Increasingly, we find that the argumentation of salespeople or account managers is rather weak. Even when we ask a salesperson this pithy but relevant question, the answer often does not go beyond "because of our good service and quality". Yes, and so you can find that elsewhere, right? So it comes down to convincing your customer through a rock-solid argument. We give you some sales tips To validate your arguments, so you can make your your conversion rate sensitive and can successfully increase sales close.
Sell yourself with a strong argument
It often goes wrong because salespeople's arguments are not specific enough. We give some examples of weak and generic arguments:
- "We have a full range to meet all your needs"
- " We help companies choose the best ICT technology"
- " We have short delivery times"
To make an impact, make your arguments as concrete possible. In doing so, it is best to keep the living environment and situation of your prospect in the back of your mind. After all, your (potential) customer is not at all interested in what your products and services are, he or she only has an ear for the specific benefit, the concrete improvement and the final solution your products or services bring. In addition, strong arguments are usually results-oriented and financial oriented. The more tangible and measurable, the better. We substantiate with examples of strong arguments:
- "The concrete advantage of our wide range is that there is always a product to suit your end customers' needs. It provides our customers with up to 30% higher customer retention on average because it prevents shopping behaviour."
- "Our software sensitively drives more traffic to your website, which has a direct impact on the lead generation. A tripling of the number of leads within 6 months of implementation is no exception."
- "Because we deliver much faster than the market average in our industry, you save on warehousing costs. Several of our customers have saved up to 25% on logistics costs within 12 months of start-up."
Argue why customers want to buy from you
Strong arguments can be based on different topics, namely on the different reasons why customers would want to work with a vendor. Which ones are relevant to you as a vendor depends very much on your situation and the USPs your company puts forward. We give you some examples to choose from:
- Payment terms. Customers or prospects sometimes choose a supplier based on favourable payment terms, such as longer payment terms or the choice of staggered payment.
- Reliability. Customers want a reliable supplier that can consistently deliver their desired products and services.
- Sustainability. Nowadays, sustainability is an important concept, which is why some customers look for suppliers who produce and supply in a sustainable way.
- Flexibility. Customers prefer a supplier that is flexible and can adapt to their changing needs and requirements.
- Innovation. Some customers attach great importance to renewal and innovation. As a result, they may be looking for a supplier that answers this and can help them keep innovating.
- Quality of products or services. Customers want a supplier that provides quality products or services that meet their requirements and expectations.
- Price. Customers prefer a supplier that offers competitive prices for their products or services.
- Service and support. Good service and reliable support can also win over a potential customer.
Combine these topics with the previous sales tips for formulating a strong argument, and your next sales call will be fruitful.
When is the argument right?
You now know what to look out for to come off strong, but how do you know your argument is on point? If customers start asking questions immediately after your argument, you are in good shape! This actually signals that their interest has been piqued, they are curious and want to know more. When prospects are curious, the first order is often closer than you think!
Would you like to know more about our sales tips? Would you like to be able to argue better during your sales calls? Contact us. We are happy to share our sales tips with you!
