What To Do To Improve Your Sales Skills
July 1st, 2010
From housing to clothing to electronics to manufacturing goods, competition in the market is fierce and sales people have to cope with clients who want more for less. Never has there been a more difficult time for the sales sector, so salespeople must learn to adapt to this evolving market. Many companies are spending big bucks to conduct sales training programs that will give their employees the sales skills they need to deal with demanding customers. In this article, we’ll share some of those coveted skills with you.
Believe it or not, the right tone of voice can improve team sales. Think about it – would you rather spend your money with someone who sounds enthusiastic about the product you’re purchasing or with someone who sounds like they’d rather be watching paint peel? Sounding enthusiastic and confident isn’t enough. There are subtle ways to use your voice to encourage consumer confidence. Always be aware of your tone and what it’s conveying. Do you sound rushed or bored? Grab a friend or colleague and have them listen to your sales pitch and get their honest feedback. Voice inflection is another factor to be conscious of because it can help you emphasis your main points. One of the most important things to be aware of is your energy. Too much energy will make you sound insincere and too little energy will convey the message that you can’t wait to get away. Try to moderate your energy and save your ‘up’ moments for when you’re talking about your product’s best assets and how the product will benefit your customer. To perfect the sound of your sales presentation, practice and record yourself with a tape or video recorder. It will allow you to see and hear how you present yourself to potential clients.
A favorable first contact is critical for increasing sales. If cold calling is a part of your job, then you must sharpen your telephone sales skills. First, know when to call. Nothing is more annoying to a busy manager than fielding a sales call during a hectic day. Instead, leave a voice mail at night so that they can get the message in the morning and call you back at their convenience. In your message, introduce yourself, briefly explain your product and how it may benefit them, and leave your contact information. Repeat your phone number twice and consider leaving an email address as well. Another valuable tool is the fax. Faxes are read, so fax the purchasing manager information about your product and follow it up with a phone call.
Your own personality is the most valuable tool among your arsenal of selling skills. Whether you are on the phone or are meeting the client face-to-face, never underestimate the power of a smile. It encourages the customer to feel comfortable and trust you. Most sales skills training seminars will encourage you to ‘sell, sell, sell’ but you’re more likely to make more sales if you become an advisor instead of a salesperson. Developing a trusting relationship with your client encourages repeat business. Adding a human touch to your presentation is an extremely effective way of boosting sales. Follow up your sale with a thank you call or note, and make sure that your customer is satisfied with both the product and your performance.
The most valuable tool in your arsenal of sales skills is your personality, so add a human touch to each and every sales presentation. Smile, be sincere in wanting to know what your customer needs, and always keep your promises. With so many people and companies in financial crisis nowadays, trust is more important than ever. Even if it means making a smaller sale, do not try high pressure sales tactics. Cater to your customers’ needs and budget. This approach will pay off later on when they are in a better financial situation. When they can afford to spend more, they’ll buy from you.
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Rene Lacape is a well trained insurance agent who has been in the industry for so long. Many clients have been satisfied and have been recommending him to others. Check his website so you will know for yourself what goodness of dealing with him is.
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