In sales, for selling techniques to work effectively there needs to be clarity in both the actual sales role and in the process of selling. Successful selling is about always having a clear objective based on where we are in the sales process.
Challenge the buyer’s journey
Sales people can too often view the sales process as a linear process with a WIN/LOSS outcome at the end where the prospect either chooses you or the competition. There is a third option which studies show that effects up to sixty percent of deals getting marked lost, this is the “No Decision” scenario where the prospect parks the deal due to the fear of change or just don’t see the value. One selling technique is to challenge the status quo of the win/loss scenario and focus on getting buyers to see that change (choosing your solution) can make them a hero, will make life easier and has value far beyond the price being paid.
Find the USP
In the sales process there will always be some overlap between what you provide and what the competition can provide to a prospective customer. Stark reality is that the overlap could be as high as sixty or seventy percent. Do not fall into the sales trap of over focusing on “parity areas” against competitors in the sales process. Rather sales people should focus on what they can do for the customer that is absolutely different from what the competition can do; this is your “Unique Selling Point.” Your USP has to be unique to your solution, identified as being important to the customer, and can be defended when push comes to shove.
Share social stories with real meaning
Sales and marketing messaging is about telling a company’s story in such a way that it attracts prospects to the business and eventually turns them into customers. The challenge for every company and sales person is to share stories (social selling) that differentiate from the competitors. Sharing stories with real meaning can help create a powerful perception of value in a customer’s mind. So we need to tell the “before” story and the “after” story, real verifiable stories, meaningful stories, stories with emotion. Share real stories about the people who were affected by the challenges in the business area they were working in. Then share how their situation became easier, more productive, or less stressful after using your solution to the problem.
The customer is the Hero
Every story has a hero. The hero who got things sorted. In business, the customer is always the hero, the hero who identified the problem, who foreseen change was needed, that there was a better way. Reality check, it is NOT you, your company or your solution. The customer is the one who needs to save the day, not you. Selling has changed, the sales role is to adopt the position of a mentor, listening, helping, guiding and sharing stories to customers so they can see what needs to be changed and how they can thrive into the future.
Focus on the customer
Successful selling starts by really listening to the customer, the challenges they have and what they want to solve, rather than just trying to find a reason to sell them something. No such thing as a standard sales presentation, each one should be tailored so the way you present your product or service will match each and every customer’s requirements. This solution selling technique is a far more powerful than delivering a template driven, general purpose sales pitch. Now your sales message can pinpoint exactly how your product suits the customer, highlighting the points where you have a competitive advantage (USP). While at the same time, the more information you know about a customer’s position and what your product could potentially do for them, the more likely you can prove its value to them, hence reducing the fear to change barrier.
Focus on the right customers
Customer acquisition and lead nurturing is about focusing on the right customers. Ask the question “Who do I sell to?” No point hunting down prospects if the solution you have is not a right fit. While sales training should include sales tips on getting past the gatekeepers such as secretaries and to create interest, they do not tell you which customers to approach. Take the time to understand where your company can beat the competition, then research customer profiles, draw up a list of prospects, engage with social selling to create awareness to put you in a strong position when it comes to considering you or your solution. Also knowing who your ideal customer profile is will help open up a sales story and why it is worth a customers’ time talking to you. Knowing when to sell and knowing when to walk away is a selling technique not being taught enough.
Clarity in the Sales Process
Think of a sales process as a series of steps to get from A to Z. Does the sales process have or include a free trial, an on-site visit, face-to-face meeting, proof of concept or maybe a product demonstration? What processes have proven most successful in the past? On every customer interaction, ask yourself, what do I want to get out of this and where are we in the sales process? Clarity in the sales process gives you a framework and the time to create a buying vision, the reasons and case why the customer will change (challenge the buyers journey) plus the time to share social stories to show how the prospect’s world can change for the better.
Success is based on hard work and skill not luck. A systematic approach to selling is critical to sales success. Have a daily, weekly and monthly plan for lead generation, sales calls, social selling, pipeline development and deals secured with specific targets in each area. Much of this sales activity is a question of efficient time management so before you start your week, check your sales process and then plan the number of events you want to progress.
In sales, we are today where our selling techniques have brought us. We will be tomorrow where our selling techniques take us.