Quick Tips to Remember:
Highlight Your Differentiators
As a small business, you might not have the well-recognized name or hundreds of resources that a large business has, but that’s okay. The key to small business success is focusing only on those things that your company does well. Research your competitors so that you can easily show where your company shines. Know and believe in your products, services and offerings, and be excited to exemplify your professional expertise to clients. By focusing on building a strong reputation with your clients and highlighting your company’s differentiators, making a sale will be a much easier process.
Be Enthusiastic and Genuine
When many people think of sales representatives, a slick-talking, deceptive person who will do anything for a sale is what comes to mind. However, this is definitely not the case, and changing this perception should be something every member of your team is continuously focused on achieving. Clients can tell when a person is genuine and enthusiastic about their company. The desire to help customers will be evident to the client, and will ultimately be the foundation for your success. High energy and positivity is attractive and contagious. When speaking with clients maintain eye contact and try to smile –interpersonal skills can truly make or break a sale.
Listen
Communication skills are critical to sales success. While selling requires that you spend a considerable amount of time expressing your company’s differentiators to clients, it also requires listening skills as well. Customers and clients enjoy hearing about what your company can offer them, but they also want to know that their wants and needs are being heard. Listening builds trust, and trust is one aspect that helps companies gain loyal customers. Dale Carnegie, the author of “How to Win Friends and Influence People”, once said, “Listen first… Let them finish. Do not resist, defend or debate. This only raises barriers. Try to build bridges of understanding.” Provide information and be helpful, but always remember to give the customers a chance to tell you what they want.
Learn from Every Sales Opportunity
It’s important that you look at every potential sale as an opportunity to learn and grow. Whether you win a new client, or don’t gain the new business that you hoped for, learn one new thing from the experience. Grow from your mistakes and note the changes that you would make in the future.
Bio: This article was written by Dale Carnegie Training, a company founded on the principles of the famous speaker and author of “How to Win Friends and Influence People.” Today, the company offers leadership training to help businesses and individuals achieve their goals.
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