The last thing a sales rep wants to see is their hard work put to waste. It’s happened to even the most experienced reps: a prospect seems interested, you think you’re saying all the right things, you put a ton of effort into the meeting, then they walk away. What did you do wrong?
- Know who you’re talking to. Understanding the market you are selling to takes time, and once you get there it will make your job much easier. Be aware of how people are responding and reevaluate your approach. If you are selling business to business, do research about the company you are selling to and know the correct person to talk to before you call.
- Stop talking. A common mistake sales reps make is handing over objections on a silver platter. Learn to stop talking! Instead of diving into a sales pitch, potentially ruining the sale, ask questions and listen. Let the buyer tell you what they need, then respond accordingly with a solution to their problem. Ask questions such as “how will you be using this?” to get a better idea what they are looking for.
- Ask for next steps. It’s hard to get a sale if you don’t ask for it! If you are unable to close during the initial conversation, establish next steps moving forward. Send a registration link or schedule the next meeting. Ending a conversation open ended prevents the prospect from moving forward, and forces you to chase after them.
- Read the signs. A prospect ready to buy won’t always say so. Tune into clues that they are ready, such as talking about specific scenarios or treating the product as if they already own it. If you are noticing these cues, stop trying to sell them and simply close the sale.
- Be an expert. It’s important to relate to the buyer, and offer an actual solution to their problem. If they aren’t ready to buy now, continue contact until they are. If you prove yourself to be an expert by sending valuable information and offering tips and advice, they will know who to come to when they are ready to buy.