Do know your channels. If you have researched your prospects properly, you should have a clear idea of how, when and where they prefer to be contacted
Sales channels are the ways in which you can reach and engage your prospects and customers. There are many different types of sales channels, each with its own strengths and weaknesses. The most important thing is to know your audience and choose the channels that will work best for them.
One of the most important things to remember when using sales channels is that not everyone is the same. What works for one person may not work for another. It’s important to understand the preferences of your target audience and choose the channels that will reach them where they’re most likely to be receptive.
There are a few general tips to keep in mind when choosing sales channels:
1. Do your research
Before you start using any new sales channel, it’s important to do your research and make sure it’s a good fit for your business and your target audience. There are a lot of different options out there, so you’ll need to narrow down your choices by considering things like cost, time commitment, ease of use, and effectiveness.
2. Test it out first
Once you’ve narrowed down your choices, try out each channel on a small scale before making a big investment. This will help you determine whether or not it’s actually effective at reaching your target market and generating leads or customers. If possible, test out multiple channels at the same time so you can compare results side-by-side.
Do build rapport
Rapport is the foundation of any good salesperson’s toolkit. It’s what allows you to connect with your prospect on a personal level, and create a relationship of trust. Without rapport, you’re just another salesperson trying to make a pitch.
Building rapport is all about understanding your prospect, and finding common ground. It’s important to remember that we all have different communication styles, so it’s important to be flexible in your approach. Some people are more direct, while others may need more time to warm up. The key is to be patient, and let the conversation flow naturally.
Once you’ve established rapport, you can begin to explore your prospects needs and pain points. This is where the real work of selling begins, but it’s important not to jump in too soon. Remember, you’re still building trust at this stage, so take your time and really listen to what your prospect has to say.
Finally, don’t forget that rapport building is an ongoing process. Even after you’ve made the sale, it’s important to stay in touch with your clients and build on that relationship for future business opportunities.
Do keep things simple
Sales people are often tempted to use complicated language and jargon when talking to potential customers. However, this can often be off-putting and may even lead to the customer feeling like they are being patronised. Instead, keep things simple and explain things in plain language. This will help to build trust and rapport with the customer.
Don’t be afraid of silence.:
Many salespeople feel like they need to fill every silence with chatter in order to keep the customer engaged. However, sometimes silence can be your best friend. If you allow the customer time to think about what you’ve said, they may well come up with questions or objections of their own accord which you can then address.
Do be accountable
As a salesperson, it is important to be accountable for your actions. This means being responsible for your own results and taking ownership of your successes and failures. It also means being honest with yourself and others, and always striving to improve.
Don’t make excuses.:
Making excuses is the easy way out and it will only hold you back from achieving success. If something goes wrong, take responsibility for it and learn from your mistake. Then move on and continue working hard to reach your goals.
Do be coachable.:
No one knows everything, so always be willing to listen to feedback from your manager or other more experienced salespeople. Be open to new ideas and willing to try new things. A good salesperson is always learning and growing.
Don’t look for excuses
You are the only person who can make things happen in your life and career. If you’re not moving forward, it’s because you’re looking for excuses. It’s easy to find reasons why you can’t do something, but that won’t get you anywhere. Instead, focus on finding solutions and taking action.
Do what you say you’re going to do.: Your word is your bond. If you say you’re going to do something, make sure you follow through. People will respect you more if they know they can count on you to deliver on your promises.
Don’t take no for an answer.: If someone tells you that something can’t be done, don’t believe them. There’s always a way to achieve your goals, even if it means thinking outside the box. Never give up and never settle for less than what you want or deserve.
Don’t talk too much
When you’re selling something, it’s important to find the right balance of talking and listening. If you talk too much, you’ll risk coming across as pushy or even desperate. On the other hand, if you don’t say enough, you may not be able to effectively sell your product or service.
The best salespeople know how to strike a balance between talking and listening. They use questions to get the conversation started and then listen carefully to their customers’ responses. This allows them to tailor their pitch and address any concerns the customer may have. Ultimately, this results in a more successful sale.
Of course, there are always exceptions to the rule. If you’re selling something that’s very complicated or technical, it might be necessary to talk more in order to explain everything thoroughly. Similarly, if your customer is particularly reticent, you might need to do most of the talking in order to get them engage.
Don’t get negative
Sales is a notoriously tough profession. It’s demanding, fast-paced, and often requires working long hours. It can be difficult to stay positive and upbeat when you’re constantly being rejected or dealing with difficult customers. However, it’s important to remember that getting negative won’t help you succeed in sales. In fact, it will only make things worse.
Here are a few things to keep in mind if you want to avoid getting negative in sales:
1. Don’t take rejection personally
One of the most important things to remember is that rejection is not personal. Just because someone says no to your product or service doesn’t mean they don’t like you as a person. There are many reasons why someone might say no, and it’s important not to take it personally.
2. Focus on the positives
It’s easy to dwell on the negatives when you’re in sales, but it’s important to focus on the positives instead. For every “no,” there are plenty of “maybes” and “possibles.” Keep your eye on the prize and don’t let the negatives get you down.