Sales is one of the most essential skills which will always be in demand in the market. The selling process has evolved from “doing anything to make a sale” to following a proper strategy to ensure that the problems of the customer are solved by creating a positive experience, providing value, and building relationships.
This article will provide you with 7 sales strategies used by the best-performing salespeople in India to help you boost your sales.
- PAS Framework
The PAS Framework stands for Problem-Agitate-Solution. The basic idea of this framework is to listen to the customer, understand their problems and position your product as the perfect solution.
- Problem – Clearly articulate the problem your product solves.
- Agitate – Inform the customers the possible negative outcomes of the problem.
- Solution – Ensure you position your product as the best way to solve the problem.
- Explain the end result of using your product
It is always better to focus on the end result of your product. Your customers are only interested in the benefit they will have of using the product and not the product itself. Once you your potential customer’s attention, you must explain what they can accomplish using your product in order to generate interest amongst them and have a better chance at closing the deal.
- Connect with the decision maker
The decision maker is the person with the authority to make a purchase decision for your product. For example, if you are selling a CRM software, a CMO or CTO will have much more authority than a sales executive to take decide whether the company will buy your Telecalling CRM software or not. Directly connecting with a decision maker is not easy, especially for B2B products. You will have to provide potential customers with high value upfront without expecting nothing in return. This can include promoting the decision maker and their company in your blogs and social media channels.
- Lead Scoring
As a sales person, you may get a lot of leads. All of these leads will never be qualified to convert in a sale. You can give the leads a score of 1-10 with 10 being the hottest lead most likely to convert into a sale. Great salesman have a knack of identifying hot leads. Generally, these are the ones where you are in direct contact with a decision maker. After assigning the scores, always start from the leads with the highest scores and work your way down.
- Create an exciting sales pitch
You have to focus on creating a pitch which excites your potential customer to use your product. Generally, you will have around 90 seconds to make an impression when selling. You can use techniques like storytelling wherein you explain the end result of using your product through a story to keep your prospects interested. Also, try to create urgency in order to increase your chances of converting the prospect. Another pro tip is to add an emotional hook in your sales pitch.
- Negotiate for a win-win situation
While negotiating, always remember that you are looking for long term relationships and not just a single sale. Hence, it is important for you to create a situation which is beneficial for you and the prospective customer. If you start negotiating for minor details which are not very significant for you, then you may end up losing the customer forever.
- Follow up continuously
The last strategy used by the best sales persons in India is ensuring that they follow up until they get a definite yes or no. If a person says that they will get back to you in a week, ensure you call them in a week. Be careful not to harass the customer when they have said a definitive no.
So we have come to the end of this article. We are sure that using these strategies will help you in boosting your sales. If you have any more sale strategies then do mention them in the comments below.