One Day Sales Seminar
How to Be Better at Sales

by Michael Hellerman

How to Be Better at Sales

You have probably come across people who are great at sales, but what makes them different? Is there a special personality trait that sets them on a path to success while you struggle to reach your target every week? The answer to that question is, unsurprisingly, no. All of the good sales people in the world operate in similar ways, and most follow the five points in this article. This is how to be better at sales:

 

Offer solutions, not products

When you speak to a potential buyer don’t jump in right away and start selling your products. The truth is they are usually not interested, regardless of how good your product is. This is a painful reality for many sales people, but it is true: your customers don’t care about your products or services.

So, what do they care about? About 70 percent of buyers make purchasing decisions to solve a problem. So, your customers care about their own problems. They also care that you have a potential solution to their problem.

So instead of selling your product you should find out about the problem you can solve. To do that you have to listen, not talk. Once you understand the problem you can start telling the customer how you can solve it. Only then should you start explaining the benefits of your product or service, but you should do it in a way that is relevant to the customer.

 

Create urgency

Most sales require follow ups. This lengthens the sales cycle and means you have less time to prospect new clients, or work on closing other sales. One of the methods you can use to close sales faster is to create a sense of urgency.

You can do this by offering discounts that apply for short periods of time, or offer something with limited availability. Just make sure your offering is genuine and that you don’t sound desperate. Urgency is good, but being desperate for a sale is not.

 

Ask for the sale

It is astonishing how many sales people fail at this fundamental part of the process. If you don’t ask for the sale, you won’t get it, so ask.

The trick is figuring out the best way to ask. That differs from product to product and industry to industry, but whatever business you are in you should experiment. Try different ways to ask for the sale until you find one that works.

 

Be honest

In the hit movie The Wolf of Wall Street, you will see many superb sales techniques. There is one scene early in the career of the character played by Leonardo DiCaprio where he has joined a new company. He goes on a sales call and everyone in the office gathers around to listen. Why? Because he is doing the things on this list – he is offering a solution rather than a product; he is creating urgency; and he is asking for the sale

But there is one major flaw in his technique – he is not honest. Buyers can usually sniff out dishonesty easily. And even if they don’t, they will only make the mistake once. This will make it almost impossible for you to get sales from that client in the future.
Always be honest.

 

It’s okay when someone says “no”

For many sales people, getting a “no” is the hardest part of the job. That is a problem because you will get a lot of people saying “no” before you get one to say “yes”. The best way to deal with this is to turn every “no” into a positive.

Think of every “no” as being one step closer to a “yes”. And also use the “no” to learn and improve. For example, was there something different you could have done?

Becoming a better sales person is about constantly working to improve what you do. If you start with these five points you’ll be well on the way to success.

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