Let's face it: old-fashioned sales techniques are outdated and ineffective. Nowadays, potential customers are much quicker to realise that you are trying to sell them something they don't really need. Only with the best sales techniques will you be able to interest your target audience and have a better chance of making a successful sale. Reachers is happy to help you learn these techniques.
What are sales techniques?
By sales techniques, we mean all kinds of sales strategies that salespeople use to improve their sales processes optimise, with the aim of increasing sales as well. Such a sales technique helps salespeople effectively present their products or services to prospects or customers and further persuade them to purchase.
The best sales techniques according to Reachers
Today, there are many different sales techniques you can use as a salesperson, and we know from experience that not all of them are equally successful. Which sales technique you best use depends on the situation. For instance, the type of product or service, the target audience and the sales channel affect the choice of the best sales technique. To give some examples, here we list some effective and modern sales techniques:
- Selling to people. In a sales call you have a real flesh-and-blood person sitting in front of you. It is crucial to realise that each individual is unique and that you should approach each potential customer in a personal way. Therefore, ask plenty of questions, listen carefully to what this prospect or customer has to say, and be mindful of their underlying needs and wants.
- Storytelling. This is a technique where the salesperson tells a personal story to convince the customer. This involves using stories to illustrate the value of the product or service and show the customer how the product or service can improve his or her life.
- Consultative solution selling. You are selling a solution for a specific problem experienced by the customer or prospect. In doing so, the salesperson tries to understand the customer's challenges, and offers a tailor-made solution that meets those needs.
- Social Selling. Don't underestimate the power of social media in sales. It allows you to connect and build relationships with potential customers. If you use social media in the right way, it can become a valuable sales tool.
- Non-verbal communication. Your body language also plays a role in the sales conversation. Both when you listen and when you talk, you need to pay attention to your non-verbal communication. After all, you want to avoid giving the customer the wrong impression.
- And more...
Besides these examples, there are numerous techniques, each with their own applications. Want to find out which sales techniques you can still use and how best to apply them? Reachers supervises happy to help you.
The effective sales technique of the not sell
Did you know that an effective way to sell to an (existing) customer is not to sell?
This is a common challenge among B2B salespeople: "What should I say to the customer if I have nothing new to offer?" This sales tip may well change your perspective: there are no more effective sales conversations with existing customers than when you have nothing new to offer yourself. This is because you put the focus entirely on the customer. Ask questions like:
- "How are you doing?",
- "What projects are you currently working on?",
- "What are the recent developments within your company?",
- "How is our cooperation going?",
- "What are your current challenges?",
- "How did it end with file X?".
This is an excellent opportunity to further build trust and work on the commercial relationship. During an 'interim' visit, you show your true intentions: you are not just there to sell, but also to pay attention and show interest. The result of such visits may be that the customer asks, "Can you also... offer?"
Apply sales technique ... and done?
To be a good salesperson, however, you need more than the right sales techniques. Don't get us wrong, how you sell something is indeed very important. But what you sell is just as important. Everything starts with a good product. A number of things are important here:
- As a seller, it is important that you know what the qualities of your products or services are.
- It is also recommended that you know what your products or services are not suitable for. This allows you to estimate in advance whether or not a particular customer will be interested in your products or services.
For every product, there are potential customers. To find out which products or services will work for the prospect or customer, it comes down to listening carefully to his or her needs and wants. But, before you step up to the (potential) customer, you obviously need to know what sales and closing techniques you should handle, because with the best sales techniques in mind, you know what you can and cannot say. Reachers is happy to help you get more success out of your sales techniques.
The trainings and coaching in sales techniques from Reachers make all the puzzle pieces fall together. You will sell better and more, and boost your business. Interested? Then take contact on with us.