Mastering in sales and marketing

Mastering in sales and marketing

Mastering in sales and marketing

 

Mastering in sales and marketing

We all know that for selling and marketing of any product one needs some specific skills which helps in mastering in sales and marketing. People buy from those they trust and if you are offering true value that will help a customer solve a problem or find a solution and you are yourself, you will be able to develop a relationship with that customer. Find your natural voice and your natural skill. – People will be drawn to you simply because you are being authentic.

A sales process is mainly about creating relationships with potential customers. It’s about asking questions, educating and providing value for them.

In this topic we will introduce you to some skills which will help you to scale-up your talent and help you in mastering in sales and marketing.

 

  1. PRESENTATION OF THE PRODUCT
  2. UNDERSTANDING BUYER
  3. BUYER-RESPONSIVE SELLING
  4. THE PSYCHOLOGY OF BUYER ENGAGEMENT
  5. ESTABLISHING TRUST WITH THE BUYER
  6. CONCISE COMMUNICATIONS
  7. CUSTOMER-DRIVEN RESPONSIVENESS
  8. SALES SUBJECT MATTER EXPERTISE
  9. COMPELLING STORYTELLING
  10. PERSONALIZED INTERACTIONS
  11. MARKETING SKILLS IN SALES
  12. CLOSING THE DEAL
  13. FOLLOW UP

 

  1. PRESENTATION OF YOUR PRODUCT

 

During the presentation of your product, it’s the easiest to get caught up in a monologue of all the great features your product provides. It’s really bad. Let me tell you why.

 

Not only customers usually don’t connect the features with the benefits but they probably don’t remember much from what you’ve told them. Recall the average attention span – it’s 7 seconds. That’s why you need to use the beneficial language when talking about your product. People will listen to you once you visualize their life becoming better and easier with your product.

 

  1. UNDERSTANDING THE BUYER

 

The most important of today’s sales skills is simply understanding the buyer. It’s the foundation of effective selling. But it involves more than just understanding who the buyer is. Instead, it’s about identifying the experience that the buyer wants to have as they consider making a purchase in your market. You buyer has a set of expectations about that experience and your job as a salesperson is to exceed those expectations. You can’t exceed them if you don’t understand the experience that the buyer wants to have.

 

  1. BUYER-RESPONSIVE SELLING

 

When a salesperson understands the buyer, they can engage in what’s called buyer-responsive selling. The idea here is to provide the buyer with what they want, when they want it. For example, if your buyer needs a trial to evaluate your product but can’t allocate more than 30 minutes to it, give them a free trial. But don’t just give them any free trial. Give them a free trial that is easy to set up, easy to use, and really demonstrates the value of your product in five minutes or less. One other point – buyers like salespeople who have skills!

 

  1. THE PSYCHOLOGY OF BUYER ENGAGEMENT

 

It’s remarkable how few salespeople know how to use psychology to more effectively engage the buyer. There are a variety of techniques you can use to create deeper engagement with your target buyers. One really effective tip is to make sure that the customer knows that you won’t take too much of their time. To see a full list of psychological techniques you can use, make sure you read our post on Customer Engagement and Psychology.

 

  1. ESTABLISHING TRUST WITH THE BUYER

 

Buyers like to do business with people they trust. The stereotypical used car salesman just isn’t relevant anymore. Good salespeople view their ability to establish trust with the buyer as a core sales skill. Helping the buyer goes a long way in this regard, as does understanding what the buyer wants.

 

  1. CONCISE COMMUNICATIONS

 

Given how busy the average buyer is today, a critical sales skill is to make sure that you communicate succinctly. The days of the silver-tongued, overly verbose salesperson are coming to an end. Buyers value how information is presented more than the information itself. Today, the preferred form of presentation is conciseness. A good rule here is to never try to communicate more than three important points in a single conversation with a buyer.

 

  1. CUSTOMER-DRIVEN RESPONSIVENESS

 

A lot of sales leaders and pundits like to talk about good salespeople are good listeners. We think that goes without saying and that the best salespeople take action based on what they hear from their customer. It’s not good enough to just listen. You need to internalize what the buyer just said and then do something about it.

 

  1. SALES SUBJECT MATTER EXPERTISE

 

Sales people aren’t just vacuous portals anymore. They actually need to be subject matter experts in two areas. First, they need to understand the buyer. This involves knowing about the pressing issues that the buyer is facing and what the buyer wants as they work their way to a purchase. Second, salespeople need to know a lot about their own product or service.

  1. COMPELLING STORYTELLING

 

Buyers also don’t want to hear about your product or service. Good salespeople know this and weave the product or service they’re selling into larger story that has an arc and ends with the customer receiving what they want (which is usually not your product). For example, when a business buys phone system, they don’t really want to buy a phone system – they want to grow their revenues and recognize that the phone is an effective tool for doing that.

