Estimated reading time: 6 minutes
Increasing sales and revenue is challenging ! There is no golden rule, but there are some straightforward sales tactics that you can make yours, in order to achieve your objectives. Here, I am uncovering ten sales tactics which will help to make great sales and boost your revenue.
So keep reading !
Scope: Creating a sense of urgency gets customers to act fast. But, the urgency must be credible and reliable.
The urgent deal that you offer your clients must be credible. Never make your deal seem urgent unless it truly is for a limited time only. One way to do this is to offer something that’s outside of your company’s control.
For example, an important guest speaker will only be in town for two days, and there are only 100 seats available. This is credible qualification of urgency because you can’t control when this speaker will be back again. You also have no control over the amount of seats available at the chosen venue.
Scope: Let your clients feel in control by expressing their objections and concerns.
Your clients want to feel as if they’re in complete control of the meeting and the situation. Allow them to voice their objections and address each one. Many are concerned about budget issues or have pricing concerns. Address them.
Once they run out of objections, it’s more likely that they’ll be much more decisive. By talking through their objections, they’ll talk themselves in the sale.
Scope: Concentrate on the results your product or service can deliver, not the features.
Your prospects don’t necessarily care about all of the great features behind the product or service. They want to know how the product or service will affect their business development.
Figure out how yours will bring better results than your competitors’. Then, sell the result instead of the product or service. Use the features to support those results.
Scope: Get them interested quickly and stick to the subject.
Never attempt to deliver multiple messages. Tell a two-minute story that concentrates on one simple topic. That topic should be how your product or service can help them succeed.
Remember that your client is a busy person with a short attention span. Get them excited within the first two minutes, especially during a cold call. If not, you may lose their attention altogether, like a TV sponsor ad.
Scope: Don’t bring up the risks. But, if they do, make sure you address them to prove that you can solve the problem.
Every business idea comes with inherent risks. If your client is concerned about a particular risk, go ahead and address it. Ignoring the risks and trying to continue with your scripted sales pitch is very insulting.
You’re simply telling your prospect that their concerns are not important. Once the risk has been identified, explain how you intend to deal with it. They’ll respect you more for that.
Scope: Be honest when using scarcity as a sales tactic.
Scarcity is an abused sales tactic. Companies offer “limited products” all the time. Then, customers see that same discount ad again months later, making your discount non-credible. If you say that there are only “100 at this price”, make sure you’re telling the truth.
True scarcity is a qualification for creating urgency. Don’t try to deceive your customers with your urgency tactics related to scarcity. This creates mistrust for your brand name that will last forever.
Scope: Don’t suggest what you want them to do next. You make the next move to close the deal and get the contract signed.
Your “call-to-action” should never be suggestive. There should be no “ifs, ands or buts” about what you want them to do. Instead of “If you’re interested in getting more information, give us a call.” You’re simply asking your customer to take the next step.
You should be doing the work, not the customer. The ball must remain in your court for effective deal closing. This tactic will work much better: “I will contact you on Friday to discuss moving forward with the process.” Then, do what you say you’re going to do.
Scope: Show them that you care about their needs and know how to meet them.
Your sales pitch is not the most important part of selling your product or service. Each prospect is different with different concerns. Customers get irritated with sales reps that insist on driving a sale rather than addressing their needs. Be more passive by listening to their concerns, considering their needs and reacting to what they do or say.
Remember, the needs of your customers come first, not your commission. You won’t know what those needs are if you don’t listen to them. Your goal is to show them how you can fulfill that need to improve their business development.
Scope: Be a reliable person they can trust to keep your word.
Most prospects are leery of salespeople and their sales tactics. You must create a relationship of trust with each prospect. This trust must be built up gradually, over time. The best way to build trust is to deliver what you promise, when you promised to deliver it. Whether you promised them a call-back, another visit, a free sample, a quote, or a detailed proposal, make sure you follow through on your promise. It’s not just about deal closing.
You want to create a lifelong relationship. This will ensure customer loyalty and business renewal. It will get them more excited about networking with you and recommending you to others.
Scope: Be respectful of their time.
Your prospect is just as busy as your are, and needs to get back to work. There are many other things she or he could be doing that they find more important than listening to your long sales pitch. If you try to hold their attention too long, all they’ll be thinking about are all the other things they should be handling.
Set a limit on the time you’ll spend in your meeting or cold call. Then, get right to the point and stick to your time limit. Your prospect will appreciate and respect you for that and get your information down up the pipeline for approval to move forward.
Share your own tactics by commenting below!