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Selling is an art, and like any art, it takes time and practice to perfect. These five tips will help you hone your sales skills so that you can close more deals and get your business ahead. 1. Sales is 80% listening, 20% talking The best salespeople are the ones who know how to shut up and listen. Remember, people buy from those they trust—and they can only trust you if they feel like you understand them. So, spend most of your time listening to your potential customer and asking open-ended questions so that you can learn about their needs. Only 20% of the time should you be talking—and even then, make sure you're tailoring your pitch to their specific needs. 2. Open-ended questions are key If you want to build rapport and trust with potential customers, ask lots of open-ended questions. These are questions that can't be answered with a simple "yes" or "no." Instead, they require the person to elaborate on their thoughts and feelings. For example, instead of asking "Do you like our product?" try "What do you think of our product?" By getting the person talking, you'll be able to better understand their needs and connect with them on a deeper level. 3. Be mindful of the hammock effect The hammock effect is when people underestimate how much change is required to reach their goal. In other words, they think they can just sit back and relax (in a hammock) while their desired outcome comes to them without putting in any effort. As a salesman, it's important that you manage people's expectations by setting realistic goals and outlining what it will take to reach them. Otherwise, you'll risk disappointing them—and ruining your chances of making a sale. 4. Appeal to your buyer's emotions People make buying decisions based on emotion, not logic—so it's important to appeal to your buyer's emotions when selling them something. The best way to do this is by painting a picture of what life will be like after they've made the purchase. For example, if you're selling a new car, don't just focus on the features of the car itself; focus on how the car will make them feel once they're behind the wheel. Will it make them feel safe? stylish? successful? Help them see how your product will improve their life and they'll be more likely to buy it.
5. Follow up When someone expresses interest in your product or services, don't let the interaction end there; follow up with them afterwards! This could mean sending them an email, giving them a call, or even just dropping by their office for a quick chat. The key is to stay top-of-mind so that when they're finally ready to make a purchase, they'll think of you first.
If you're serious about taking your sales skills to the next level, put these five tips into practice and watch your business thrive!