 

  1. PERSONALIZED INTERACTIONS

 

A lot of buyers want context when they have an experience with sales or marketing for that matter. They don’t want the generic message or sales pitch. They want something that’s specific to them. One way to do this is to weave messaging and content that is specific to the buyer’s demographics into your sales efforts. In a B2B setting, this might involve using specific industry examples when selling. On the consumer side, this might involve tailoring how you communicate with a buyer depending on their age and gender. You can also reference recent events in the buyer’s personal or professional life (depending on the sales context) to personalize your interactions.

 

 

 

 

  1. MARKETING SKILLS IN SALES

 

Some very smart people think that marketing is eating sales. We’re not willing to go quite that far, but we do agree that sales has a lot to learn from marketing and that sales people who possess advanced marketing skills will fare well. For example, content selling (you can learn more by reading our post on content selling) is an emergent, but important sales skill that salespeople can use to move the buyer through the buying cycle. Some sales organizations are also using a campaign format to structure how they conduct traditional sales activities like prospecting. These activities used to be unorganized and non-standardized. Now, sales management is borrowing from marketing and enforcing campaign-like structure on many sales activities.

 

  1. CLOSING THE DEAL

 

No matter how excited is a customer, almost always you have to ask the question to close the sale. There’s no magic technique to do it if you ask me. But obviously you can use some tricks.

 

You can hurry up sales and give a prospect a discount that can be used only the same day. You can sum up everything you said to help them visualize what they’ll get. You should always show empathy to their problem and solution to it.

 

I guess closing sentences like: “You like this model, you have use for it, it’s not too expensive… Will that be cash or charge?” is a little aggressive. But the truth is, sooner or later you will have to do something to close the deal.

 

As a salesperson you need to feel this moment. Sometimes you can be a little more aggressive, sometimes you should give the prospect some space to make a decision.

 

Apart from that, always make sure that all the customers’ questions have been answered. That’s how you increase their confidence. You can also add something that will make them feel more comfortable with the purchase: “I have full trust in my product, so I’m going to tell you that what you are experiencing now is just a minor insecurity. Even if something should happen, our service guarantee is liable for 2 to 3 years.”

 

  1. FOLLOW UP

 

It’s good to stay in touch with them after you close the deal. A good follow up will double your closing ratio.

 

Send newsletters, articles and updates about your product to your customers. Engage in the conversations on social media with them. Keep the relationships going. In the future, when they want to buy a product, they will come to you. That’s called retaining customers’ attention. It’s about keeping them interested.

 

Note: Follow up conversations are best handled by the salesperson who started the relationship. It’s good to keep all the notes about a customer and history of contact in one place.

 

The sales process steps

As you see, there’s no magic technique in sales. It’s all about asking questions, educating prospects and keeping on providing value. Closing a sale is not the end. There are always more sales to be made.

 

Being able to keep relationships going and make new ones is your biggest asset.

 

Adding up to this topics are some topics which will help in marketing smartly in changing world also:-

 

  1. MAINTAIN CURRENT RELATIONSHIPS

 

While it’s easy to get caught up in the buzz, it’s important to remember that the relationships you’ve built with current customers are more important than any new web technology, smartphone app or electronic craze. In the end, it’s these relationships that will keep your business growing.

 

Reinforcing existing relationships with customers is just as important as updating your Facebook status or pinning on Pinterest. A simple thank you card or personalized magnetic notepad will not only provide a lasting impression and reminder of you and your business, but also go a long way toward keeping you relevant in today’s fast-paced environment.

 

  1. BUILD YOUR ONLINE PRESENCE

 

Take the time to build your online presence in order to keep up with the growing population of buyers who are on social media and perusing websites and other digital sources of information that are relevant to the real estate industry. While building business via grassroots marketing strategies can still work, the potential for doing so online far outreaches any traditional marketing strategies.

 

Social media provides the perfect place to promote your business and current listings. As you build your online presence, you will undoubtedly attract a bigger audience, which will help spread the word about your listings.

 

  1. UTILIZE A CRM SYSTEM

 

Customer relationship management systems provide you with the tools you need to keep information related to your customers organized and easily accessible. A good CRM will not only ensure you’re always prepared for whatever the situation may require, but it will also help you stay on point by providing the best customer service at a moment’s notice. A CRM system can also help you capture and follow up on more leads than you’d be able to if you weren’t using one.

Technology is becoming more and more essential in the real estate industry, and it’s important that you learn to embrace it and incorporate it into your everyday business activities. Mastering the latest trends in technology and making yourself visible online will not only grow your business, but also help build upon the relationships you’ve already cultivated.

 

  1. NETWORK LIKE A ROCKSTAR

 

You will not grow your business from behind your computer. You need to be a networking rockstar and my tip is this. Make it a point to reach out to 5 new people a day and make it a point to connect 5 people to somebody new each day. That is 10 tasks that if you take seriously every day… will transform the landscape of your business exponentially!

 

Mastering the sales process is the number one focus of every successful business owner. It doesn’t matter what type of business or industry you are in, you need to generate sales to grow your business.

 

These are some important skills to keep in mind if you want to excel in this field.

 

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