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Sales is an art, and it's not an easy one to master.
There are particular traits and characteristics that make them great salespeople: resilience, tenacity and lots of energy are just a few.
However, sometimes people who are not professional sales representatives find themselves in a position where they need to sell something.
For example, entrepreneurs and startup founders may need to sell some of their products or services to gain investment or new customers before they have the means to hire a dedicated salesperson.
There are a number of basic sales skills that, once mastered, will help anyone be more successful when selling.
With that in mind, here are 11 valuable sales tips for beginners.
1. Think about who you should sell to
The first rule of sales is to know your audience.
Not only does this increase your success rate, but it also means you waste less time contacting people who will never be interested in your product or service.
There are a variety of ways sales reps define their audience, from high-level target market information to working with their marketing department on buyer personas. When salespeople define their audience, the process is often data-driven.
One of the simplest ways to think about your audience is to identify your ideal customer profile. This profile is usually made up of logistical and geographic information, such as company size, sales volume, location, and the job title of the person you're most likely to speak to.
This is a simple but effective way to narrow down your audience to those who are most likely to buy your product. It is also possible to combine this with basic quantitative and qualitative data if you don't have access to more detailed information.
Buyer personas can be extremely useful, but they typically require more data, such as customer journey mapping.
Customer profile
Image source: Hubspot
If you need to start looking for business and you can't create a customer profile or ideal personas, try focusing on your target audience regardless.
You should have an idea of what your typical client's job title is, what industry they're in, or where they live. Focus on that and it will give you some direction.
2. Don't think about your goals: think about your client's goals
Having someone sell you aggressively is not the most pleasant experience.
Customers can smell desperation. If you seem too keen on selling, they're likely to realise that you don't have their best interests in mind and are instead only thinking about your own goals.
The only real way to get around this problem is to genuinely embrace your client’s goals, get feedback , and put their needs first.
What are their pain points? What challenges are they experiencing? What sales objections are they raising to purchasing your product or service?
Ask your potential buyer these questions and then consider whether your product or service could really help solve their challenge.
If possible, explain how. Offer expert advice and insights into their problem, and add value to the sales process.
If not, direct them to a product or service that will help them .
This is called consultative selling, and it is a popular technique for selling expensive products and services.
3. Sales value, not specifications
Listing all the features and specifications of your product or service is a rookie mistake.
Yes, the potential customer wants to know what they are buying. But they really want to know that the product they are buying will solve their problem.
Select the characteristics that you know will apply to your challenge and describe how these specifications can be successfully used to address your challenge.
By doing this, you are selling the value of the product, which is more than the sum of its parts.
in mind that prospects might feel overwhelmed by hearing about all of your product's features if they only need to use one or two. In this case, they may think they can get a cheaper deal elsewhere.
4. Don't take rejection personally
Source: Kai Pilger/Unsplash
Throughout their careers, salespeople develop a high level of resilience because greece whatsapp number data the job naturally involves hearing a lot of “no.”
If you're not a professional sales rep, facing a high level of rejection can be annoying and can throw you off your game.
There is no magic way to overcome the fear of rejection or stop it from affecting your thinking.
However, try to foster resilience by understanding that rejection is simply part of the sale. People are not obligated to buy your product or service, and there are a variety of reasons behind that “no.”
Bottom line, try not to take it personally.
5. Honesty is the best policy
When you're in a high-pressure situation, you may be tempted to say whatever the prospect wants to hear in order to make the sale.
However, this can come back to haunt you in the future.
However, this can come back to haunt you in the future. For example, if you promise that your product or service can solve a particular problem when you are not sure that it can, the customer is likely to complain when they do not get the results you guaranteed.
This could result in a refund request and can also damage your reputation, especially if the customer in question complains publicly on social media.
For this reason, honesty is always the best policy in sales.
Instead of bending the truth to get each and every sale, focus on helping customers to whom you can truly add value.
Honesty will impress your prospects, even if it's not what they want to hear at the moment, and they may come back to you in the months or years to come when they have a genuine need for your product or service.
6. Research is key
Image: Glenn Carstens-Peters/Unsplash
The sales process begins with research, especially if you're selling high-value products or services.
To impress prospects or potential customers, you need to find out as much as you can about them, their business, their competitors, their industry, and the challenges they face. Lead generation is a valuable asset that can be used to follow up and find out as much as you can about your prospects.
The good news is that anyone can do this type of research, it doesn't require expensive sales or referral marketing tools or advanced experience.
The company's website is a good place to start. Take a look at the company's history, products and services, market positioning, tone of voice, and employees listed.
Next, do a Google News search for the company and, where relevant, your contact's name. This should reveal whether the company has made any major moves recently, such as mergers and acquisitions, posted new sales jobs, and how it is performing financially.
Next, visit your contact’s social media accounts. Start with their LinkedIn, which will give you a good insight into their career, qualifications, and background. This is useful for finding out if you have any common connections, as well as getting an idea of their likely level of understanding about your product or service. Recent activity on LinkedIn can also provide insight into their opinions on current events in the industry. Use Zoko.io to leverage WhatsApp marketing.
Don't discount personal social media. It's always helpful to have ice-breaker talking points on calls and meetings. Twitter is a useful place to look for information at this stage.
Twitter-feature-LiveAgent
For example, if their bio professes a love for Yorkshire terriers, ice hockey, and Danny DeVito movies, then choose the topic you're most familiar with to link to them on. If they've recently shared news articles along with their opinions on the topic, you've got another starting point.
7. Customize everything
