{"id":48840,"date":"2021-09-08T05:16:00","date_gmt":"2021-09-08T09:16:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=48840"},"modified":"2021-09-21T13:39:19","modified_gmt":"2021-09-21T17:39:19","slug":"sales-tips-for-success","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/","title":{"rendered":"Level Up Your Sales Game: 3 Sales Tips for Success"},"content":{"rendered":"\n<p>Do you work in <a href=\"https:\/\/www.shortform.com\/blog\/face-to-face-sales\/\">face-to-face sales<\/a>? What is the key to converting a curious prospect into a satisfied customer? <\/p>\n\n\n\n<p>Once a sales prospect has shown an interest in your product, you&#8217;ll need to engage them in a conversation that allows them to open up and tell you what exactly they are looking for. To maximize your chances of closing, follow these three <a href=\"https:\/\/www.shortform.com\/blog\/sales-success\/\">sales tips for success<\/a>: 1) <a href=\"https:\/\/www.shortform.com\/blog\/career-progression-plan\/\">position yourself<\/a> as trustworthy, 2) ask questions, and 3) emphasize your product\/service\u2019s key benefits. <\/p>\n\n\n\n<p>We&#8217;ll discuss each of these concepts below. <\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">1. <strong>Position Yourself as Trustworthy<\/strong><\/h2>\n\n\n\n<p>Our first sales tip for success is to position yourself as trustworthy\u2014<strong>as a friend or advisor rather than a sales person. <\/strong>Focus on <em>helping<\/em> the prospect rather than <em>selling<\/em> your product. This makes her feel your meeting is about her, not you, and dramatically reduces the likelihood of rejection.&nbsp;<\/p>\n\n\n\n<p>It\u2019s also crucial that you come across as honest, or your customer will reject you immediately. Therefore, don\u2019t oversell the benefits of your product, but instead explain simply and truthfully how your product or service can help her.&nbsp;&nbsp;&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">2. <strong>Ask Questions<\/strong><\/h2>\n\n\n\n<p><strong>To encourage an open conversation, ask questions. <\/strong>People love to talk about themselves, so let them. More often than not, if you let a customer talk, she\u2019ll reveal to you what would convince her to <a href=\"https:\/\/www.shortform.com\/blog\/how-to-make-a-sale-2\/\">make a sale<\/a>. Asking questions has several advantages:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Asking questions puts the spotlight on the customer,<\/strong> which is where it should be. Again, people like to be the center of attention, and keeping the focus of the conversation on your customer rather than on you or your products keeps her happy and makes her feel her needs are central. It increases the likelihood of a sale.&nbsp;<\/li><li><strong>Asking questions puts you in the driver\u2019s seat<\/strong>. In general, in any dynamic between two people, the person who asks the questions is in control of the conversation, directing the topics and the flow, and the person responding is in the less dominant position. If your customer asks a question of you, you can regain control of the conversation by saying, \u201cThat\u2019s a great question. Can I ask you something first?\u201d&nbsp;<\/li><\/ul>\n\n\n\n<p>Three guidelines for asking questions are:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Ask open-ended questions: <\/strong>questions beginning with words like <em>what, when, how, where<\/em>, and <em>why<\/em>, that can\u2019t be answered with a simple <em>yes<\/em> or <em>no<\/em>. Examples of good questions might be:<ul><li>\u201cHow have you been managing this procedure up to now?\u201d<\/li><li>\u201cHow has that been working out?\u201d<\/li><li>\u201cWhat would you like to see happen in the future?\u201d<\/li><li>\u201cWhat\u2019s one thing you\u2019d need to know in order to move ahead with our product?\u201d<\/li><\/ul><\/li><li><strong>Allow for pauses: <\/strong>This might seem awkward at first (most people are uncomfortable with silences in conversation), but giving your customer space to digest and reflect will convey a pressure-free interaction, making the customer feel more in command and therefore more likely to say yes to your sale\u2014nobody likes to feel pressured into a sale, so the more you can create a relaxed atmosphere, the more likely you are to be successful.&nbsp;&nbsp;&nbsp;&nbsp;<\/li><li><strong>Make your customer feel heard: <\/strong>Lean forward, nod, and smile. Don\u2019t interrupt. Make her feel comfortable and safe opening up to you.<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">3. <strong>Emphasize Your Offering\u2019s Key Benefits<\/strong><\/h2>\n\n\n\n<p>When a customer buys a product or a service, she\u2019s actually buying a benefit\u2014a solution to a problem or a need\u2014and not a specific item. She cares only about how your product will help her or her business. Accordingly, <strong>when opening a conversation with a potential customer, state your idea\u2019s benefit up front.<\/strong> Anything else\u2014a description of your product, or an endorsement of your service\u2014makes your presentation about <em>you<\/em>, not <em>her<\/em>, and will put her off.<\/p>\n\n\n\n<p>It\u2019s critical that you focus your presentation on the benefits she values <em>most,<\/em> and minimize your focus on benefits she doesn\u2019t care as much about. The <a href=\"https:\/\/www.shortform.com\/blog\/80-20-law\/\">80\/20<\/a> rule we referred to earlier applies to benefits as well as to <a href=\"https:\/\/www.shortform.com\/blog\/succeed-in-sales\/\">sales success<\/a>: 80 percent of sales will be based on the 20 percent of benefits that are most important to a customer; the rest of the benefits won\u2019t matter to her. If you spend too much time talking about benefits that are lower on her priority list, you may lose the sale, as she may end up feeling that you don\u2019t fully understand her.&nbsp;<\/p>\n\n\n\n<p>In addition to identifying the key benefits your customer is looking for, <strong>identify the key objection that will make her hesitate. <\/strong>Every customer has one primary reason that will prevent her from buying. Your job is to direct her focus to the key benefits and make her feel they outweigh her key objection.