Effective Sales Techniques to Help You Achieve Your Sales Goals

‍Sales is a tricky game. There are no fixed rules and you can’t always rely on your intuition, creativity or instincts to get you through. As a Calgary business owner, finding sales professionals is a huge challenge. Hiring a professional sales trainer to work with your team could be a good option but be prepared to have your sales people get called on their bs and lazy attitude. Sometimes, even the most seasoned sales professionals find themselves stumped when it comes to closing deals or meeting sales targets. If you have found yourself in that situation more than once this year, take heart — you are not alone. Sales challenges are universal and every sales professional will experience them at some point. The trick is to figure out how to get back on track as quickly as possible in order to achieve your sales goals before the end of the year. Read on for some useful tips on effective sales techniques that will help you close more deals and meet those self-imposed targets sooner rather than later.

Establish trust with your prospect

You might think that trust is something you build in the closing process, but trust actually starts with the prospect. That’s because people buy from people they trust. If you are not establishing trust early in the process, you will have a much harder time getting a prospect to consider buying from you. These are some of the best ways to build trust with your prospect: – Adopt a Genuine Tone – When you are communicating with a prospect for the first time, you want to adopt a genuine tone, not one that is trying to sell to them. Be authentic. Let them know you are a real person — not a salesperson. – Be Transparent – Let your prospect know that you are open with them. A big part of being authentic is being transparent. Let them know your situation — what you know and what you don’t know. – Be Helpful – Prospects want to work with people who can solve their problems. Be helpful to them in any way you can.

Ask questions and pay attention to the answers

Sales professionals have been using this technique for decades. Not only does it show that you are listening, it also gives you insight into the prospect’s business, needs and challenges. From prospect interviews and discovery calls to one-on-one meetings with current customers, the questions you ask will help you understand your prospect better and position your solution in a way that resonates. You can also use visual cues to keep the conversation on track. Ask the prospect to draw something. It may sound silly, but it really helps get their point across. If they are describing a problem they are facing, encourage them to draw a picture of what the problem looks like in their business. This will help you better understand how to solve their problem. These, and many other techniques, can help you to get more out of every sales meeting.

Be flexible — be willing to change your product or service

Businesses and customers are not one-size-fits-all. Successful salespeople are able to recognize this and tailor their offerings to meet their customers’ needs. These are some of the ways you can be flexible in your sales approach: – Be Willing to Change Your Product or Service – If a customer asks you to change one part of your product or service, be willing to do that. It doesn’t mean you have to change everything. It means you should be flexible enough to accommodate them. – Be Open to Offering a Different Product or Service – The customer doesn’t have to be wrong. They may just be using the wrong product or service. If you can offer them a better option, you can save them time, money and frustration.

Use your data to find common ground and build from there

You may have a handful of prospects that you’ve been pursuing and closing deals with. However, sometimes you get the feeling that something isn’t working. You aren’t getting traction and the deals aren’t closing. Rather than trying to push through and sell past the close, you might want to consider changing things up a bit. Turn your attention to prospects that you have data on — those that you have spoken to but have not closed a deal with yet. Look for commonalities between the prospects you have closed a deal with and the ones you are struggling to get to the close. This will help you to identify where you need to change your approach to get more prospects to the close.

Conclusion

There’s no doubt that sales is a challenging and demanding job. However, there are many effective sales techniques that can help you succeed in this field. If you put these tips into action, you will see noticeable results. When it comes to sales, it’s important to keep in mind that there’s no such thing as a magic formula. There are no secret techniques that will work for everyone. That’s why each sales approach must be tailored to the needs and preferences of each prospect you meet. Armed with the right tools and techniques, you will be able to achieve your sales goals.

Welcome to CalgarySalesTeam.com. This division of Matterhorn Business Solutions was started to address the sales needs of some of its current clients. Our primary goal is to enhance your existing sales strategy. Even though we are based in Calgary, Alberta, Canada we support several companies across Canada and around the world.

We began working in sales, cold calling, and lead generation in 1992 in Vancouver, BC.

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