Salespeople Talk About Successful Sales Techniques
29 November 2010
Read by 1843 persons
A good salesperson must be well-informed about the developments in their sector. Patience, boldness, proactivity, and the ability to share the client's concerns and needs are key ingredients for sales success. Regardless of the prospecting method, two key elements are essential: the sales pitch and follow-up.
More informed, more demanding, and less loyal, clients have become the masters of the game in their relationships with businesses, especially in highly competitive markets or unfavorable economic conditions. According to global studies, a company loses an average of 50% of its customers every 5 years (almost 10% annually). Therefore, it is essential not only to retain customers but also to put all efforts into renewing the customer portfolio, specifically prospecting for new clients. This requires skilled salespeople. A successful salesperson doesn't just wait for opportunities; they must be active in the field, stay informed about industry developments by regularly attending trade shows and fairs to discover new products. This allows them to better promote their catalog and potentially contribute valuable ideas to other departments, such as marketing and production. As the saying goes, a good product sells itself easily, however, that human touch is still needed to reach the client and reassure them.
Today, the rise of Information and Communication Technologies (ICTs) has made sales prospecting much easier. Besides the phone, which remains the preferred tool, the internet, now widely accessible, has become an indispensable tool.
For telephone prospecting, it is necessary to target clients from a database, prepare a phone pitch, and anticipate answers to potential objections. For a mailing campaign, ensure the message is attractive enough to capture and retain the reader's attention.
For in-person visits (door-to-door), the procedure is similar: target clients based on their geographical area, plan a route, and prepare sales aids (samples, brochures, a sales pitch, and answers to potential objections!). Note that for telephone and mailing prospecting, follow-up actions should be planned a few days after sending the mail or making the initial phone contact.
Attending trade shows and exhibitions remains an effective way to recruit new clients. For professionals, the most important aspect is establishing initial contact with prospects, followed by a phone call. Similarly, being part of a network or association can help gain new customers. This requires identifying the right network and using it effectively.
Another new trend in sales is the use of social media. Websites like Viadeo or LinkedIn provide interesting contact databases not only for self-promotion but also for prospecting. This includes discussion groups related to a specific sector or profession, allowing the sharing of information that may interest clients. For better results, use a wide social network and join specialized forums. Finally, maintain contact with prospects even if a meeting doesn't result in an order. Salespeople can occasionally contact them, once a month if possible, by sending a newsletter or inviting them to a professional seminar. For Fayçal Mais, Sales and Marketing Manager at Timac Agro Maroc, attracting new clients also involves organizing training sessions for the target audience. “This helps raise awareness of current industry challenges and the latest technologies used,” he emphasizes.
Asking the Right Questions and Identifying Needs
Client acquisition goes beyond making contact; it's just the beginning. Face-to-face meetings are often crucial, especially with new clients. Many sales professionals we interviewed emphasize common sense techniques. First, prepare the meeting carefully (sales pitch, client needs identification, etc.) by asking the right questions and identifying the client's needs. Then comes the salesperson's talent, where everyone has their own tricks. “I use completely different approaches with my clients. With the more difficult ones, I try to get them talking to understand their needs. I don't hesitate to share their concerns, demonstrating attentiveness,” says a sales executive. Similarly, Asmaa, a travel agent, focuses on small details. “This helps convince undecided clients,” she says. Another seasoned salesperson believes that “you should always approach the client and put them at ease. You must meet their demands while respecting certain principles, including knowing when to say no to unreasonable deadlines.” The most challenging part is convincing an undecided client.
“When a client says they'll think about the offer, I don't hesitate to push them a little by mentioning that the offer isn't available indefinitely and is a great opportunity. It doesn't always work, but it's very useful sometimes,” he points out. A touch of boldness can open the most resistant doors. Don't hesitate to offer your expertise to prospects without expecting anything in return.
