Intro

There are a lot of different ways to sell a product or service but there are some factors that are static, they never change.

Once you have found a prospect or they find you, you need to do 3 things.

1. Listen to what they are saying – people generally like to talk, let them talk, listen, learn and respond to their needs and desires with positive statements but not a sales pitch.
2. Build Trust with the prospect, give away a little bit of your IP, it’s a game of tug of war, you give a bit, they give a bit and in the end you want to pull them over the line with a conversion.
3. Follow up with every prospect – you need to develop a relationship with potential clients so they become actual clients and the only way to do that is to follow up but not be pushy, be interested, honest and friendly.

Definition

Sales is the term used for encouraging a client to buy something from your company, encouragement may yield an instant on the spot result or it may take some time to coax a result from your efforts. The art of relationship building and business development is as much a part of sales as taking the money is.

Benefits

A good salesperson is worth ten mediocre sales people. Invest in a good Business Development Manager; your business will grow because of your product, your service and your people.

Pros

• Taking time to build relationships yield excellent results
• Your business will grow
• Your bottom line will increase
• Having integrity with your sales process showcases your company as one who cares and is professional

Cons

• Good sales staff cost money
• Listening and building trust takes time
• Immediate results are not always going to happen

How to Implement this into your Business

If you need to develop a strong sales team our advice would be to seek the services of an expert in sales such as Stuart Ayling from Marketing Nous.

Tips

Work out what your sell will be to various types of customers, have processes for soft selling and hard nosed pitches as well. Write down the 5 key things you need to tell a new customer and try to work them into conversation rather than doing a rehearsed sales pitch.