Inexperienced people may think that in order to become a good salesman, you have to have lots of charisma.
Although charisma gives you a starting advantage, making it easier for people to like you, it is just a small part of what makes a good salesman. If you wish to have a continuous success, you will have to work on your skillset as there are numerous things you can improve.
And this is why I wrote this article.
I wish to teach you some tricks that will make every pitch a breeze.
Check out these tricks that will help you perfect your sales game.
1. Start with research
No matter what you’re selling or to whom, you have to get acquainted not only with a customer but also with your product.
Research is the backbone of every pitch. If you don’t know the person at the opposite side of the room, it will be much harder to sell anything.
Research can include so many things; you can learn more about person’s habits, what he likes and what he dislikes, what kind of individuals he prefers, what are his incentives for buying an item and so on. Profiling is crucial as it helps you understand the potential customer and thus, it makes it easier to bridge a gap.
But don’t neglect product research as well.
Oftentimes inexperienced salesman will be asked a tricky question to which they don’t have an answer. Needless to say, this represents a problem that can break a deal. Make sure to arm yourself with knowledge and learn more about the features and technical details of a product. This is especially important if you’re dealing with high tech items, medical equipment, items made from various components and so on.
Keep in mind that even if you prepare well, you might have issues answering certain questions as you cannot be an expert for everything. Still, it’s better to have some preparation than none.
2. Prepare for a meeting
Research is definitely a part of preparation but the process involves so much more.
Besides studying the topic, there are various other things you can do ahead of your next meeting.
First and foremost, I have to mention mental preparation.
The most important task for every salesmen is transferring excitement to another person. If you’re not excited about the product or service, why should he be? You can to persuade a lead that this is something he needs in life and the best way to do it is by looking thrilled yourself.
Salesman has to be excited but in control. He needs to have enough charisma to present an item in the right way. If you’re tired or burdened by your personal issues, perhaps its better if you stay at home. However, proficient salesmen are able to flip the switch and no matter what’s bothering them outside work can be put aside.
You also have to prepare the right material.
While talking is always the best way to close the client, visual aids definitely help. Whether we’re talking about brochures, prospects, power point presentation or something else, it is much better if you can show your products in a different way. This makes the whole experience more memorable.
3. Take full control
One of the biggest issues with sales pitches is losing control over a potential customer.
This is especially common with young, inexperienced salesmen.
Like with everything else in life, you need to exuberate confidence and authority.
People will simply not buy from a person they don’t trust or don’t like. You have to earn their respect in order for them to listen to you.
Now, you cannot do anything about your age; if you’re young, lots of mature people will look at you with reservation. But still, that doesn’t mean you cannot appear as a serious person.
Old truth is that businessman do business with other businessman. No matter what you’re selling, you have to have that persona.
Being authoritative is just one potential issue. Potential clients also tend to get bored or annoyed. Sometimes, the sales pitch may be too long for them; they might get annoyed for whatever reason.
Regardless of how the conversation is going, you have to find certain methods that will help you “reel in” a customer and spark interest.
4. Addressing personal interest
Your main task is to sell a product or service and make money.
However, people are completely disinterested in your task. They won’t buy an item in order to help you; instead, they are much more interested in how they can benefit from making a purchase.
This is the basic question you have to answer in order to sell anything.
Always focus on potential benefits for a client. Make sure to emphasize how this item can help them in their life, how it can make it easier or better. Also, don’t hesitate to point out how your item is better in comparison to the competition. Even if clients were considering buying something else, this will persuade them to give your product a chance.
In order to do this the right way, you should figure out what a person needs in advance. Mostly, this comes down to performing a proper research. You are able to ask them during the pitch as this will give you a direct answer to your question.
Salesmen get most of the information during the pitch itself. If you’re able to properly handle people, you won’t have trouble getting the things you need and steering the conversation into the right direction.
With that in mind, we come to the next point.
5. Carefully listen to everything
Sales pitch is a two-way street. It goes back and forth most of the time and things usually don’t go so smoothly. Instead, you need to figure out what other person needs, what they think about a product, what they think about your company and whether or not the price is right.