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Focus on What It <em>Does<\/em>, Not on What It <em>Is<\/em><\/h3>\n\n\n\n<p>A benefit is how a product or service meets a need. Therefore, <strong>underscore what your product <\/strong><strong><em>does<\/em><\/strong><strong> rather than what it <\/strong><strong><em>is<\/em><\/strong><strong>. <\/strong>Your customer won\u2019t care that, for example, your payroll system is built with XYZ software\u2014she wants to know how it will make her payroll process easier and therefore save her time and money: what it will <em>do<\/em>.<\/p>\n\n\n\n<p>Keep in mind that companies are most concerned with profits, so show how your product or service can increase profits either by increasing revenues or cutting costs\u2014or both. Within that overall guideline, there are slight differences in what might matter most to certain types of businesspeople. Consider what type of customer you\u2019re dealing with when framing your offer\u2019s benefits.<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Entrepreneurs and small businesses are interested in sales, cash flow, communicating to customers, and the logistics of delivering their products efficiently. They\u2019re not as interested in the nitty-gritty internal details of their operations.<\/li><li>Retail businesses are generally only concerned with net profits.&nbsp;<\/li><li>Larger businesses are interested in products that help boost productivity, cut costs, or increase cash flow.&nbsp;<\/li><\/ul>\n\n\n\n<p>Overall, a business customer of any size wants to know three things:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Will this product or service pay for itself?<\/li><li>How long will it take to pay for itself?<\/li><li>How can I be sure that it will?<\/li><\/ol>\n\n\n\n<h3 class=\"wp-block-heading\">Don\u2019t Focus on Quality<\/h3>\n\n\n\n<p>Many salespeople devote a lot of time convincing a customer of the <em>quality<\/em> of their product. However, most people assume products work properly or they wouldn\u2019t make it to market, and therefore, they are often not impressed with boasts about quality.&nbsp;<\/p>\n\n\n\n<p>Usually, quality is less important to a customer than basic utility. For example, if she\u2019s looking for a car that will get her reliably to work every day with decent fuel efficiency, she won\u2019t be interested in the exceedingly high quality of a Ferrari.&nbsp;<\/p>\n\n\n\n<p>You should <a href=\"https:\/\/www.shortform.com\/blog\/obsess-over-quality\/\">focus on quality<\/a> only in two situations:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Your product is of higher quality than a competitor\u2019s <em>and yours has a lower price.<\/em><\/li><li>Your product\u2019s quality has direct benefits that will matter. If this is the case, directly link your product\u2019s quality to the benefit your customer will get from it. For example, if someone needs a snowmobile that won\u2019t break down in Alaska and leave them stranded in the frozen tundra, quality clearly matters in this case, and you should emphasize the benefit of it.&nbsp;<\/li><\/ol>\n\n\n\n<h3 class=\"wp-block-heading\">Position It as an Advancement<\/h3>\n\n\n\n<p><strong>Position your idea as an improvement over something already known. <\/strong>Most people are wary of something completely new and different, as it\u2019s a risk: It might not work, and the customer might find she\u2019s wasted her money. It\u2019s usually better to show how your product is an advancement of existing technology or ideas, so your customer feels secure that it will do what it promises.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Do you work in face-to-face sales? What is the key to converting a curious prospect into a satisfied customer? Once a sales prospect has shown an interest in your product, you&#8217;ll need to engage them in a conversation that allows them to open up and tell you what exactly they are looking for. To maximize your chances of closing, follow these three sales tips for success: 1) position yourself as trustworthy, 2) ask questions, and 3) emphasize your product\/service\u2019s key benefits. We&#8217;ll discuss each of these concepts below.<\/p>\n","protected":false},"author":7,"featured_media":11961,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,103,30],"tags":[473],"class_list":["post-48840","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-sales","category-work","tag-the-psychology-of-selling","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Level Up Your Sales Game: 3 Sales Tips for Success - Shortform Books<\/title>\n<meta name=\"description\" content=\"Here are three simple tips for sales success: 1) position yourself as trustworthy, 2) ask questions, 3) stress your product&#039;s key benefits.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Level Up Your Sales Game: 3 Sales Tips for Success\" \/>\n<meta property=\"og:description\" content=\"Here are three simple tips for sales success: 1) position yourself as trustworthy, 2) ask questions, 3) stress your product&#039;s key benefits.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-09-08T09:16:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-09-21T17:39:19+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2020\/07\/challenger-sales-approach-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1658\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Darya Sinusoid\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Darya Sinusoid\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/\"},\"author\":{\"name\":\"Darya Sinusoid\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/0421cce75bc249b11e2517b3a91f9c46\"},\"headline\":\"Level Up Your Sales Game: 3 Sales Tips for Success\",\"datePublished\":\"2021-09-08T09:16:00+00:00\",\"dateModified\":\"2021-09-21T17:39:19+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/\"},\"wordCount\":1294,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2020\/07\/challenger-sales-approach-scaled.jpg\",\"keywords\":[\"The Psychology of Selling\"],\"articleSection\":[\"Communication\",\"Sales\",\"Work\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/sales-tips-for-success\/\",\"name\":\"Level Up Your Sales Game: 3 Sales Tips for Success - 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