A Fool Proof Guide To Setting Up A Sale

Working in sales is one of the hardest jobs you can do. Although it doesn’t require any formal qualifications you need to have the right attitude. In today’s market place selling is more important than ever especially when anyone can buy anything they want online.

Any good business should be customer lead and sales driven. You need to be able to identify exactly what your customer wants and how you can deliver it to them.

So how do you succeed in sales?

Dispel the Negative

First off you need to dispel any negative connotations that sales has, whether you’re based in a corporate office or selling door to door you should be proud of both what you’re doing and the product your selling.

When it comes to your product (or service) you need to make sure you understand it inside out, you need to know the history and everything your product has ever been involved in. This in-depth knowledge could well be what sets you apart from your competitors. This will help you install faith and trust in both you and your brand. Once you have this knowledge you’ll be able to identify your unique selling point (USP).

Who are you Selling To?

The first thing you need to identify is who you’re selling to. You will never be selling to a company you will only ever be selling to an individual. Even if you have a room full of people you’re pitching too the decision to buy will untimely come down to one person.

This means you need to identify that one person before you do anything else. You need their name and not just their title; an email, phone call or letter addressed to ‘the head of marketing’ is going straight into the junk folder.

Make Contact

Now you’ve got your name you need to make contact. The best way to go about this is with an introductory email (or letter). You address your recipient by name and introduce yourself, your company and your product. This is just an introduction so you’re not selling anything at the moment.

You need to make the letter as personalised as possible. A generic letter that could apply to everyone will be obvious straight away. At the end of the letter include a brief sentence explaining you’ll follow up this letter in a few days. This gives them time to think it over and proves you can keep a commitment. Anything longer than a few days and they’re likely to have forgotten about you.

Follow Up

Once you’ve sent this letter or email you’ve made your first contact and you’ve got your reason for the next contact. When you call them up you can ask for the person specifically. You’ll probably get through to a receptionist or secretary initially and you’ve got to get past them. Ask for the name of the person you need with confidence like you speak to them all the time.

When asked for your name give your first name as this gives a connotation of familiarity, only give the name of your company if you’re asked for it. Avoid doing a well rehearsed introduction as again this makes you sound like a sales call.

Get the Meeting

The purpose of this phone call is just to get a meeting. Like the letter you’re not going into the call with the thought of making a sale in the back of your mind. If you can promise to offer them something at a cheaper price or more efficiently than they’re currently getting, now is the time to shine. You’re not there to waste their time you’re simply enquiring as to how you can fit into their business structure to provide a business benefit. Try to take this phone call standing up and with a smile on your face. If you’re slouched over a desk with the Monday morning blues it will come across in your voice.

 

About the Author: Kim works for Real Asset Management who are experts in fixed assets.

Photo Credit: LoopZilla

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