This month, we want to talk about the dreaded topic of sales. Selling is hard, and it pulls people out of their comfort zone. When working on your business, you want to focus on the fun stuff, the content creation, packaging, interacting with customers, social media, etc.

However, for any organization, sales drive the business, and it’s critical for growth. To be a successful sales rep there are skills that you need to develop. They are known in the industry as “proven sales strategies.” They’re called “proven” for a reason, right? 

Know Your Product 

Product knowledge is number one when selling anything, regardless of industry. Sales reps need to have extensive knowledge of the products they’re selling. With consumers having access to the internet and being able to research on their own, basic product knowledge is not enough. Sales reps should be able to answer any question concerning price, ROI, customization, and more. It’s also important to understand how specific features will solve problems that your customer may have. With that said, don’t overwhelm the client with the technical aspects of your product. They want to be reassured that you know your product, and they want to know how the product can make their life easier. Understanding your product will make you more confident in explaining how this product will make their life easier. 

Know your Customer & Identify Pain Points

We mentioned this earlier, but an effective sales rep understands their customer’s pain points and can explain how the product will help solve their problems. If your customer does not have any pain points, they have no need for your product/service, and it will be even harder to convince them otherwise. Uncovering customer pain points quickly is a great skill to develop. 

Here are some questions you can ask to identify the prospects pain points: 

• What are your everyday goals? 
• What are your business processes? 
• What are the biggest concerns and hurdles you face? 

Ensure that you’re actively listening to your prospects. When selling, people tend to get caught up in what they’re going to say next and forget that the best thing a salesperson can do is listen. When responding try to offer solutions. Sales pitches work best when you show prospects that you understand their obstacles and that your product can help solve them. 

Do your research 

Preparation is key. This includes knowing as much as you can about the customer and their situation. Being well-prepared for your meetings shows that you’re not only competent, but shows that you care about the customer, their business, and their obstacles. 

Sell to the right people 

A common mistake that sales reps make is trying to sell to the wrong people. They spend a lot of their time prospecting and reaching out to people who are not interested in them or the product they’re selling. 

To connect with people who are interested in what you have to say, it’s a good idea to position yourself as a consultant. Instead of calling to close the deal as quickly as possible, a consultant will focus on each prospect’s pain points. Rather than spending your time cold emailing and trying to reach as many people as possible, you’ll focus on a few quality leads and focus on educating them and showing them your value. 

Follow Up, Follow Up, Follow Up 

You found a quality lead, you had your meeting, it went so great, and you think you’re about to close, BUT if you don’t reconnect with the prospect afterward, the opportunity for a sale can slip through your fingers. 

Follow-up emails are a great way to stay connected with your prospect after your initial interactions. Sometimes clients won’t be as responsive. Typically that’s because they don’t know what to do. By following up you can keep the client up to date on where they are in the sales process. Stay focused and continue working on the quality of your emails. 

Don’t Let Rejection Discourage You 

With sales, you’ll be rejected countless times. Rejection is always going to be difficult, especially when you’re just getting started. Sometimes your competitors will sneak in or the client may not have the money. Don’t let it get you down, and remember that it’s not personal. 

You want to use rejection as an opportunity to strengthen your future sales. Rejection will reveal weaknesses in your sales process, and by paying attention and tweaking your pitch, you can turn those weaknesses into strengths. 

Selling is not for everyone, but it is essential for every business. Take your time, tweak your pitch, and keep trying. It gets easier as you continue working at it.