Thanks to the original post (http://www.gradconnection.com.au/forums/thread/marketing-and-sales/top-10-sales-techniques/?page=last) of these 10 important parts of sales
Sales techniques are used in majority of sectors such as marketing right to Finance and IT, selling everything from software, a service or a product. After you are training to bring you up to speed about what you''re selling, you need start bringing in the business. These top ten tips sales techniques gives an overview of the type of skills you need to use to gain new business and build and maintain client relationships.
1) Prepare
Before you make your first initial contact with the potential client, make sure you research their business thoroughly, understand their industry and take a look at what their competitors are doing. Also, do a little web research on the person you''re going to be talking to.
2) People skills
Some people find meeting new people easy as it comes naturally to them, but others find it difficult. Remember you''re face and personality of your company. There are many courses that can help develop your people skills and cover many aspects such as questioning and listening skills, giving and receiving criticism and praise and using assertive behaviour.
3) First impressions really count
If you are having your first meeting, first impressions are really important. Majority of people make their first impression in 15 seconds of meeting you. To feel confident, you need to look confident. Make sure you look you clean, tidy and are dressed appropriately. Do not wear jeans to your first meeting; even if they are a casual company, the first meeting is always about looking and appearing smart.
4) Starting a client relationship
Once you''ve made the first contact, you need to build on the relationship. It is important to listen and understand their business needs. Once you''ve built that relationship, shown you understand, and earned their trust, you are on the right track to making them a regular customer.
5) Relationship Building
To build on the relationship it is important to maintain regular contact with the client. If you don''t then they will either go to your competitor or lose trust in you. Make sure they know that they can contact you on your email, work number and mobile.
6) Listening to your client
Your client might mention a problem that they are currently experiencing at work. If you can solve this problem, don''t be afraid to give them your professional advice, even if they don''t ask for your help. You have to be confident in finding solutions to their work.
7) Sell the benefits
Sell the benefits of your product or service. Remember that your product or service is benefiting their business needs. You are helping them gain a flexible work schedule to make their work life a little easier on them.
8) Don''t rush the sale
Never let your customer feel like they are being rushed into a sale. This is important especially if you''re still building the relationship. If you can make them feel that they are in control of the relationship, you won''t risk losing the client to a competitor.
9) Remember a promise is a promise
If you promise to do something, perhaps a favor relating back to your services/product, make sure you follow through. If there is a deadline, make sure it reaches your client at least a day before. If you''re forced to extend the deadline, contact the client straight away and let them know.
10) You''re the expert
Never forget that you''re the expert in your field, make sure the client knows that they can turn to you for advice. You understand the industry and have the knowledge to provide expert advice and share good practice.
For more information on how to combine Lean Six Sigma with Sales please contact me at roland.weber@chaseperformance.com or visit our website: www.chaseperformance.com
