6 Tips for Making More Sales

No matter what business you are in, you have to sell. Nothing happens in a business until somebody sells something. In this article we’ll take a quick look at six things you can do right now to help close more deals.

1. Dress for success. First impressions count and your appearance does make an impression. This doesn’t mean you need to wear a jacket and tie, or suit, all the time, but it does mean that you should always look smart, even when meeting clients that dress in workwear. When they are expecting to see a businessperson they can trust, they are not expecting a mirror image of themselves.

2. Listen more, talk less. If you recall the last really good conversation you had with someone, you will almost certainly remember you talked more than they did. When we have an opportunity to put across our ideas, we value the conversation more. Bear this in mind when selling; it’s okay to guide the conversation, but be sure to listen to the answers and always be on the lookout for the prospect’s concerns and objections, even those that may be hidden among a bunch of other stuff they are saying.

3. Choose your words carefully. Never speak ill of your competition. Never undermine your boss or business partner for example, by saying something like, “Well, I’d love to give you that deal but my boss would never go for it.” Never swear – even if your client uses every profanity in the book. Never try to impress with big, or technical words. Making your client feel stupid such as saying something like, “Well, anyone who knows anything about business would see this is a great deal.” Never talk politics, or religion; it’s tempting to discuss current major events, or breaking news but avoid this discussion route. Last, do not dismiss or minimize your prospect’s concerns or objections.

4. Sell yourself first. Launching into your sales pitch straight after the welcoming handshake will start you off on the wrong foot. Spend a few minutes passing the time of day. As corny as it sounds, talking about the weather is better than nothing. People buy from people they like; people with whom they feel an emotional connection. Ask if they had a good weekend and they might mention gardening, or boating, or whatever - this is your chance to ask them more about their interests. People like nothing better than talking about the activities they enjoy.

5. ABC (Always Be Closing). Obviously you will need at some point to make your presentation, or pitch, and that’s important, but you can easily get carried away with extolling the virtues of your product and service and forget that you are there to make a sale. Develop a personal connection, present the information, and then ask for the sale. People expect you to ask. Look for signs the person is ready to buy, try some trial closes (e.g. does this look as if it will do the job you need it to?) then ask for the order. If they still need more information, they’ll let you know. Knowing when to stop presenting and start asking for the sale is one of the keys to sales success.

6. It’s not all about you. Selling is about solving your prospect’s problems, easing their pain, or making/saving them money. Customers want to see that you care about them and their best interests. They care about whether you’ll deliver on your promises. They care about whether you can be trusted, and that they’ll get value for money. They don’t care about your previous sales success. They don’t care about the prestigious companies you’ve worked for in the past. They don’t care about how many other people you’ve sold this product to. Think like a customer; view the world from their perspective, and always think about how you can help your prospect. That’s what will build your reputation in the industry, and in the end give you the success you want.

When it comes down to it, selling is about providing your customer with what they want, reliably, at a price they can afford. If they feel you are self-absorbed, they will doubt whether you can deliver on those three promises.