This is the untold ABCDEFGHIJKLMNOPQRSTUVXYZ of Sales. If you want to become a pro in sales then you will have to read it all.
We have completed 7.5 Years of research and found these formulas which are essential for sales.
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1. Sales – Is it Really What You Think
You set up your business, came from no investment to a certain level of monetary term
and now you’ve got your first client! Kudos to you!
should be like that. After all, you’ve worked so hard for these returns.
What if it takes you another year to get your next customer? How would you survive your business till then?
There is this possibility that you may or may not end up getting the next big client.
The first sale is an illusion for growth. When your sales get the tag of recurring, then it is
worthy of being called ‘sales’.
Bookish definitions of Sales come to no use, hence in this small version of a Sales
Guide, we will learn some new and crisp sales etiquettes.
2. Why Sales Never be Called Easy?
It was never easy and it will never be easy too! Selling is an Art wherein you cannot hint the person
you’re selling to know your agenda.
If they come to know, they will start acting all weird and negative towards you.
comfortable. Comfortable in just talking to you!
Engage them in a meaningful conversation and make them remember you. Now, pitch your idea when they become too interested in your personality.
Instant gratification will not be visible in the sales field ever!
Your customer needs persuasion and if you give the right amount of the same, it will be a win-win
for both of you!
3. Customer Will Never Care Your Feelings
They might now be engaged, even 35%. Such statistics are very risky for your business.
Talk about their problems, challenges, solutions they are looking for, even how their day was for that matter.
Let them understand that you care for them even when they don’t. It might look like a one-sided relationship at first, but trust me!
Your customer will start to reciprocate the same feelings once they are given the assurance that your product is their need and want.
4. Not Let the Customer Know Your Agenda
Now, I know you are eager to pitch your ideas and just make a sale and get the hell out of there.
She cooks for you, calls you multiple times, makes you sit near her, offers more than two servings and listens to your endless work crap In the client’s office, you are their mother.
You need to cook up all the questions for them, Follow them until they call you to their office, make them sit comfortably, offer more than two benefits and listen to the endless challenges they are facing.
Your product is sold! Sold at the price you wanted.
Your permanent customer now because they somehow get this idea that ‘you are there for them’. And, most certainly, you are! Aren’t you?
5. Why Body Language Matter in Sales
All the ways that you change your body movements, your customer is watching you.
So, by now you’re probably feeling that you are giving an interview. Well, you’ve reached the second round. So, congratulations!
If they look up with their head facing the ceiling, it means they are trying to get some air from your talks and you probably, need to shift the conversation to a positive note.
Sales are tough but can be made double via these miniscule techniques.
Do you agree that body language is vital in sales
6. Why Plan B is Essential
Now! You are in stuck.
Disclaimer: Not in sales! Plan B is essential here when such misunderstandings happen between you and your precious client.
A plan you can retract to when things go wrong.
The plan might need modification every now and then and as and when it improves, your selling will become even more stronger and persuasive.
7. Negotiation – A Big Part of Sales
Always keep in mind that your product is made up of all your Effort and Time.
and at the same time, still at par with the market rate.
When you believe in your product, you will make your client believe in it too. When they are convinced enough, then comes the main part.
Your pay check time! How much would you be willing to negotiate is what they are thinking!
Your client will never trust you that way.
Giving you the deal will be far off even.
Most of the clients need that now. That somebody’s there with them when the product gives them troublesome days.
Always keep yourself on your client’s level or a notch higher because you made the product, the did not!
However, when you face your customer, it all needs to be in your head so that you can take quick actions. Quicker than them and beat them in the thinking pace. And bam! The sale is done.
8. Facts & Number You Can Rely Upon
Because your S1 is working correctly! on the other hand, S2 makes calculations, makes your mind think more and is a little harder to please.
Neither can I! Because we need time. We humans aren’t chatbots. So, this was your S2 trying to see the numbers and faint. S2 can do that calculation but needs more time.
Now, when your customer is losing a little faith in your conversation. Bring in numbers. Statistics!
Because 60% is seen by their S2 and it was easy for it to configure. When you please that S2 conscious, your customer feels happy, relaxed, perhaps!
Everyone believes in facts and figures. Hence, make your list of stats to keep your customer’s S2 in peace if
you want their interest maintained. Make a note right now. The next time you visit a client, keep your numbers in hand.
9. Why Sales Can be Referred to as a Sport
If your colleague does not stay in office and handle your already in-hand clients, how will you go out and earn more leads?
If you’ve just started your business, you probably do not have a sales team.
Well, you do have a family. They are your team, aren’t they? Either ways, you need to be good at this sport and support your team in the process.
Sportspersons prepare for their game, fall in the series, come back up again.
Sports teaches us to make a mistake and fall.
Many a time, in the selling process, you will get rejected, on call or in person.
You are a human being and hearing a ‘No’ will bring out your dark side eventually.
This is the reason cold calling does not give out many results.
You keep calling a potential consumer until they are irritated and eventually, end up with energy and money loss.
But then, healthy competition. You will constantly be competing with your competitor and trying to be better.
