If you’re a sales professional working for a small business, you already know that this role takes hard work. Honing your sales skills takes years of experience, so in honor of National Salesperson Day, which is tomorrow, check out these 12 small business sales tips that will have you making sales in no time.
12 Ways to Improve Your Sales Skills in Honor of National Salesperson Day
1. Convince Yourself First
If you don’t believe in the product or service you’re selling, how can anyone else? Make sure that you’re working for a company that you are passionate about, because a lack of interest will be evident to potential customers.
2. Do Your Research
If you aren’t confident that you know everything about the product or service you’re selling, or aren’t sure how the individual you’re contacting could benefit from it, you’re not ready. Take the time to do your research so that you don’t seem unprepared.
3. Tell the Individual What You Know About Them or Their Business
Most people like to talk about themselves. Show that you’ve done your homework, and tell the individual you’re contacting what you know about them, and how these factors make what you’re selling a great fit for them.
4. Focus on The Customer’s Needs
Don’t scare away potential customers away by immediately talking about your company. If you start out by asking them about their business or needs, and make the conversation about them, you’ll be more likely to keep them on the phone. Then, you’ll be able to transition into talking about what you’re selling.
5. Be Transparent
Nothing is going deter customers from using your services like not answering their questions. Being straightforward with them about your sales process is better than telling them something that isn’t true. If they get the feeling that you’re dodging questions or hiding something, you can probably bid that sale goodbye.
6. Nobody Likes a Nagger
Most small business sales tips suggest being persistent until the sale is closed. Of course, you’ll need to have strong persuasive sales skills in order to meet your goals, but make sure this does not come off as nagging. Being too pushy will make the individual you’re calling more likely to try and get off the phone, and not be interested in learning more about your product.
7. Focus on the Sale
It’s easy to get distracted by your job’s secondary roles, but remember why you’re there: to make sales. If you’re spending more time on other tasks, instead of
making sales calls or doing other related work, prioritize your time. On National Salesperson Day, invest in a planner, and start allotting yourself a certain amount of time for secondary responsibilities, so that you can spend most of the day setting up sales!
8. Use Down Time Strategically
Even if it is a slow day in the office,
take advantage of the extra time by practicing your sales skills with a colleague. Having them critique your approach will help you improve and you’ll be sharper the next time you interact with a potential customer.
9. Read It Over
You never want to send a sales email with spelling or grammar mistakes. Make sure you get into the habit of proofreading your emails, and if editing is not your best skill, ask a colleague to read through your written sales pitches.
10. Follow Up, But Don't Spam
Most people have inboxes that occasionally get flooded, and they don’t always have time to read or respond to all of their emails. Other times, recipients may see your message, and simply not be interested. It is okay to try and send a follow up email, but don’t spam them! This will make them resent your company and not be open to hearing from you in the future. Same goes for sales calls – there is a difference between following up and harassing.
11. Next Steps
Always provide the recipient with next steps by the end of the conversation. Don’t just write to them regarding your service; make sure you tell them how to contact you, and what the next steps will be. This will increase the chances that you’re able to close the sale.
12. Celebrate Later
Congrats! You’re about to close a deal. Don’t celebrate too soon, though. During the closing process, make sure you ask the customer if they have any questions, and review next steps. You don’t want to lose the deal due to not tying up loose ends. Once the sale is finalized, it’s time to celebrate.
Acknowledge National Salesperson Day by brushing up on your sales skills! This career has many rewarding aspects, and there will always be room for improvement in your craft. Let us know in the comment section below which
sales strategies for small businesses you swear by.