after completing a big deal
  and putting the finishing touches, dont forget
  to think about future deals. Always keep your
  prospects handy so that you always have a steady
  supply of business. Always remember it requires
  less cost to retain customers than making new
  ones. Getting emotionally attached to a certain
  piece of business will cause you to give up
  power. That is not a healthy thing to do. Always
  keep your prospects interests in mind and go
  where business lies.