Over the years, the sales process has continuously changed and there is a need for people to adapt to the current sales techniques. The sales process is a very crucial component in any company. The process involves consistently converting leads and closing deals. It is, therefore, vital to come up with effective sales techniques to increase profit margins by increasing sales. For an effective sale, you need to be equipped with the right tool such as CRM, social prospecting, data and list services, email engagement, phone, and sales cadence. We have a tailored program known as Part-Time Sales aimed at providing people with unlimited opportunity to work from any part of the country.
“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell
Among the latest trends in selling is the science-based selling. Science-based selling is as a sales technique that includes social psychology, neuroscience, and behavioral economics.
Let’s take a look at the best techniques.
Knowing The Best Time To Make Contact
Research shows that buyers are more likely to make a purchase the closer in time to when they made the initial inquiry. The immediate response is more effective compared to making contact much later.
There are some work days that seem to be more productive than others. Research shows that calling on Wednesdays or Thursdays is more successful than other days. The best time to call is usually between 8 am and 9 am and between 4 pm and 5 pm. This time should be convenient and the buyer is more likely to be in a good mood.
Be Positive And Smile
You should be warm and approachable. Nobody likes to deal with a gloomy person. Best of all, when you smile at someone, it activates the brain of the person, and so they are more likely to smile back at you. When people perceive you as warm, they’re likely to trust you and embrace your ideas. Researchers found conclusively that optimists outsold pessimists by between 20 to 40%.
Countless studies have come to the conclusion that effective nonverbal communication is essential for shaping your buyers’ behavior. The study found that salespeople who use effective body language increased their sales numbers by 56%. The most common body language is the eye contact. Eye contact can help build a connection, so be sure to make eye contact at least half of the time.
Use Social Media For Sale
A recent study by social sales expert Jim Keenan found that 78.6% of salespeople using social media to sell outperformed those who weren’t using social media. With consistent updating, the right social media marketing strategy will lead to increased traffic, better SEO, higher conversion rates, improved brand loyalty, and more brand authority.
Done right, your business can reap the benefits of social media marketing.Using social selling tools can increase win rates and deal size by 5% and 35%, respectively.
Enjoy The Competitive Nature Of Sales
The top-performing salespeople are competitive and see sales as not just a job, but as a game. That’s why they use the term ‘winning’ a sale. Competitiveness causes salespeople to work harder and outperform their peers.
Be A Consultant And Expert
It is vital to make a connection with the buyers. A strong connection will make the buyer feel free and build trust in you. Product knowledge could increase sales through a number of ways; strengthen communication skills, boost enthusiasm, grow confidence and assist in answering objections.
“Approach Each Customer With The Idea Of Helping Him Or Her To Solve A Problem Or Achieve A Goal, Not Of Selling A Product Or Service.” – Brian Tracy
Offer More Than One Option
Your buyers are more likely to make a purchase if they feel confident about their decision. One way to minimize the brain’s perception of risk is to present more than one option so can they choose the “lowest risk” option themselves.
Act Like Your Buyers
Understanding the buyer’s needs and prioritizing them will create a sense of urgency. A lot of buying is done due to momentum. Mirroring the verbal and nonverbal behavior of your buyers will significantly boost their willingness to agree with you. At Legibra we strive to ensure our clients are fully satisfied and grow the relationship.
Believe In Yourself
One of the best ways to boost self-confidence, according to research, is to reflect on how you’ve succeeded in the past. Talking like a champion portrays your strengths and this makes it easier to win a buyer. If you don’t have a huge amount of belief in yourself, then there is no way you can expect anyone else to believe in you.
Let Your Confidence Shine
Researchers found that displaying confidence is even more influential in establishing trust than past performance. The confidence should also be displayed in the pricing and benefits of the product or service. The sales superstars sell value and don’t defend price. In the long run, it is much easier to justify the high price if the value is there than poor quality and constant product/service problems.
In Conclusion, an effective sale process will see your company enjoy a number of benefits such as understanding where the prospect is in their evaluation/buying process, improved productivity/efficiency, improved personal sales effectiveness, reduced cost of sale, improved forecasting accuracy and increased win rates.
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