If you’re passionate about something, chances are you’ll make a great salesperson for it–but not without some planning and preparation. For entrepreneurs, passion and enthusiasm comes easy for the product or service your business is based upon. Although product knowledge and energy will get you far, you need to apply the following tips for sales success.
Sales Techniques for Beginners
Before you begin selling, you need to make a plan, prepare some sales tools, and practice. Follow our tips:
Don’t wing it. Make sure you know what’s important to say and emphasize at each point in the sales process. Resist the temptation to go into detail too early. Present information logically, highlighting the attention grabbing and problem-solving aspects. Include what differentiates your product from the competition.
Learn to Sell
Basic sales tools to compose, refine, memorize and practice delivering, include:
- Elevator pitch: Figure out the ideal way to define/describe your product/business within about 30 seconds (the length of an elevator ride). This is great for when you run into potential investors at a conference, or anytime you have the opportunity to tell someone what problem your service/product solves.
- Sales calling script: Even though you know your product backwards and forwards, on a quick sales call you could become nervous, get interrupted multiple times, or any number of hurdles could come your way. A script keeps you on track and succinct, without the “umms” or rambling that may come with stress. Keep refining your script and pitch, and once you have it down after a few sales calls, you can use it as an outline, rather than reciting verbatim.
- Closing: Successful sales requires you to confidently guide your prospective customer to the purchase, or to another goal, (the next step in your sales or nurturing cycle). This might be scheduling a product demo or follow-up call. You must be explicit about the next step–and get agreement. This is similar to a CTA (call to action) at the bottom of a web page.
Map Out Your Sales Process
This keeps you organized and allows you to divide up the work as you add staff. Your sales funnel may include:
- Phone call to set appointment
- Pitch meeting
- Product demonstration
- Estimate, matched to client business needs
- Final meeting with CEO
- Contract signing/closing
Know Your Audience
The key benefits and selling points for your product/service may be different for each demographic you’re targeting. Create sales decks, pitches and presentations for each demographic. You can’t sell to everyone (effectively, that is) the same way.
Contact All Things Commercial Capital and start your sales journey with help from us. We offer financing options to grow your business. Contact us today.