Being a good salesperson cannot be improvised! On the contrary, it is imperative to be able to count on different sales techniques to convince your interlocutor. So how do you go about becoming an outstanding salesperson and making a difference? Here are the essential tools to know!
A strategy to put in place
The sales techniques are part of a commercial strategy which will make it possible to structure the various actions to be implemented with your prospects. Generally, they include different stages, from prospecting to building loyalty, including closing and making contact.
However, to stand out, your interpersonal skills will not be enough. On the contrary, we will have to rely on particularly effective tools to put in place a well-crafted argument. And for that, do not hesitate to go to this blog dedicated to sales techniques to discover the 8 essential tools to know. Because beyond the psychological aspects that everyone manages more or less to master, it is above all necessary to bet on fundamental bases in order to structure your interview.
The structure of an interview
One of the most recommended sales techniques is certainly that of the structure of your pitch. Indeed, improvisation does not work when it comes to going to canvass a prospect. This is the reason why it is imperative to be able to set up these different stages:
- Prepare an effective sales plan,
- Prospect your potential customers,
- Make a commercial diagnosis in the discovery phase,
- Build an argument adapted to the needs and motivations of your prospect,
- Manage customer objections,
- Start negotiations,
- Close the sale,
- Think about additional sales,
- Retain your customer.
At each stage of this argument, you can go and find all the levers on the blog mentioned above to allow you to refine your actions.
What you should definitely not do!
So today, we focus a lot on sales techniques but a little less on what to avoid at all costs ! However, you should know that certain habits are to be avoided because they tend to immediately scare your prospects away. And among them, here are the two points to remember:
Don’t listen to your customer
Generally, this is an attitude that is found in many beginners. Indeed, wanting at all costs to make a pitch to the detriment of your prospect’s expectations will systematically lead you to find the door closed. Because you should know that today, customers are far from being fooled and are able to spot a well-formatted speech in just a few seconds. This is the reason why, it will be better to start from the person with in particular open and relevant questions.
Lack of preparation
In addition, you should know that improvisation rarely bears fruit ! On the contrary, you are going to send back the image of someone who has absolutely no control over the product and who is only looking to sell, which obviously does not invite confidence. This is the reason why, you will have every interest to turn to essential sales techniques and to know absolutely!