Understanding how to create a sales strategy for goods and services is not the same as doing it in practice. To begin with, it is worth familiarizing yourself with the recommendations of experts in the field of sales:
Don't be too quick to turn down a potential client.
When potential customers ask you on the phone whether your product will be of any use to them, don't give a harsh negative answer or the deal will likely fall through.
According to best-selling author and sales educator Grant Cardone, sales enablement strategies are designed to build trust in salespeople by responding quickly to customer needs.
Here are excerpts from advertising database his post on his website: “You may decide, ‘I don’t want to mislead the client. Otherwise, I’ll make too many promises that I can’t keep.’ But there’s an art to telling the client, ‘I’d love to do that for you,’ rather than, ‘That’s impossible,’ or, ‘I can’t do that.’” “The problem is that once you say no, or that you can’t do something because you’re ‘so honest,’ you’ve simply eliminated any chance of doing anything for the client.” “The next time a client asks for the impossible, say, ‘I never say no unless I have to.’”
Improve your delivery
Being able to describe your product briefly and clearly and highlight its benefits to the prospective customer is key to staying on the radar of your customers.
Investor and businessman Robert Herjavec believes that the best way to present yourself is to demonstrate your experience. “You have 90 seconds, if you’re lucky,” says Herjavec. “If you can’t make your point in that time, you’ve missed your chance to succeed.” “Facts and figures are important, but they’re not the only criteria; you have to present them in a way that projects confidence. If you’re not prepared for that, you might just miss out on your next big opportunity.”
Tell a story
Storytelling is an effective tactic to get your prospect interested, excited, and impressed after talking to you. When prospects hear stories throughout the conversation, they begin to feel an attachment to you, which also helps your sales strategy.
shutterstock_3 Tips for Developing an Effective Sales Strategy
Source: shutterstock.com
According to Stanford Graduate School of Business professor Jennifer Aaker, “Research shows that our brains are not wired to understand logic or retain facts for long. Our brains are wired to understand and remember stories.” “A story is a journey that takes the listener on a journey, and when the listener goes on that journey, they feel different. The result is persuasion and sometimes action.”
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