These skills aren't acquired overnight. On-the-job training is essential. That's why “recruiters pay more attention to a salesperson's years of experience than their education level,” explains Mohamed Bennouna.
Published November 22, 2010
Posted online November 29, 2010
lavieeco.com
More informed, more demanding, and less loyal, clients have become the masters of the game in their relationships with businesses, especially in highly competitive markets or unfavorable economic conditions. According to global studies, a company loses an average of 50% of its customers every 5 years (almost 10% annually). Therefore, it is essential not only to retain customers but also to put all efforts into renewing the customer portfolio, specifically prospecting for new clients. This requires skilled salespeople. A successful salesperson doesn't just wait for opportunities; they must be active in the field, stay informed about industry developments by regularly attending trade shows and fairs to discover new products. This allows them to better promote their catalog and potentially contribute valuable ideas to other departments, such as marketing and production. As the saying goes, a good product sells itself easily, however, that human touch is still needed to reach the client and reassure them.
Today, the rise of Information and Communication Technologies (ICTs) has made sales prospecting much easier. Besides the phone, which remains the preferred tool, the internet, now widely accessible, has become an indispensable tool.
For telephone prospecting, it is necessary to target clients from a database, prepare a phone pitch, and anticipate answers to potential objections. For a mailing campaign, ensure the message is attractive enough to capture and retain the reader's attention.
For in-person visits (door-to-door), the procedure is similar: target clients based on their geographical area, plan a route, and prepare sales aids (samples, brochures, a sales pitch, and answers to potential objections!). Note that for telephone and mailing prospecting, follow-up actions should be planned a few days after sending the mail or making the initial phone contact.
Attending trade shows and exhibitions remains an effective way to recruit new clients. For professionals, the most important aspect is establishing initial contact with prospects, followed by a phone call. Similarly, being part of a network or association can help gain new customers. This requires identifying the right network and using it effectively.
Another new trend in sales is the use of social media. Websites like Viadeo or LinkedIn provide interesting contact databases not only for self-promotion but also for prospecting. This includes discussion groups related to a specific sector or profession, allowing the sharing of information that may interest clients. For better results, use a wide social network and join specialized forums. Finally, maintain contact with prospects even if a meeting doesn't result in an order. Salespeople can occasionally contact them, once a month if possible, by sending a newsletter or inviting them to a professional seminar. For Fayçal Mais, Sales and Marketing Manager at Timac Agro Maroc, attracting new clients also involves organizing training sessions for the target audience. “This helps raise awareness of current industry challenges and the latest technologies used,” he emphasizes.
Asking the Right Questions and Identifying Needs
Client acquisition goes beyond making contact; it's just the beginning. Face-to-face meetings are often crucial, especially with new clients. Many sales professionals we interviewed emphasize common sense techniques. First, prepare the meeting carefully (sales pitch, client needs identification, etc.) by asking the right questions and identifying the client's needs. Then comes the salesperson's talent, where everyone has their own tricks. “I use completely different approaches with my clients. With the more difficult ones, I try to get them talking to understand their needs. I don't hesitate to share their concerns, demonstrating attentiveness,” says a sales executive. Similarly, Asmaa, a travel agent, focuses on small details. “This helps convince undecided clients,” she says. Another seasoned salesperson believes that “you should always approach the client and put them at ease. You must meet their demands while respecting certain principles, including knowing when to say no to unreasonable deadlines.” The most challenging part is convincing an undecided client.
“When a client says they'll think about the offer, I don't hesitate to push them a little by mentioning that the offer isn't available indefinitely and is a great opportunity. It doesn't always work, but it's very useful sometimes,” he points out. A touch of boldness can open the most resistant doors. Don't hesitate to offer your expertise to prospects without expecting anything in return.
These skills aren't acquired overnight. On-the-job training is essential. That's why “recruiters pay more attention to a salesperson's years of experience than their education level,” explains Mohamed Bennouna.
Published November 22, 2010
Posted online November 29, 2010
lavieeco.com