Oh! Also, playing a certain kind of sports exudes fun. And sales too can be referred to as a fun job. The statement in between these lines is, ‘Only when you are prepared for it, it’s fun!
10. How to Challenge Your Customer
Mind you, just question! Not removed from the roots. Just challenging is enough to make them interested in your product.
When you challenge a person’s belief system, only then he/she shows interest in your pitch.
Hence, homework needs to be done carefully.
You might throw the phone in water to check. And might end up with a damaged phone.
But then, you did throw it into the water. They challenged your belief that electronic gadgets cannot perform under water and you got this sudden urge to buy the phone and try testing it.
Well, their sale was made in just your belief testing. You cannot even control that urge.
You just have to do it once you are challenged. Imagine your customer having this urge for your product.
11. Why Building a Sales Team
a client meeting? Send your kid? No!
Well then, you see the picture! You need a sales team. It can be in-house if you have a lot of money or even outsourced if you have limited funds.
Or some good professional from a job site, finding who would take ample amount of time and let’s face it, you don’t have any.
Now, after you hire around four to five sales professionals, now is training time and soon, you would need to manage them one-on-one
Well, keep this picture in mind and hire the best resource that you can get. Increase your team and eventually, Sales!
12. Keeping Your Sales team as a Team
Wait till the first failure or breakdown. What do you need to do to ensure your team does not break down at the first downfall?
First measure you take is keeping them hydrated. No! Don’t ask them to drink two litres of water every day!
They will stay with you if treated like family.
I understand you are ‘busy’ and trying to focus. Well, tell them that and call them later. Never forget to attend your team players. They are important! And you need them. They? Not so much!
Third, Understand and realize their value. The efforts they are putting in to run your sales. All that sweat needs to be rewarded from time to time.
Not necessarily in monetary terms. Maybe you can write an appreciation note for a small-scale achievement and some bonus for a huge success!
And applaud them in front of the whole team. Recognition will keep motivating them to strive harder and strike every time. These three steps are easy. You can perform them innately.
In return, they are offering you their time. Now, time or money. Which is bigger?
Am I hearing you say Time? No? Well, Money can be earned back. Think it through first!
You can’t bring their time back. Hence, let them utilise it wisely and bring your Sales on time.
13. How to Work With an Outsourced Team
For instance, you call your team member 1 and he does not pick up. You call team member number 2.
There is an antidote, but you might not like it. Do you want to know?
Now, your plan of action is assigning tasks to your team members via this system.
Now, your plan of action is assigning tasks to your team members via this system. They will get a hint of what they need to do in the whole day and you will stay relaxed.
These platforms are made beautifully and work well. The plus point is they are affordable. I mean, can it get any better?
There are team members who are shy in nature and don’t like speaking on your level.
No hassle of paper documents. Your employee knows what he/she needs to work on! You know when they will submit. And when they do, you can see it immediately.
Sales management systems will solve half the challenge for you.
14. How Online Platforms Help
The thing to understand here is you are bringing your presence in their daily routine, so they don’t forget you.
Use LinkedIn and Quora more as they are professional platforms for enhancing your business user base.
Facebook, Twitter, Instagram can be used informally for anecdotes, innuendos, funny videos, pictures and what not!
Also, this way you have created an online presence. Now people can reach you through these platforms. A substantial percentage of your potential customers will come through these sources now.
And, you know how fast Social media is. Just a click here and a click there and Whoops! You’re Famous suddenly! The right number of clicks is needed though to get success in this one.
15. When Sales Growth is Low
A lot of intellectual people, who have probably written a lot of books say that starting something is easy, even ending it is easy. So, what’s the catch?
Adding to that, you stop believing in yourself and your team and want to leave everything at once. 60% is a lot. And I am not saying, you can do it. I am saying, you will do it.
one more step. I mean, how can you stop so close to the diamond mine!
16. When Sales Are Boosting
Have all the fun you want and take your time to intake all that is happening. Applaud yourself with tons of gifts and what not! Whatever you need.
Celebrate like it’s the last success of your life. Know when to stop! That’s it!
Go on to the next lead, the next morning coffee, the next client meeting, perhaps even the next success celebration.
Should I look more confident?’
Knowing how much value you are leveraging to your customers. The best way of knowing this is customer feedback
Making them know that their response matters to you. Customer is the topmost priority in Sales. Do I hear a ‘Yes’?
Does Sales need a Conclusion
This twenty-minute read is of no use if you jump to conclusions.
Start looking at conclusions as just random thoughts your mind produces which need to be thrown in the dustbin.
Sales is vicious cycle and always will be! You will find your customer, pitch your product, win their heart, get your money, celebrate with wine and the next day, go back to the next client.
And honestly, this is how it should be. Until you hand over your experience and work to the next person who can carry forward your legacy.
Until then, you will keep going. Have you started feeling the ease I do? Is Selling easy suddenly? No? So, it’s just me! Wow! And you started thinking I was modest! Hell no! Go get your next customer before I do!
BYE BYE……Hope it will help!