In 10 Effective Selling Techniques that Work by Brandon Gaille, Gaille starts the article by stating some facts about sales. Did you know,
- All companies lose between 10%-30% of their clients a year?
- 80% of the Company income arises from the sales department?
- 63% of people requesting information about your product or service today, will not buy for at least 3 months? (that should comfort you)
After giving the audience some background statistics surrounging sales, Gaille presents some helpful selling techniques. Here are a few of them:
- Make connections with prospects personally. "People like buying from people they like so maintaining a good business relationship through personal connections is important."
- Believe in yourself and what you're doing to help your customers. It won't help you sell if you don't believe in or get excited about your product or service.
- Craft a compelling solution.
- Listen to prospects. Show that you're actively listening by asking follow up questions and working to gain a full understanding.
- Understand prospects' needs.
Gaille gives a few more techniques and an explanation on them, afterwhich he offers five traits that every good seller should have. These traits include: credible, professional, trustworthy, listener, experienced in industry. Gaille says that,
Selling is one of the toughest jobs in the world.
While it is rewarding, it is tough and is rarely understood. Many challenges come up that require new solutions. But although it is difficult, if a salesperson learns these important techniques and grows in sales knowledge, they "can easily make a sales professional succeed, regardless of the product or service that is being sold."
Learn the sales techniques and you're well on your way to greater success!
In this article by Mark Lindwall, Lindwall proposes that "...many sales training plans are massively diluted by a mish mash of uncoordinataed training activities." So is sales training effective? Lindwall wites that "The people that best know how effective and impactful your sales training is are your buyers." Why? Because salespeople are employed "...for the sole reason that you sell something complex enough that your customers need to talk kwith a salesperson to buy it." If this wasn't the case, Lindwall makes the case that people would just buy online.
So buyers, ultimately, are the purest judge of whether you sales training is effective in supporting selling (and consequently buying).
Lindwall then shows the results of a study proving that "Executive buyers don't believe salespeople are well prepared to meet with them." How can sales managers help salespeople be successful? And how can they ensure that sales training BECOMES effective? Lindwall says that, "...professionals in sales enablement roles must work back from the needs that specific buyer roles have during conversations with your salespeople..." Make sure that if you're paying for sales training, it pays off and makes your salespeople prepared to meet with executive buyers.
In this article by Andrew Fayad, Fayad starts out by having the audience imagine a natural salesperson. Did you think of a smooth talker, that's quick to answer your questions and causes you to be sold on a product within minutes? BUT, Fayad points out that "...the very best salespeople aren't always the slickest talkers-they're actually the most effective listeners."
Like any skill, consistent training is required, and in this article Fayad offers five sales training techniques. A few of the five are: Keep training short but consistent with micro-learning, reward specific achievements, and share success stories.
With each tip, Fayad mentions a real world example. For the 'Keep training short but consistent with micro-learning' tip, he mentions TED Talks, and how they "exhibit micro-learning at its finest. Industry professionals and thought leaders discuss a variety of topics to teach and inspire in digestible 15-minute increments." If sales training were to be incorporated like this with easily manageable intervals, the training would be delivered to an engaged audience and the information would be retained. I loved the real world examples Fayad used, and it helped me visualize why and how the sales training tip was important and effective.
On the tip to 'reward specific achievements,' Fayad writes that using specifics, "...makes these successes tangible and more meaningful." And the fact that a manager knows why and how they were successful is so much more significant than the occasional, seemingly random, "good job."
I highly reccomend reading the full article, especially focusing on the real-world examples. The tips are relevant, and the examples tie it together to create a wonderfully helpful article.
In this article by Ridho Putradi S'Gara, S'Gara says that "in order to determine which strategies are effective to improve your sales performances, a business owner should track the behavior of visitors." And I think, even ask the customers and visitors personally. There are many ways to track and measure sales perfomance, including analyzing comments on social media networks, and setting goals and seeing if you meet them.
The manager must also identify certain demographics or characteristics of customers, get to know who you're trying to sell to. On analyzing comments on social media, S'Gara says that studies have shown that, "the sooner a business owner responds to a question on the networks, the more sales the links on the company's social media profiles will will generate."
In sales it's very important that sales managers measure and then work to improve sales performanc. It's like canoeing up river. If you don't continue to move forward, you're moving backwards. Continuous improvement is important and you can't be continually improving if you don't measure and continue to set and make goals to improve.
In this video based on Noah Goldstein, Steve J. Martin, and Robert B. Cialdini's book The Science of Persuasion, the video by influenceatwork, highlights many important principles from the book. One of my favorites was Reciprocity: the obligation to give when you receive. The video highlights a lot of scientific studies, including one about tipping waiters and waitresses. When the waiter or waitress offers a mint before the end of the meal, the tipping percentage went up.
Another favorite principle of mine was Consistency: looking for, and asking for commitments that can be made. A study behind this included doctor's appointment cards being made by the patients increasing appointment attendance.
This is a wonderful video highlighting some great principles behind the science of persuasion, and with the examples backing them up, the audience can really understand them in context.