Sales are the number one source of business existence, and salespeople can make impressive revenue if they know how to sell. Here are some tips to help you overcome your fears and doubts and finally sell your gorgeous product.
1. Demonstrate confidence
Most people are afraid of making a call, talking or taking the first step. This happens because they are afraid of being refused. If you want to sell, you need to inhibit these fears and seem very confident.
If you don't look confident, no one will buy from you. You need to believe in yourself, in your product and in the fact that it will benefit the customer.
How to deal with the fear of negotiation?
Be ready for a refusal from the start, be ready to hear a „no". Accept that you do not know how to sell and, at this stage, you will receive a refusal anyway. There is a very important "trick":
Remember that very refusal brings the first "yes" closer!
2. Know your product
You must analyse the product before selling it. You need to know as much as possible. Remember that the sale goes through several stages: sell it to you, sell yourself, sell your company and sell the product.
Sell it to you: ask yourself this simple question: would you buy this product?
Sell yourself: you need to sell your knowledge about your product. Self-confidence is an essential condition for the successful completion of this stage.
Sell your company: be excited about your company, about the number of customers, about the expertise and the status on the market.
Sell the product: extend the value of the product to a potential customer, tell him how it will help solve important tasks.
To get to know the product better, use it yourself or collect feedback from people who have already bought it. Ask customers about the pros and cons of the product - they are the ones to give you an objective assessment.
3. Make a script
Imagine you are already making a sale to a customer. Simulate this situation with your friend. The situation should be as close as possible to the actual negotiations: go through all stages of sales from greeting to the completion of the transaction.
Make up a sales scenario that will later help you sell. Why do you need it? A script solves three tasks:
I. helps divide the negotiations into stages:
- discovery (greet the client, introduce yourself and explain the purpose of your message);
- history (asks questions about identifying needs, solutions and motivations to buy);
- diagnosis (make sure you understand the client correctly);
- presentation (present your company and product to a potential customer, reveal the value of the offer);
- work with objections (determine what might stand in the way of making the right decision and create an answer for each potential impediment);
- closing the transaction (say the price and receive payment).
II. helps track the efficiency of negotiations or measure conversion;
Script conversion is an indicator of how many sales were made using a given scenario. To measure script conversion you must perform at least 10 negotiations for this script and calculate the number of transactions successful.
III. the script helps delegate the sales process.
If you have an assistant / salesperson, you don't have to explain what to say to a potential customer. Just give them the script, explain it and let them work with it. The script will help an inexperienced specialist make the first sale.
4. Act
To make a sale, you have to act! Start making calls, scheduling meetings and negotiating. The main thing is to do something. Cultivate the enthusiasm for sales and a positive attitude towards what you do.
When communicating with potential clients, try to be different from all the specialists who have called you so far and whom you have refused. Analyse the reactions you get and adapt you message to your target audience.
Finally, make the first sale!