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Top 10 Sales Tips

Top 10 Sales & Business Development tips

1. You can sell only if you yourself are convinced:

If you are not sold on the product or service, it will be an uphill battle to sell someone on else. Your lack of conviction will scream through.

2. Be clear & direct:

When pitching do not use complicated diction. Pride yourself instead on being able to explain the concept as quickly, clearly and simply as possible. This is important because the biggest problem in sales is client confusion. Confusion does not lead to a Yes.

3. Applying pressure is an art-form:

Creating FUD (Fear, Uncertainty and Doubt) in your client’s mind can be a good thing because it will lead to serious consideration of your concept. In the business world, we talk about rewarding brand exclusivity and loyalty, often by country and by category. Tell potential clients that you are talking with their competition, but the trick is to mention this only once and to NOT rub it in, which is likely to anger them....No one who is angered into saying Yes.

4. Know your client/prospect:

It sounds obvious, but make sure to research your potential clients, taking time to establish their challenges and their business needs. One size hardly ever fits all, and you look much stronger if you care about the business enough to invest in the research. Few things will effect your chances of closing a deal more than not knowing your client or prospect's needs.

5. It's all about the presentation:

Building impactful sales/tender documentation is critical to the sales process. Practice it, memorise it and be prepared to shift your emphasis based on how the energy changes when you deliver your presentation. Internally, we always ask ourselves: “Is the flow of this presentation right? Will it convince?”

6. Be passionate & exciting:

Most sales presentations are BORING! So create a show and try and make it exciting. Excitement is contagious – just like a yawn.

Don't try and blag your way through:

If you don’t know the answer to something, do not guess. People will inevitably ask you tough questions, and sometimes you may not always know the answer. The person asking said question may actually be testing you, knowing the answer full well. If you Blag, lie or fumble, it’s very hard to rebuild credibility. If in doubt come back with an answer afterwards.

8. Answer questions directly & clearly:

If you are asked a question and you give a “politician’s answer” – in other words, if you don’t answer the question – your credibility will decline, and you will hurt your chances of making the sale.

Humour is always a great ice-breaker:

Funny stories always break the ice. Trying to get your clients to smile or laugh can be part of the sales process. " Just remember to always keep it professional and not to over-do the jokes. Remember your commission isn't dictated by how funny you are.

You can always be better:

Sales is an art not a science, which means it can never truly be perfected and you can always improve. Keep looking for ways to keeping your sales pitch fresh, innovative and most importantly engaging.

Bottom line: Sales is a critical function that is more art than science, so to stay ahead of the competitions make sure to continue honing your skills.
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