I’ve thought a lot about how to write a great sales blog for the benefit of all of us. It took me more than 62 hours to compile all the great sales techniques and tips and I really think our sales and marketing team has done a great job. Let us know what do you think at the end of this blog in the comment section.
Ok, lets begin this. One of the great sales quote came from my best friend who is now head of Cloud Solution business development, Ravish Giri. Giri taught me that “sales is not about what you are selling, but about making friends and about getting someone to see the world the way you do”. WOW, a profound statement coming from a simple man whom I know for the past 14 years. He also said “If you do that, everything else will take care of itself”.
Sales can be a gloomy job. On one hand, many people (especially nonsales people) feel that it’s immoral and lowbrow. On the other hand, it is the most important function of any business. Mark Cuban rightly said “Sales Cures All”, Until there’s a sale, there is no business. Personally, I’ve gone from thinking the former to believing that sales is very important for any business. I’ve been honing my sales skills over past 7 years to where I am today and today I am effectively the chief sales officer of Moisaka Solutions: Creative, Technology and Marketing. I don’t know exactly when this transition happened, but it took me a few years to embrace the power of sales the way I do today.
“Selling is really the art of convincing someone to believe and buy your concept, whether by buying your product or service or by investing in your company or by working for your company.”
1. Do the Due Diligence
It is not about pushing information at the buyer anymore, nowadays buyer is educated and well informed. You should focus your energy in crafting a great sales pitch that you will be successful. Remember your product or idea isn’t going to sell itself, you need make it happen.
Making the perfect pitch requires you to understand your customer very well, so if you’re not researching your customer, you are severely decreasing your chances of making that deal.
Do Your Research, do you know 82% of sales people are not aligned with the needs of their buyer. If you’re only focusing why you like the product and why it’s the best in the market – that value of your product may be completely lost on the buyer.
Your sales pitch should be different each time you deliver it and improvise it every time. This can’t be emphasized enough. If you come in with the story from only your angle, is it any wonder that it doesn’t resonate with your client?
Prior to presenting your pitch to the buyer, you should conduct thorough research on their company, their industry, and competitors. During your initial contact, be sure to ask the right questions so you can tailor your message to address that business’ specific needs and ease the deal to the next step.
Great research will also eliminate unnecessary noise and will keep the buyer(s) engaged. Show them that you understand their business with a lean message that highlights your product’s features that matters to them the most.
2. Develop a Motion Graphic Video
Undoubtedly one of the easiest way to convince your buyer why you are the best in your industry is through a short 60 seconds animated motion graphic video. If you haven’t don’t it, its time to think about this seriously.
Around 76% of the new clients’ interest is decided in first 2-3 minutes of your presentation so why not make it a visually appealing.
To know how to create an animated corporate video click here.
3. Address Objections Respectfully
As you’re reviewing your sales message, be sure your PowerPoint presentation not only includes thorough research and solves a customer problem, but that the pitch also addresses potential sales objections that may come up.
The most common sales objections fall in four buckets: Budget, Authority, Need, and Time (also known as BANT). You may not need to have a detailed response to all four, but be prepared to discuss each. The key here is to offer up a reply that shows value to your buyer.
Does the target audience currently have a competing product that is similar? If so, highlight the features that differentiate your product. Do they not have budget this quarter? Talk to how much money your product can save them.
4. Develop a Powerful PowerPoint Presentation
A motion graphic video embedded in a powerful PowerPoint Presentation can help you get a million-dollar project or investment. If you don’t think you have time or expertise to develop a powerful creative presentation then its time to think about hiring some expert who can help you with your great sales pitch or contacting the experts.
Try using less words per slide, old fashioned bullet points, and old designs. The less is better nowadays. You might want to check out this section for free PowerPoint template.
5. Telling Stories with Contrast
As you know messaging is about telling your company’s story in a way that attracts prospects to your doors and turns them into customers. The challenge is that, if you’re like most companies, you tell your story in a way that doesn’t differentiate you much, if at all. But to create a powerful perception of value, you need to tell both the “before” story and the “after” story – you need to tell customer stories with contrast. When you tell customer stories, don’t be afraid to link data with emotion. Often the best way to do that is to talk about the people who were affected by the challenging environment they were working in. Then talk about how their lives became better, easier, more fun, or less stressful after using your solution.
6. Use 3D Props
There are many ways to tell a story. But one of most extremely effective – and underutilized – technique is the use of 3D props. Props break the pattern of what’s expected – and can make the prospect sit up and pay attention. Props make a metaphor or analogy tangible. Props create a physical reminder and can continue selling even when you’ve left the room.
7. Making the Customer the Hero
Every story has a hero. Who is the hero of your story? Is it your company and/or solution? If the answer is yes, then you need to rework your story – and make the customer the hero. The customer is the one who needs to save the day, not you. Your role is that of the mentor. You are there to help your customers see what has changed in their world and how they can adapt and better survive and thrive. Here is the golden goose paragraph from this article.
