New sales techniques constantly arrive on the scene. Someone outlines a list of new tactics, promising new levels of success. As a sales professional, you can often be confused and skeptical about how to proceed. With all the successful sales strategies available here are several to use with care or avoid.
1. The Strategy of Compliments
Everyone enjoys a compliment, and complementing a potential buyer is an effective way for you to earn their respect and trust. The tricky part of this strategy is understanding the limits. Over-complimenting can lead to killing the deal. If you praise them to the point where either they begin to suspect your authenticity or they begin to believe you are beneath them, your sale is heading right into the dustbin. Use compliments as an opener to relax your clients. Never forget when you loses authenticity, you lose the sale.
2. The Strategy of Refusing to Take No for an Answer
Experts have been teaching this strategy to salespeople since the beginning. You have heard this advice at some point in your sales career.The main problem with this strategy is that it gives prospects zero respect for knowing their needs. This strategy presumes that you can pound a prospect into submission. Even with the best intentions this strategy seems outdated. This type of thinking on your part will only help to perpetuate the stereotype of “the used car salesman”. A stereotype as outdated as the strategy. Many companies don’t say salespeople, but rather a consultant. Say no to this strategy and keep your credibility.
3. The Too Much Information Strategy
You have done your research and outlined all the ways your product is in perfect alignment with your prospects mission and company values. You know all the different and unique ways your product will benefit your client. During your presentation resist the urge to read the long list of benefits. Focus attention on the top 3 to 5 benefits. What they are, how they will help achieve the desired outcome.You have to give the prospect time to digest the material. If you try to focus on the top 20 benefits by the time you’ve reached number 15 your prospect may have forgotten numbers 1 through 4 and these are the most crucial.
4. The Walk In Every Door Strategy
Many sales managers will train their salespeople to hunt for leads by walking in every door. The philosophy of this strategy is volume and it can deliver good results; however, spending a little more time qualifying leads gets the same results faster. Making a long list of leads is easy. Cold calling that long list can also seem easy. If by easy you mean just making the calls. Just making the calls is not what prospecting is about. Identifying prospects who are most likely to buy from you is what prospecting is about.There are no guarantees when it comes to qualifying leads, but you stand a better chance of success over the long term by developing a system of identifying the specific characteristics of your target market.
5. The Strategy of Taking an Indirect Route
You have two main priorities as a salesperson. First, you want to provide a service or product that benefits your client. Second you want to make the sale so you can benefit yourself and your company. When done correctly you produce an outcome where everyone wins. Sometimes you focus so much on the first priority you forget the second. You get so busy offering to help that you forget to move your own agenda forward. You should always offer to help in any way you can, but don’t forget that your time and effort are just as important as your prospects time and effort.
6. The Always Be Closing Strategy
This type of sales strategy provides another stereotypical sales experience for the prospect. Some experts say that this approach creates a negative response in the brain that causes the prospect to shut down. Once again the image of the unethical used car salesperson rears its ugly head. You don’t want to be this type of sales professional. Prospects are not hurdles to overcome at any cost. Prospects are people who deserve respect. They have a need that you can help fill by listening, identifying the details, and providing options for a solution.
7. The Buyers are Liars Strategy
This outdated technique is still taught by sales managers daily. The idea is that prospects will never tell you the truth. They will object and never share their real objection. It makes no sense that the prospects would lie when they are the ones seeking to fulfill some need. Unless you use some common sense and consider that maybe the sales professional is not creating an atmosphere of truth. If you make your prospects lie to you it’s impossible to trust. The trust will create a path that leads to a solving their problems and possibly to a lasting business relationship.
8. The Hard Sell Strategy
Hard selling creates the most unflattering picture of sales professionals. It tells prospects that you will push and push until for one reason or another they buy a product or service they don’t want or need.
Hard selling is ugly and often deceptive. This type of salesperson is usually a bully or a manipulator and couldn’t care less about the prospects beyond their source as a commission in his or her pocket. You cannot be an ethical person and use the hard sell approach.
9. The Renew the Contract Strategy
This strategy is usually thought of as done because you have an existing contract. If all has gone well why wouldn’t the client want to renew. Here’s why. Your offer is more of the same; however, as you are about to find out your competitor’s offer puts yours to shame.
As you were busy patting yourself on the back, your competition was busy doing the things you did to win the contract in the first place. Your client's needs have changed. Don’t get lazy. You have the advantage with the client. Work as hard to keep the contract as you did to get the contract.