As someone who develops business in sales automation for Velocify, we often discuss the importance of automating the sales process so sales people can focus on selling. Here are 6 tips that you can execute today or use in your next sales meeting to help your team increase conversion.
  • If you need the lowest price to sell something, you're not a sales person: Great sales people are able to discuss benefits, identify pain points and provide solutions to problems. If you sell by price, you'll die by price.
  • Build Rapport: Sales People can sound robotic, ask a series of qualifying questions and quote a price hoping they'll be the chosen vendor. While the prospect is talking, we're thinking about our next statement or answer instead of truly listening. People often think of rapport as being a good talker when in fact it means being a great listener. People love to talk about themselves so let them. I'm not saying you should let people babble so you lose control of the conversation, but the more you listen, the more you'll learn about how to serve them and ultimately increase conversion. You have 2 ears and one mouth, so listen twice as much as you speak.
  • Attitude: Sales people sometimes fail or hear "no" more often than they succeed so having a great attitude is imperative. People want to do business with charismatic professionals so when you're not fired-up; fake it till you make it.
  • Ask for the Sale: According to Zig Ziglar, Tom Hopkins and many great sales trainers, the biggest reason sales aren't closed is because it was never asked for. Make it a habit to ask for the sale on every call. The word no means the prospect needs more information. If you've built rapport, you can verify pain points, discuss the benefits of your solution and ask for the sale again. A closed mouth doesn't get fed, ask for the sale!
  • Believe: If you believe you're not going to hit your sales quota, you're right. If you believe the prospect you're speaking to isn't going to buy; you're right. Sure you'll win deals in spite of yourself from time to time, but a solid personal and organizational belief system is invaluable. Whether you believe you can or can't, you're right!
Sometimes as sales professionals we forget about the basic principles that got us to where we are today. If you've been struggling or need a boost in your sales metrics (who doesn't?) go back to basics and make it happen.