Top Tips
10 Habits for Highly Successful Selling
As business advisors, we all need to increase our sales revenues and meet
business targets and the same goes for our clients too. However, developing
the right sales habits can take time and persistence. These habits will not
only benefit your business but your client’s too.
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Strike while the iron is hot — always respond to
customers and prospects within 48 hours. And remember, time is your
scarcest resource, visiting a target that has no intention of buying your
product or service is a waste of time for them and you.
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Keep it simple — lead with your biggest benefit that has
the strongest selling appeal and keep your sales message very simple.
Make sure that your pricing is clear and straightforward.
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Build a rapport — always find common ground with your
potential customer to relax them. Before you get down to business, ask
them how long you have so that you can tailor your pitch to the time
available.
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Ask questions — engage with your potential customer and
avoid a one-sided monologue.
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Learn to listen — actively listen to the answers to your
questions to pick up clues on how you should be pitching to them. If they
show no interest in a particular aspect of your product or service, then
move on.
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Share client success stories — know a selection of case
studies of businesses that have benefited from your products or services
and be ready to share them anecdotally at the drop of a hat.
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Be honest at all times — gaining a clients trust is
vital. You will never win repeat business if they don’t trust you.
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Close meetings effectively — if you don’t ask, you don’t
get. Decide what the next step following the meeting should be and ask
for it directly.
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Always follow up immediately — after a meeting with a
prospect, follow up with a thank you letter and/or sales brochure or
contract, depending on how the meeting went.
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Get your prospect to do something — ask for another
meeting or invite them to visit your premises or have a conference call.
Try to get a date in their diary within the next ten days while you are
still fresh in their minds.
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