Here are a few tried and tested practical sales tips and tricks that will not only help you sell your product or service but also retain your clients for the long run:
1. Understand the Client’s Needs for Effective Sales
Let’s assume that you developed a revolutionary product that could save a million lives. But, if customers don’t need it, they won’t buy it. You need to understand clearly the needs of your client.
Suggestion: Before you begin with your sales pitch, ask the client what problems they’re facing. This will help you showcase the features of your product that solve the clients’ given problem. A few questions you could ask are:
- Would you be able to explain what problems you are facing?
- What are the five pain points you are experiencing because of the lack of (this particular service)?
- How can we help you right now with solving the most urgent problems you’re facing?
2. Share Past Experiences for Impactful Sales
If you’re offering a product that will be used by the client for the first time, show the client your success stories. Present the client with a REAL case study that illustrates the functions of your product or service. Give them the numbers and comparisons. Let them see that you are confident in your product/ service (without revealing any confidential information).
Suggestion: Carry a case study (example here) for your clients to see for themselves how your product/service has been applied to another organization or industry.
3. Collaborate with Marketing for Deep Reaching Sales
It is required of the marketing team to study the nature of their target audience. They are the closest people to getting highly qualified leads. One way to ensure success is to get both the teams to focus on a common goal. Business development and marketing together can work on building strategies, developing content and campaigns, and, engaging with clients.
Suggestion: Start small. Collaborate for creating presentations and sales pitches. Work on the more prominent activities (like engaging with clients at a business conference) later (after both the teams have learned to work on small tasks seamlessly).
When you’re into B2B sales, solely acquiring a client for your company isn’t the ideal goal. But, building a long-term relationship with the client is. There’s a lot of work that goes into building relationships with various clients, but, the extra work is what makes or breaks a deal.
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