One thing all salespeople seek is consistency. The only thing better than closing a sale is knowing you can close the next one, too. The best way to ensure repeated success is following established, proven sales techniques. Once you know how to sell a product, you can repeat your process and repeat your sales.
Without any defined selling techniques, you’re just shooting in the dark. And as we’ve discussed on the blog before, all sales people know the best way to be productive is to be organized.
As such, we’re sharing our favorite sales techniques to help you close every time.
As humans, we crave connection with others; whenever we interact, we are constantly looking for something in common, whether consciously or subconsciously. So, how can you use this knowledge to your advantage? Research your lead, and before writing an email or calling, jot down a few key points and possible connections.
For example: when searching for a lead’s email address through FindThatLead you find their Twitter account. You take a brief look and see that they’ve been tweeting about a particular sports team’s recent game. When you speak to them, you can bring up sports, knowing in advance that they’ll be happy to discuss the subject.
Pro Tip: Identify a customer similar to your sales lead, who had a problem but was able to get it solved thanks to your company’s tools and services. Your lead will connect with the story due to its similarity and already start to imagine themselves in the same position.
One of the biggest hurdles salespeople have to jump over is getting your leads to trust you and to believe in what you’re selling. What´s the best way to help your future customers trust you? Is it creating a long list of reasons why you’re the best, details about your product or service, and more? Nooooo!
One of the best ways to get your leads to trust you is not by trying to convince them yourself, but by having your current customers do that for you! How can you do that? Easy – with testimonials.
Figure out who are your happiest customers, or the customers that have gotten the most benefit, and ask them if they’d be willing to share their happy story. You can do it in many different formats: they could write a simple paragraph, send a quote, record a video, or you could work together with the marketing team and dedicate a special blog post to their testimonial.
Use the Power of Three
Three is a magic number! Don’t believe me? UCLA researchers have scientifically demonstrated that three is the optimal number of claims to make when persuading people (If you need more convincing, feel free to read the study)
Application of this sales technique is quite simple. Every time you contact a new prospect, be sure to include three main points.
- Your customer’s problem
- Your company’s solution
- Customer Testimonial
Close your sales on 1, 2, 3… and deal!
Well there you have it folks!
As awesome as these sales techniques are, they’re only useful if you have good leads to contact. Don’t forget that at FindThatLead we can help you to find anyone’s email address in just a few seconds. Download our plugin for free and start applying these selling techniques!