You have to create an atmosphere where other person is able to speak openly. This is the best way to get everything you need. Even if a lead is silent and unwilling to cooperate, you’re the one who has to ask the questions and understand their point of view.
Unfortunately, inexperienced salesmen tend to focus on their pitch totally neglecting or not properly addressing client’s concerns.
The truth of the matter is that you always have to have a perfect response.
You have to justify everything about the product: its price, its features, its viability, its usefulness and so forth. Person will likely have an issue with at least one of these things so as soon as its mentioned, you have to address it and show why they should give this item a chance.
Listening is especially important during negotiations.
Both sides have their goals and your best bet is meeting customers halfway.
6. Track record
You always have to focus on the product’s qualities and features; that is a given.
But you should also mention track record.
No matter what kind of a product or service we’re talking about, there is a good chance that this isn’t the first client. In fact, there were likely hundreds of people who previously bought it. That being said, you will probably have a good starting point to make a comparison.
Showing a track record can mean a number of things. If you’re selling anti-allergy pillow, you might want to mention the percentage of children that resolved their issues by changing to this product. In the case of a banking service, you can mention how your clients are able to reduce their monthly fees by switching to your bank.
Track record is very important as it shows the number of satisfied clients. And in the end, this is what everybody wants: to be satisfied with a purchase.
7. Ask proper questions
As previously mentioned, the sales pitch has to go both ways.
You will likely ask a lot of different questions during it, leading a potential customer in the right direction. But you have to be very careful as some of them may backfire.
The worst thing is asking something to which a person can say “No”.
Why is that?
Because psychology is a big part of the sales process. If a person is constantly answering with “Yes”, he will slowly get into a positive mood and when you finally ask “Do you wish to buy this product?”, he will be more inclined to give a positive response.
But that is just one part of asking the right questions.
You also have to ask questions that will persuade people that this is the right thing for them. One of the bad examples is asking “Is there anything better on the market?”.
Most people will say “Yes” which might be followed by “When I think about it, perhaps its better if I buy that other product”.
Of course, these questions can (and should) be prepared in advance although you might think of a few during the conversation.
8. Create a relationship
People are more likely to buy from people they like or empathize with.
Pitch is a process of not only selling a product, but also slowly creating a relationship with a prospect. If you’re in someone’s house, there is a plethora of things you can use as a leverage. If they have kids or a dog, you can talk about them, how you also have a dog or kids yourself. Everything can be used as ammunition and clues are all around you. All you have to do is look in the right direction.
Nowadays, we are less and less inclined to purchase from stiff, inflexible people. While you always should look clean and well dressed, you should also have the right attitude. You have to be approachable and to appear as “just another regular guy or girl”.
Still, while doing, try to avoid being fake. Try not to overdo it as the certain statement may appear as a lie. No matter what, try to uphold your authority and credibility.
9. Be tough during the sell
If an individual has listened to you for over an hour, asked questions and responded to yours, there is a good chance he is at least a little bit interested in a product.
But here is the trickiest part.
Everyone likes good products but they would like to pay the least possible amount to have them. Oftentimes, people will look shocked (even though you’re selling an elite product) with the price.
In a way, this is a game of cat and mouse and you have to find the right way to close the deal.
First thing you always have to remember is that you shouldn’t offer a lower price than you’re allowed. There is no reason to get in trouble with your boss just for one sale (again, it depends what kind of a product we’re talking about).
Be persistent, go through all the potential benefits once again, remind them how great this product is before you lower a price a bit more. Always know where are the limits and take your time getting to them.
Remember, selling at a lower price may also affect your commission as well!
10. Have faith in product/service
In order to do all of this, you have to have faith in a product or service.
It is much harder something that you don’t like no matter how good of a salesman you are. You have to persuade yourself before you’re able to persuade others.
By being sure that this is the right stuff, you will be able to transfer the excitement to a lead and ultimately close him.
If you’re selling something you’re not feeling comfortable with, perhaps it’s better to move on to something else. It is probably not worth the stress.
With these simple tips, you will become the next sales superstar.
Take them to heart as each one of these tricks will help you improve your game!