Achieving success in sales today has much more to do with the focus on the customer than on the product itself
How to succeed in sales? Is that a question that takes your sleep away? It doesn’t have to be that way. Contrary to what many people think, you don’t have to be born with sales skills: they can be developed with study and practice.
Being a good listener is the first one. Achieving sales success has much more to do with customer focus than with the product itself.
To be a salesman today is to be a solver, but this is only the beginning of our conversation. This article will reveal the main secrets you must consider to be successful in sales .
And, first of all, remember that satisfactory billing is not the only indicator of success. Earning customer trust, being recognized for work and being valued by the company are other rewards that salespeople can get by doing a good job.
Check out the tips!
Why pursue sales success?
Every business depends on sales to survive and grow. Without them, there is no way to proceed. And that goes for all activities. Whether you are a service provider or an entrepreneur in e-commerce, selling is the watchword.
Sales correspond to sales, or gross revenues. They represent the money that enters the business and need to happen to, at least, generate resources in order to finance the company’s operations.
If in the balance between income and expenses the second one wins, it means that sales are below the necessary. And even if the first is slightly ahead, it is not an indication of sales success.
Therefore, it is not enough to sell, you need to sell more and sell well. Those who do not follow this search are limited to survive, the profit margin becomes a fictional story and each month is a battle to pay employees, suppliers and various bills.
If you are determined not to settle and live in this anguish, you are taking the first and important step, because success in sales depends a lot on personal will. Anyone can become a good salesperson, as long as they seek knowledge, information and have determination and purpose in the project.
Do you identify with that and have a goal in success? So, move on. In the next topic, you will discover the secrets that will bring you closer to sales success.
9 secrets to sales success
Sometimes what separates a company/ an organization from sales success is attention to detail. Actions are planned with a focus on numbers. It is the billing that serves as a guide and it is based on it that we go in search of sales.
Can it work? Momentarily, yes. But, in order to receive the seal of success, there is a long way to go and it passes far from the cold numbers.
Check out the true secrets of sales success now.
(1. Know the customer
We talk about this frequently here on the blog, and it is no accident. The salesperson needs to gather as much information as possible about his target audience, as well as the specific customer that will be approached.
This will help to personalize this approach and direct the Lead to the most appropriate offer for your case. In addition, it also facilitates the next point, rapport.
(2. Generate rapport
The rapport is a technique widely used in sales is to establish an empathetic relationship with the caller. The idea is to create a connection with Lead, making him less resistant during the conversation and making room for negotiation.
Some tips for this are to find points in common (that is why this previous research that we talked about in the previous item can help), have a genuine interest and build a relationship over time.
(3. Focus on customer service, not sales
Do you know salespeople who only contact customers and potential buyers to offer a product or service? Certainly, yes. Anything other than that didn’t make sense in the not too recent past, but everything has changed today.
The consumer acquired another role, largely because of the amount of information available to him. Approaching it exclusively to sell rarely works, the more direct you are in the sale, the greater your chances of rejection.
It may seem strange, but focus on customer service and forget about sales at first. By positioning yourself more as a partner and less as a salesperson, you begin to awaken a confidence that will make all the difference in the completion of the process.
(4. Find out what your customer’s problem is
The goal of every good salesperson is to find out what his customer’s problem is. If he goes to a shoe store, it’s because he needs a new pair, right?
The “jump of the cat” is to find out for what reason. Was it running shoes? A shoe for a social occasion? Or just a different shoe for leisure?
When you find the answers, you start to direct your potential customer to what he really wants and needs. The focus is on your “pain”, your need. And as you already know, nobody wants to spend money, especially on what doesn’t matter, right?
(5. Help your customer decide
Even if you find out what your customer’s problem is, they will often still have doubts about what to buy. After all, there are dozens of products on the market, with similar models and functions.
Issues such as price, color and even design make the difference. If you’ve made it this far and realize that your potential buyer doesn’t know what to do, give it time.
Try to help in the best possible way, without being invasive. Hand over your business card so that it feels even more secure to make your purchase and be sure to take all the doubts. Even make yourself available for future contact.
Do this precisely to ensure that decision making is safe and assertive. Don’t forget that everyone likes to be sure about how to spend their money.
Remember secret number one? Well, it is practically a “base” for the entire sales process well done. Avoid focusing on sales, but on service first.
(6. The sale is a consequence of good service
So far, we’ve talked about the importance of service. And when will it be time to sell? One of the most precious secrets is to understand that the sale will come naturally when customer service is well done.
Being cordial and inviting to questions or even to demonstrate the products you have at your disposal makes a difference. It is what turns an average salesperson into a successful salesperson. Just use your own consumer experience as a reference.
What memory do you have about the salespeople who attended you? Certainly, the best were those who dedicated themselves to your problem, were attentive and proactive to reassure you about your fears.
Discouraged salespeople, afraid or unwilling to talk, rarely reach their goals at the end of the month. Want a tip? See the sale as a kind of award for your dedication to service.
(7. Be prepared for the “no”
As good a salesman as you are, not everything is under your control. Accepting this not only contributes to the sale, it is much healthier than being overcharged for the “no” received.
The objections and denials are natural in a negotiation. The famous phrase “I will think” will appear many times during your day.
Reason for discouragement? Nothing like that! It often means that you are doing an excellent job. It is a mistake to think that everyone looking for it is ready to buy. Many of them just want help to identify their need.
They are curious, concerned, in doubt and looking for information. They still find themselves in the stage that considers what to buy and where to buy. You, as a consumer, have also been there. And what makes you more comfortable as a customer?
Trust the seller, perceive an interest in helping him and not just pushing a product or service that may not be the solution you need. So, be patient in the sale. Learn to deal with rejections and never take a “no” personally.
(8. Use a tool that helps to attract and retain customers
By looking at the secrets to successful sales so far, you may have already noticed important aspects. One is that many of the potential customers are not ready for sale and are only looking for information. That is, there are different stages in the process and they need to be respected.
More than that: they demand specific and specific actions. The approach to those who do not know it yet, or have not identified the interests or needs in its solution, occupies a prominent role in the strategy.
You need a tool that helps you attract and retain customers. It may be restricted to the business card, which even works well in some situations, although rudimentary. Or it can be defined by technology. How about having good specialized software for this task? Want an example?
Emails are still one of the best ways you can establish direct and personal contact with your customers. And that makes this tool indispensable to capture new Leads , who are potential consumers of your solutions.
To get your contact, you can offer the customer a valuable digital material, such as an eBook-style guide , an invitation to a webinar or newsletter subscription .
In this way, it attracts the audience with valuable content – and for free. The public perceives it as a gain and not as a loss, as a first approach focused on selling would be.
(9. Offer different payment methods
To conclude this list, the final step could not be different. You need to offer the customer the means he has to pay for the purchase.
It may be a surprise, but payment terms and options are sometimes more important to him than the price itself.
If he prefers to pay at the boleto, but you do not provide it, what chance will he knock on the competition door? It’s big, isn’t it?
The same goes for the card, both in credit and debit. If you have a physical unit, you need a machine. If you work in a virtual store, with a digital solution.
Success in sales does not mean earning high in any given month. This is a long-term work, aimed at the sustainable growth of the company.
Month by month, you must win customers and become their partner. That way, whenever a need arises, it will be you that they will remember.