4 Tips to Help You Sell Better

4 Tips to Help You Sell Better

You already know the basics, so here’s a few tips to add to your arsenal.

1. Assume

Assume that the customer is in need of your service or product. At a minimum, your customer is talking to you because they’re interested. Customers often say they are putting off a purchase when they are actually in the search stage of satisfying their need. Stay in close touch with them and make the benefits of purchasing clear.

You already know the basics, so here’s a few tips to add to your arsenal.

1. Assume

Assume that the customer is in need of your service or product. At a minimum, your customer is talking to you because they’re interested. Customers often say they are putting off a purchase when they are actually in the search stage of satisfying their need. Stay in close touch with them and make the benefits of purchasing clear.

2. Ask Open Ended Questions

This tip is easier said than done, but discovering the reason for your customer’s interest is vital to closing a sale. Satisfy their needs and have a good selling point by knowing what they want. Take interest in their business. Turn questions like “Are you trying to grow the company?” into “How are you planning to grow the company?” A response to a ‘how’ question triggers the customer to leave a descriptive response, which will tell you more information. Assume your customer’s goal is to increase sales and decrease costs, so ask questions that border these topics. Learn their primary and secondary goals so you can speak on how your product will aid the accomplishment of these goals.

2. Ask Open Ended Questions

This tip is easier said than done, but discovering the reason for your customer’s interest is vital to closing a sale. Satisfy their needs and have a good selling point by knowing what they want. Take interest in their business. Turn questions like “Are you trying to grow the company?” into “How are you planning to grow the company?” A response to a ‘how’ question triggers the customer to leave a descriptive response, which will tell you more information. Assume your customer’s goal is to increase sales and decrease costs, so ask questions that border these topics. Learn their primary and secondary goals so you can speak on how your product will aid the accomplishment of these goals.

3. Use Numbers

For a large purchase, numbers make the purchase feel more tangible. Numbers, especially when you compare them, can also show impact. Here’s a scenario, you’re selling expensive equipment and your customer is replacing a machine that broke down. Talk about the price of the equipment against how much they’d be making from it each month, and mention how much they are currently losing each month they put off buying. Realizing the impact of not purchasing the equipment is a great motivator.

Another way to use numbers with your customers is when you offer financing with American Capital Group to those who express concern about affordability. Breaking down the cost of large purchases into smaller monthly payments, via American Capital Group’s easy payment calculator, makes the purchase more tangible, which increases the likelihood of closing the deal.

3. Use Numbers

For a large purchase, numbers make the purchase feel more tangible. Numbers, especially when you compare them, can also show impact. Here’s a scenario, you’re selling expensive equipment and your customer is replacing a machine that broke down. Talk about the price of the equipment against how much they’d be making from it each month, and mention how much they are currently losing each month they put off buying. Realizing the impact of not purchasing the equipment is a great motivator.

Another way to use numbers with your customers is when you offer financing with American Capital Group to those who express concern about affordability. Breaking down the cost of large purchases into smaller monthly payments, via American Capital Group’s easy payment calculator, makes the purchase more tangible, which increases the likelihood of closing the deal.

You may be in sales, but listening to a sales pitch of run-on benefits is not enticing. Lead the customer to ‘discover’ the benefits as you go. As tip two says, ask questions, and when they tell you their issues, have a solution ready. This allows the conversation flow and and helps the customer pair their needs to your product. Recapping the benefits at the end of the conversation is a good idea, but ensure your discussion with the customer is tailored to their needs and that you highlight the benefits of the product that best suits them.

Whether you’re selling in-person or over the phone, sales is ultimately about your customer. Using these tips place the focus back on them so you can better meet their needs.

 

4. Sprinkle in the Benefits

You may be in sales, but listening to a sales pitch of run-on benefits is not enticing. Lead the customer to ‘discover’ the benefits as you go. As tip two says, ask questions, and when they tell you their issues, have a solution ready. This allows the conversation flow and and helps the customer pair their needs to your product. Recapping the benefits at the end of the conversation is a good idea, but ensure your discussion with the customer is tailored to their needs and that you highlight the benefits of the product that best suits them.

Whether you’re selling in-person or over the phone, sales is ultimately about your customer. Using these tips place the focus back on them so you can better meet their needs.