You fight with all your strength to increase sales; your customers listen carefully, nod their heads, ask for details, and then go to buy from the competition. You get the impression that you are working at 120%, and at the end of the month, you are barely reaching your goals.
Does this description suit you? If so, you need new sales techniques! Luckily you have us, and below are a handful of tricks that really work. They will be useful in your daily work when you operate in direct sales, by phone or B2B.
Time is money
If a customer contacts you, do not hesitate to answer. Statistics show that your chances of selling drop drastically if you don’t respond immediately: HubSpot says you have 5 minutes to contact him. After 10 minutes, the chances of a successful sale decrease tenfold. Inside Sales and Harvard Business Review confirm these figures. Companies that speak up within 5 minutes are a hundred times more likely to close deals with their contacts.
Don’t give up
More than half of the salespeople give up trying to contact after the second phone call. Meanwhile, according to Velocify, we should call at least six times because, in 93% of leads, only the sixth call is successful. Successful transactions require several follow-ups, so determination is the key to success!
Avoid Mondays like fire.
When is your best job, probably not right after the weekend? Research (insidesales.com) confirms that Monday and Tuesday are very bad times to connect with the customer: effective interviews are held on Wednesdays or Thursdays. In addition, it is worth paying attention to what time we call. Lead Response Management research has shown that the best times are between 8:00 a.m. and 9:00 a.m. and also 4:00 p.m. – 6:00 p.m. This is when the client is most willing to talk.
Not “a moment” but “five minutes.”
You have to convince your interlocutor that it’s not worth hanging up! Instead of opening the discussion with the question: “Do you have a moment?”, Let’s focus on the specifics and inform you that we will take exactly 5 minutes. We all like specifics, right? Such precision is a great sales technique. But let’s not try at all costs to fit our speech into as little time as possible: let’s continue to speak slowly and clearly.
Put on pink glasses!
This point may sound perverse, but optimists are better salespeople. Research by Dr Seligman shows that they sell 20-40% more than the pessimists. Being positive about life helps a lot!