8. Pressure is an art
Creating FUD (Fear, Uncertainty and Doubt) in your client’s mind can be a good thing because it will lead to serious consideration of your concept. In the Moisaka Solutions world, we award brand exclusivity by country and by category. I often need to tell potential clients that their competition is also talking with us. The trick is to mention this once and to NOT rub it in, which is likely to anger them. No one who is angered into saying Yes.
9. Humor Is a Great Lubricator
Funny stories always break the ice. Instead of using business cards, everyone in our company uses stamps (see right) to leave our contact info. It’s eco-friendly, it never runs out and it makes for a nice ice-breaker at the beginning of every meeting.
10. Challenging the Status Quo
Most salespeople see the sales process as a linear process. At some point, it has an end – the prospect will choose either you or your competitor. The truth is that those are not the only two end points. There’s another option – no decision – which is chosen all too often. Studies show that 20 to 60 percent of deals in the pipeline are lost to “no decision” rather than to competitors. It’s only by challenging the status quo that you can get your prospects to see that change – i.e., adopting your solution – is necessary.
11. Develop a compelling corporate website
Not having a compelling corporate website means you’re losing out on lot of potential leads and customers. The excuse of websites being too complicated or too expensive to create is no longer valid. Lot of times businesses see website as a marketing cost that doesn’t yield any return and I think people who say this are the ones who have not explored the power of internet and mobile devices.
At Moisaka Solutions, we develop corporate website and mobile application not just for the purpose of doing business but with the idea of making it a powerful weapon for our client’s business. We believe, if our customer can generate leads using their website and mobile application we did our job properly.
12. Have a dedicated time set aside either daily or weekly to do your prospecting.
Too many salespeople find themselves spending far too much doing everything else but prospecting. If you don’t schedule it and hold yourself accountable, you won’t do it. We at Moisaka Solutions ensure that our team is aligned and allocate a given time every time only on prospecting.
13. Believe in yourself and what you’re doing to help your customers.
Why should anyone buy anything from anybody if the person from whom they are buying doesn’t even believe in it? There’s a reason why confident salespeople are more successful. Can you get the drift? You can have the great sales presentation in the world, but if you don’t believe in yourself or your product why do you think customer should give you the deal, you don’t get the chance. Take the time to believe in yourself and product and then engage with your customer.
14. Show up and show up on time.
I think this is the most serious element for any successful salesman. Do you know more sales are lost because the salesperson either failed to show or failed to follow-through? It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact. This is the main reason why when companies are looking for salespeople, I tell them to find candidates who have a proven track record of self-discipline. If you are even planning to hire a great sales person always remember the point of being commitment and self-discipline.
15. Never go into a sales call not knowing how you’re going to close the sale.
If you don’t know where you’re going, then how will you get there? The most common part left out of any presentation is the close. Plan for it upfront by developing the strategy and your course of action.
This does not mean you’re only going to use one type of closing technique. On the contrary, it means you’re going to be ready to close using several different techniques based on what the customer tells you.
16. Reference a Referral
Ok, this isn’t really a step, but more a head start for your next pitches.
Ask current customers that you have a healthy relationship with for referrals to other potential prospects. Referrals are more likely to complete a sale than any other method, and generally a customer who is happy with your service will be happy to spread the word.
However, remember a referral without an introduction is ice cold, so be sure to ask for a quick email introduction rather than just leaving with a name and phone number.
It all starts here. As cheesy as it sounds, the positive sales rep controls his own destiny. The negative ones seem to never escape the muck of their own self disinterest, doubt, or displeasure. Staying positive allows all of the other skills to do their magic.
Determining who will buy your product is arguably the most important step to any great selling. Great sales reps can develop relationships and present the greatest pitch to a brick wall — none of that would matter because the brick wall isn’t buying.
All great sales reps listen well. In order to address the prospect’s needs, it’s important to understand the prospect’s pain points, shortfalls, and needs; the only way to do this well is by listening to them and asking questions. Often times, reps are not listening and instead, crafting their response.
20. Be clear and direct
When pitching don’t use complicated diction. Pride yourself instead on being able to explain the concept as quickly, clearly and simply as possible. This is important because the biggest problem in sales is client confusion. Confusion does not lead to a Yes.
21. Trust-building is Great Sales Factor
Developing trust and building valuable relationships is a significant component of selling and building your network. Start small by sharing your knowledge of the industry, providing what’s best for the customer, and staying in touch with them. At the beginning of the relationship, the best way to earn trust is to make commitments and to always deliver.
Great Sales: Conclusion
We hope this article helped you to understand what makes a great sales focused company. If you have any suggestion, please feel free to drop a comment or an email to business(at)moisaka.com
Enjoy your sales.