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Selling a product is both a science and art. To successfully sell a product, you need to master cold calling and understand the sales physcology to prepare yourself for all kinds of buyers. Also, selling a product follows a two-way interaction street where you have to look out for your product and engage with your lead, prospect, and customers as well.
While doing a sales call, you need to track cold call metrics to get the relevant data and analyze your findings. There are some of the best sale call practices to consider to ensure that you close more deals. Let’s take a look at these key takeaways:
Sales tip 1: don’t be too rigid while making the call
The key to take a prospect further down in the sales process is to make them happy. This you can do so by making sure that you create a light atmosphere in your sales call. Apart from introducing yourself, greeting your prospects, you can try to make small talk before starting the heavy subject. These small talks can be anything from making a positive comment, talking about weather, traffic or any weekend plans. Starting your sales call with a positive anecdote is a good way to break the ice and set the direction of the call.
Sales tip 2: don’t talk bad about your competitors
It’s a psychological trick but the thing is while making a sales call you need to give the best possible impression while making your prospects comfortable at the same time. To do so, many sales reps start to talk bad about their competitors, which they think they are doing right but the prospects start to think along the same lines for your brand. So whenever the topic of competitors is brought up it is better to say nothing or neutral things, rather than talking bad about them.
Sales tip 3: learn how you can place your product smartly
If you know how to place your product in the right way, then it also shows that the deal is gonna close. You need to do your research and learn the things on how your product can make a difference in the prospect’s life. The difference can be a small one saving $100 on the product or a big one getting a lifetime deal. But the thing is to develop an understanding about relative positioning. When you put a solution to the prospect’s problems and how your product can help you to do so, that attracts your customers even more than other things.
Sales tip 4: work the way so that your prospects can trust you
In a number of cases, it has been found that prospects don’t make a buying decision on just some rational thinking. They also need enough trust and a sentimental reason to justify buying that product from you.
That’s why it’s an important factor to develop a sentimental attachment around your product. If you can give them enough reasons to trust you, then there would be little to no reason for prospects to avoid buying your product.
Some of the buying triggers can be building brand loyalty, creating an emotional attachment, nostalgia, and other persuasive reasons.
While talking with a prospect, figure out the ways through which they can get an emotional reason that can become a buying factor for them. Make use of the powerful storytelling and the product’s value through relevant use cases. Depending upon the situation, you can make use of the anticipation of the pleasure or pain triggers as your strong storytelling tools.
Also, recommendations from family, friends and coworkers also go a long way. You can also make use of the testimonials, influencer marketing and referrals to make a strong point.
Sales tip 5: observe your customer’s behavior
Observing your customer’s behavior has some science attached to it. So, working in a science experiment involves a lot of observation, recording your observation and coming to a conclusion based on the given observation.
The same framework you need to apply in your sales call. Observe your prospect’s behavior, figure out their needs and take action based on your findings.
With enough practice, you can design a framework and after some time you can learn the art of listening, asking the right questions and getting answers from your customers.