Are you tired of the barrage of gimmicky techniques for increasing your sales?
Maybe you don’t have time to take your team to a three-day workshop or the dollars to invest in a pricey online seminar.
If you’re ready to implement sales techniques that don’t break the bank — and actually work — Nectar Marketplace can help.
In this article, we’ll be taking an up-close look at tried-and-true sales tips and techniques that will increase your sales and improve the overall environment of your business.
Tip #1. Remember That Relationships Are Key
“Great salespeople are relationship builders who provide value and help their customers win.” Jeffrey Gitomer
It’s true. Building relationships with your customers matters.
To do that, you’ve got to step away from the “close the deal at all costs” mentality and look beyond the immediate transaction.
Instead, the focus must be on:
- Understanding what your customers truly need
- Being able to effectively solve their problems; and
- Connecting with them on a deeper, more personal level
The ability to treat customer contacts in this way builds trust and creates a positive customer experience — one that can go far beyond the initial contact.
Tip #2. Positive Mindset
You are what you think.
And as a salesperson, you have the power it takes to make or break sales. That’s why having a positive mindset is crucial.
If you want to be successful when it comes to sales, you’ll need to:
- Be confident in who you are
- Not be afraid of rejection or failure
- Always view your customers through a positive lens
- Remember that you are offering a good or service that your customer needs; and
- Listen more than you talk
Tip #3. Active Listening
Do you know the feeling you get when you’re around someone who is sincerely paying attention to what you’re saying? You feel a bond and want to connect with them on a deeper level.
If you want to make it in sales, that’s the tone you want to convey to Every. Single. Customer.
And it can only come through focused practice.
Whether it’s taking the time to listen to the needs of a returning customer or a coworker’s concerns, mastering active listening skills will go a long way towards instilling confidence in your listener that you can effectively meet their needs.
Active listening involves:
- Looking the other person in the eye throughout the conversation
- Listening, without formulating what you’ll say when they finish speaking
- Repeating back to your customer what they just said to ensure understanding
- Keeping a positive facial expression
- Maintaining a posture of active listening that includes leaning forward in your chair and keeping your arms and legs uncrossed; and
- Keeping your phone put away and out of sight
Never underestimate the positive impact active listening can have on your sales!
Tip #4. Mirroring
Mirroring is when one individual subtly replicates the verbal and physical behaviors of another — and when used properly, it’s a powerful tool in a sales arsenal.
Mirroring may look like this:
- Imitating the other’s body language or body position
- Using a similar tone of voice
- Maintaining the same energy level
- Using the same communication style; and
- Occasionally mimicking gestures, such as a head nod or hand wave
If done properly, mirroring can help to:
- Make a quick connection
- Build rapport
- Give a sense of empathy
- Increase your likability; and
- Boost your overall sales
But here’s the deal. If mirroring is insincere or obvious, it can have the opposite of its intended effect.
Tip #5. Empathize
Empathy is defined as being able to recognize and understand the …
- Feelings; and
… of those around you.
How can empathy impact sales?
Do you remember your last encounter with a salesperson who thought they knew exactly what you wanted — without so much as even stopping to listen to your actual need? Zero empathy. And most likely, zero sales.
The ability to show empathy allows you to have a deeper understanding of your client’s problem — and how to solve it.
Implementing empathy as a sales technique can be as simple as:
- Practicing active listening
- Asking relevant questions
- Avoiding judging or making assumptions; and
- Recognizing and acknowledging the feelings of your customers
Tip #6. Meditation
If you’re wondering what on Earth meditation has to do with sales, you’ll want to keep reading.
Research has shown that meditation combats stress by decreasing the amount of cortisol we produce — while encouraging the release of our “happy hormones,” including:
- Dopamine; and
With lower stress levels, you’re able to approach your work with a greater level of focus.
Meditation can help increase sales by:
- Improving listening skills, allowing for more focused sales conversations
- Boosting employee self-control
- Minimizing stress levels
- Improve self-esteem and mental resilience; and
- Upping critical thinking skills
That’s why, if you’re wanting to create a healthier working environment — and boost sales — implementing meditation in the workplace can be so beneficial. Nectar Marketplace has put together a great resource below with their top tips you can use to begin to implement mindfulness practices into your sales process.