Generally, people hate acting like a salesman, due to previous experiences with cold callers, door knockers etc. The majority of the time, these people are trying to sell you something you just do not need, and selling in this style attempts to manipulate people into buying something they do not want, as well as being obnoxious and annoying. Below are some tips on how to stay relatable rather than annoying to ensure your customers are interested in what you have to offer, rather than put off by your obnoxious and forceful tactics.
Use cold calling effectively:
It is a massive challenge to deliver a sales pitch to someone who has never heard of your company. With all its negativity, it’s hard to see how cold calling is even worth considering, but that’s exactly why cold calling can be so effective. It is imperative to research the companies you are calling to ensure you’re not wasting your time with people that are not going to be interested in what you are selling. By doing so, you can be confident that what you are offering is going to be of service to the customer and you will be less likely of being shut down immediately. It is also important to be able to embrace rejection rather than let it build up and affect your next call. To be continuously successful in cold calling it is important to experiment, fail and to learn from your mistakes. Writing a conversational script rather than using a sales pitch can help you integrate where you may be getting stuck and make changes accordingly.
Be an actor not a robot:
When speaking with potential clients, it can be draining trying to listen to someone who has memorized a script and ends up sounding like a robot. What can be more effective is memorising your script like an actor and get in the zone. Being able to integrate human emotion into your sales pitch will do wonders for keeping the attention of your target. It is also important to know your product like the back of your hand, so you are not put-off when the person speaking to you has a question in the middle of your pitch. This will ensure you are able to flow smoothly through the process without getting lost.
Something as simple as asking your client questions can engage them into the conversation giving them a more personalized feel. Questioning them about what is frustrating them, or their goals for example, can help you better understand your customers’ wants and needs. Once you understand what your customer needs, you can tell them how your product is the solution. Instead of focusing on the specific qualities of your product, it may be more beneficial to focus on how your product can help your customer with solving their problems.
Address any objections:
It is important to try and predict any objections that may be thrown your way about your product. Is it too expensive? Is it a new or unpopular product? Is the product like something else on the market? By doing so, you can prepare a response that should seem natural, like how your product differs from your competitor’s product etc. You should also never discredit your customers objection. It is important to recognize their feelings about the situation by reconciling their objections with something like ‘that’s true’ or ‘I completely understand’.
Closing the Deal:
After you have addressed any objections, it is now time to move the conversation forward. Never expect the customer to close the deal. Some useful phrases to use include:
- So, when would you like us to do the work?
- If I could give you a discount today would you be interested in purchasing?
- Based on your company needs, I think this product would be well suited. Would you be interested in purchasing?
- Can you commit to doing business with us today?
- If we can resolve the one issue you have with our product, would you be willing to sign a contract in the next 2 weeks?
Sometimes your customers are not ready to make a deal on the spot. If you do not get a firm ‘yes’ or ‘no’, tell them they should have a think about it, and you will follow up with them at a later date. Exchange contact information, set a time period for the follow up, and don’t give up until you get a final answer. Many sales are made during the follow up period!