|Here are the top sales tips that can have an immediate improvement in your sales results. These tips are very easy and practical to implement regardless of your level of experience and knowledge.
Use a Sales Script
It is very common for sales people to have a very negative impression of using a sales script. Part of the reason for this is that many people think of a script being a long document that we read from and repeat word for word.
The reality is that a sales script can be something as simple as a bullet point list of questions and statements that we need to go through when talking with prospects. By having these listed out, we can greatly improve our execution.
Prepare for Objections
You are going to face objections throughout your sales process. Whether it is prospects saying that they are not interested, they are not looking to make a change, or that your prices are too high, you are guaranteed to have to deal with these responses.
One of the top sales tips is to simply prepare for these objections. There are really only between 10 to 15 objections that you will consistently run up against. As result, we can fairly easily list out the objections that we anticipate and then script out the best responses.
Focus on Qualifying
With the ever present need to find business and close deals, we can easily find ourselves trying to sell to everybody. The problem with that is that not everybody is a good fit for what we have to offer and this can lead to us wasting time talking to prospects that have a very low probability of purchasing.
If we use the tops sales tips to shift from chasing everybody and move toward qualifying prospects, we will look closer at prospects and be more selective when it comes to the prospects that we spend our valuable time with. This step alone will can improve your pipeline management and close rate.
Try to Find Pain
Somewhat related to qualifying prospects, you can improve results by always trying to find prospects that have some level of pain around the products and services that you sell. Is everything great, just OK, or could be better?
If there is not any pain, there will not be a reason to make a change, and as result, even though you have been persuasive enough to get meetings and create a lead, when it comes time to close the deal, things can stall out as the prospect might not have the justification to move forward.
Effectively Collect and Manage Information
With every prospect interaction, there is likely information collected. It could be collected while doing research before sales calls or it could be gathered from prospects directly. The better you are at gathering and managing this information will make all of your discussions more productive and that will lead to better lead generation.
Most of the top sales tips already discussed will help you to gather more information around your prospects. From there, you can use many different tools and processes to make sure the information can be easily accessed throughout the sales cycle.
Launch Pad Solutions provides a sales script tool helping sales pros to implement the top sales tips.
|This article was published on Saturday 25 August, 2012.|
|Back to main topic: Sales Tips
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Keys to Building Rapport with Sales Prospects
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Nine Good Sales Tips (Part I)
Nine Good Sales Tips (Part II)
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