The success of any businesses can be directly linked to the capabilities, Professionalism and effectiveness of its sales people. In order to maximise this effectiveness it is essential that the sales force have been professionally trained in the art of maximising sales whilst increasing the value your customers see from your product’s or service. To achieve this within your business I would recommend that all of your sales people attend a training program that has been specifically designed around your business plans and future goals. Each of the modules should be designed around and linked to the products that you sell the markets and customers that you sell them to and type of contact that you have with your existing and potential customers. If you have not yet engaged your sales people in this type of training then I’m sure you will find the next 25 tried and tested tips of great value.

1. Always Plan & Prepare before you contact your customer.
2. Believe in yourself and your products.
3. What is the USP (Unique Selling Point) of your product or Service?
4. Before any contact always decide what is your goal or objective.
5. Manage your time effectively. What can you do to be more efficient each day and create more time?
6. Ask yourself who is the best performer in your sales team/company and how can you imitate what they are doing?
7. Make sure you are talking to the decision maker.
8. Make sure you begin with an open/killer question – One that cannot be answered with a simple yes or no.
9. Take a consultative approach and try to help your customer rather than just sell to them.
10. When in initial discussions with the customer you should be doing round 30% of the talking with them doing the other 70%.
11. Ask the customer to clarify and commit to the statements they are making. I.e. so are you saying that your current supplier struggles to deliver in the timeframes that they initially promised?
12. Listen to the customer and do not interrupt them.
13. Learn to read body language and take notice of your own. What are you saying to the customer without even speaking?
14. Propose your product or service to the customer in a clear and concise manner.
15. Make sure your customer understands the Features, Advantages and Benefits of your product or service and how it will be suitable for their need.
16. Have you created enough desire to buy? The customer may understand that they have a need but do they feel you have the solution?
17. As your customer considers the cost ask yourself what added value can I offer this customer?
18. If your customer has an objection, test it and then question them in order to refine it and totally understand it.
19. Reassure the customer and answer the objection highlighting the relevant benefits of your product or service.
20. Ask for the order
21. Confirm and close the sale making sure the customers expectations can and will be met.
22. Keep up to date with the latest industry trends and technology developments.
23. Set yourself achievable but challenging targets and understand what you need to do in order to hit them.
24. Ask yourself what can I do to make buying from me easier?
25. When was the last time you refreshed your skills? Book yourself on a sales training course today.

Please subscribe to our regular news letter for further tried and tested sales tips.

This entry was posted on Tuesday, April 22nd, 2008 at 11:56 pm and is filed under Articles & Training Resources.