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15 Tips for Winning a Sale!

How many times have you been so close to closing a sale but lost it in the end? I have been there many a times. But I didn’t lose the lesson. Let me sum up my learning and guide you to make a successful closing.

1. Ask for the order:

If your prospect keeps postponing the order without any real reason then they are trying to avoid you. You need to have the courage to ask them for the order and hear their real objections.

2. Qualify, Qualify, Qualify:

In the prospecting stage, we all make this mistake. In order to have as many prospects as possible in our pipeline, we try to qualify in a hurry and let some prospects into the pipeline but in reality they aren’t ready yet or do not have the need or money or both.

3. Probe, Probe, Probe:

Ask as many questions as possible during the sales process. Questions only lead you to find the real objections, find the real needs, know the budgets, get to know the decision makers and buyer’s perspective of your brand / product / company.

4. Face the objections and solve them:

Unless you face the objections and solve them you will lose it to your competitor. If there are no objections, then it means there is no need or you simply haven’t sold enough.

5. Assume you have won the order and talk about the next steps:

When you reach the closing stage in the sales process, ask them if they would need the delivery in a week or can they afford to wait for a fortnight. Would they prefer to get their people trained at their office or at your office?

6. Nurture the prospect:

Create the need if there is no need in the first place. Make them want it. Keep feeding them. Grow the relationship. Become the only face to remember for their needs.

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs

7. Figure out the reasons why they will not buy:

Early in the Sales Process, write down the reasons the prospect may have for not doing business with you or for not buying now. Try to address those. If it’s not possible to address them, drop it and move on to the next prospect.

8. Read the buying signals:

Have you implemented this for any other customer in our Industry?

What’s the RoI?

Can you provide me a cost savings calculation with your solution Vs competitor’s or Vs current systems.

How long will it take for you to deliver?

9. Align with the buyer’s journey:

Understand what stage the buyer is in right now and align with the buyer accordingly. If you are behind, it will be an insult to the buyer and if you are ahead then it would mean you are jumping the gun and in a split second the buyer would have got his reasons to reject you. Now, the prospects do their homework online prior to calling you, the salesperson.

10. Be confident.

11. Be Persistent. This is the key.

12. Build Trust. No one wants to do business with someone who is not trustworthy.

13. Be Patient:

It’s a marathon and not a sprint. Sales is not a sprint but a marathon!!

14. Put their needs before yours.

We get it. You have monthly targets to meet. But that’s not the prospect’s problem. They are not there to solve your problems. On the contrary, you are there to solve their problems.

15. Help them buy. Don’t sell. Ever.

All of us like to buy. Don’t we? We think the product or service that we are buying is going to make us a super hero. It is going to make us look modern. Belong to a cult. Put us in the upper crest. Will help us reach our goals. Make us knowledgeable. Make our lives easier, comfortable and efficient. Now, help the prospect achieve his / her goals and help them buy.

Happy Selling!! [I hear you ask: doesn’t this contradict the 15th item above? :)]

 

 

 

 

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Lessons to be learnt from our failures!!

Failure is the best teacher.

One thing that is common to all of us is this: We all have failed at some point in our careers and/or business. Yes or No?

But what is not common to all of us is this: Some of us learn from those experiences whereas some of us don’t get it and keep making the same mistakes over and over again until, yes, until we learn from those mistakes. We fail only when we don’t learn from our experiences. It is important to learn from our experiences and not commit those mistakes again. And we should never stop trying and should dare to make “new mistakes” [read “new lessons”]. Life provides a canvas for us to draw anything we like.

Lessons to be learnt from our failures:

  1. What went wrong?
  2. What can I change, the next time I am faced with a similar situation.
  3. It is the effort that is important and not the outcome.
  4. I am happy that I tried and learnt yet another thing that will not work.
  5. Situation demands the best from me and I am capable of giving my best. Even if it is a cliche, I will repeat it: The best is yet to come.
  6. My homework needs improvement.
  7. My tools need sharpening.
  8. I need to believe even more in myself.
  9. I need even more dedication.
  10. I need to work smarter and harder.
  11. I should build on my personal brand.
  12. I need to do what others have never tried ever and thereby set a new trend.

Happy Selling!!

 

Photo by Braden Collum on Unsplash

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Focus Focus Focus !!

That’s the Mantra for Success in Sales.

“Keep your eyes on the prize. Post your goals. Stay focused on your dreams and they will become reality.” – Jeffrey Gitomer

How to get your Focus back:

  1. Write down your goal. Print it. Keep it on your desk. Let it keep inspiring you to take action every second.
  2. What will you get if you achieve your goal?
  3. Are you able to visualize the end result?
  4. How important is this goal to you?
  5. What should you do to get there? Think about it.
  6. Write down the steps involved in reaching your goal.
  7. Think about what is stopping you from jumping to Step no.1.
  8. Is it fear of failure? Or is it Procrastination?
  9. They say half the job is done when you start doing it. So, Start doing it. Right now.
  10. Don’t wait to get perfect to start. Perfection is a work in progress. Start with what you have right now. Start with where you are right now.

“Procrastination is the bad habit of putting off until the day after tomorrow what should have been done the day before yesterday.” Napoleon Hill