Prospecting is one of the most important sales activities of a business. If there are no sales, then there’s no business. Here are 5 sales tips to keep business flowing by turning your sales prospects into buyers.
1. Educate and help, don’t sell.
Valuable knowledge is a great way to begin a sales conversation in a way that isn’t “sales-y”. It’s never about pitching but telling your story and why it should matter to your prospect. Your first goal is to educate and help them fix a problem. Giving them valuable information about your company, the industry you operate in, will build trust, and launch you to the next stage in the sales funnel.
2. Differentiate with value not features.
People look for value. When prospecting, don’t jumpstart a sale by selling specs and features. Engage a prospect using value and what your product or service can do to help them. Ask yourself, “Why should your product matter to them?” The better you tell your value story to your prospect, the more likely they’ll trust you and buy.
3. Actively listen to your prospects.
Actively listen to the true pain points of your prospects will help you understand their needs. Most of the time, when customers diagnose their business problems, they leave out their ideal or “dream” outcome. What they say they want is closer to a band-aid fix to a current problem instead of what they want their business to achieve long term. Be inquisitive during your prospecting and read between the lines. Doing so will help you build a trusting relationship with your prospects, showing them you have a clear solution and that you “get it”.
4. Help your prospects avoid any obstacles.
Make it as simple as possible for your prospect to become a customer. Whether that’s a dedicated Sales Rep, 24/7 customer support, or a pre-filled out application, you should be a resource to your prospect, making less work for them to do business with you.
5. Set expectations early.
The most valuable thing you can do as a prospector is to set expectations. People are hard-wired to be suspicious. For the most part, people are skeptical of offers, advertisements, sales gimmicks – they need evidence to back up claims and ensure they avoid risk. To build trust with your prospects, set and meet expectations early on in the game. You’ll avoid over-promising and avoid under-delivering.