As I typed that word I could just feel your heart cringing and its ok, we can all admit that it’s a word that’s generally received a bad rap throughout the years. That’s because time and time again people have perceived the art of sales as some mystical sort of sorcery that harnesses the power of influence to force people into buying something that they never wanted in the first place. While there are successful sales tactics that involve a mix of psychological influence, the best sales people know that they never need to force a great sale.
If you’re in sales and currently struggling to achieve a higher closing ratio then you’ve come to the right place! Here are three selling techniques that work AND won’t make you feel sleazy when you use them.
1. Be authentic
“Authenticity is your greatest asset.”
Andy Frisela-CEO of 1st Pharm Supplements
It’s true, people buy from people they like and trust so it’s easy to assume that the best way to close a sale is to mirror your prospect.
You’ve heard it before, “If they smile, you smile. If they fold their hands, you fold your hands. If they speak slow, you speak slow.”
But what if none of those are what you would normally do in a social situation?
Doing anything outside of what you normally would do could be the very reason why you’re not closing the amount of sales that you’d like. You’re not stupid, and neither is your prospect and while they might not be able to consciously decipher that you’re being unauthentic their subconscious can easily pick up that something about you isn’t right.
The solution? Be yourself!
Being yourself in during the sales process allows you to get into your natural flow state and focus on the one thing that matters much more than your tactics, and that’s solving the problem your prospect has. Which brings us to the second tactic…
2. Be the problem solver, not the know it all.
At the end of the day prospects don’t care that you know everything about your product and your company. The only thing they truly care about is whether your product or service will solve their problem.
Next time you take that sales call or go on that appointment focus on finding out what they problem is that your prospect has and how your product or service can solve it.
Does your service save them time and money?
Does your product help them feel better about themselves?
Does your service make their customer’s/client’s lives easier?
Figure out your prospects problems, then understand how what you’re selling can solve them-it’s that simple.
3. Be ok with walking away
The age-old adage in sales is, “never take no for an answer” and it’s one of the main reasons why most people can’t stand to be pitched.
Why would anyone want to take a call with another salesman that’s not going to let them off the hook when the prospect tells them, “no”?
In those situations, you’re not only wasting their time, you’re also wasting your own. The most successful people in sales know when to accept hearing the word no and move on to the next prospect.
While learning to walk away from a sale is a very powerful tactic, it is not an excuse to be lazy and not give your best effort to close the sale. If you’re company is doing things right, they’ve probably paid a good amount of money for those qualified leads so you better not walk away from a sale after hearing one no or you could end up costing them a lot of money and costing yourself your job. However, learning when to identify that a sale is dead and moving on to the next prospect is very important because it benefits you in two extremely powerful ways.
One, it allows you to focus your time and energy on pitching the leads that will buy from you.
Two, the prospect that previously told you, “no” might remember how courteous of their time and decision you were in the past and when they realize what you had to offer was the best choice for them they might be more likely to buy from you when you give them a follow up call in the future.
There’s a reason why people in sales are some of the highest paid employees in the corporate world, it’s not easy and it takes a lot of mental fortitude to develop yourself into a world class seller. While there are tactics that involve a more psychological approach, these are three simple sales tactics that you can implement right now to close more sales without feeling sleazy afterwards. Master these three first then move on to more advance skillsets, but always keep these three tactics as the foundation to any sale you attempt to make.