All businesses revolve around sales – they eventually determine if your product is a success or a failure. To amp your sales strategy, it’s good to learn from those who already succeeded worldwide. That’s why selected for you these 5 untrivial quotes from sales gurus that were super-able to sell themselves.
1. “To build a long-term, successful enterprise, when you don’t close a sale, open a relationship.” – Patricia Fripp, business presentation expert, sales presentation skills trainer
Treasure relationships not only with your existing customers but also with those who were interested in your product but for some reason did not eventually purchase.
Don’t let them walk away silently – follow up and ask feedback, show respect for their decisions and understanding of their needs. By doing so, you’re not just being nice – you’re investing in the future. They will remember you and may come back when your product will be more fitted to their business goals or scale, and they will also gladly refer you to their partners or friends.
According to a report by Heinz Marketing agency, 84% of B2B decision makers start the buying process with a referral.
Think customer and think long-term – nearsightedness and great sales are not compatible.
2. “Timid salesmen have skinny kids.” – Zig Ziglar, American author, salesman, and motivational speaker
Reactive approach – when businesses wait for the client’s initiative – means that a lot of time is wasted without making progress. To succeed in sales, you need a thick skin and an active stance – only the brave survive in this trade.
Being proactive, however, does not mean to be pushy – it’s about thinking ahead, analyzing what the client might need and stepping forward with the right solution at the right moment!
Take proactive live chat messaging, for example. If you have a SaaS business or an e-commerce website, the tracking features integrated in live chat will let you see what each visitor is doing on your site, what pages is visiting, where spends less or more time, what items he/she adds to his shopping cart, from which location enters, etc. Basing on this data you can send automatic messages with personalized content.
For example, if a visitor is browsing a particular product page of your website:
Or if a customer is spending a lot of time installing your software:
3. “Avoid selling to dumb customers, there aren’t enough left!” ― Jasleen Kaur Gumbe, Head of Marketing at Benetton.
A decade or two ago sales took place in the context of information asymmetry, where sellers had much more information than buyers. That meant salespeople could trick consumers, especially if buyers did not have a lot of options.
Those times are gone. Now the choice is abundant, the information sources of are infinite, the buyers are more and more tech savvy and product educated. Before purchasing, they do a lot of research on their own. So whenever a seller tells a lie, it can be easily exposed – and this will not only endanger the sale but taint the company’s reputation.
The art of selling is moving away from low-road techniques and is becoming more focused on customer actual practical and emotional needs.
4. “Don’t sell life insurance. Sell what life insurance can do.” – Ben Feldman, Insurance agent and world-renowned salesperson
Frequently, salesmen, marketers and content promoters fall into the trap of selling features instead of benefits. But customers do not care about your product, how it was implemented and what fancy features are inside.
People want to know “What’s in it for me?”
They just need their tasks done and problems resolved. When designing a landing page or an e-commerce website, or talking to customers, highlight what value or solution a product will give to a customer. That’s the button you must push to close a sale.
In other words:
Customers don’t buy a GPS navigation for their car – they a buy an easy way to get from point A to point B.
Customers don’t buy live chat – they want the fastest way to support customers and sell their products.
Customers don’t buy an antivirus software- they buy a reliable way to keep their computer safe from all kinds of attacks and malware.
5. “Keep track of the crap that you buy, or the awesome stuﬀ that you buy, and decide what was the trigger, and then just sell to people like you.” – Tim Ferriss, bestselling author.
While being a salesperson, you’re a consumer too. Instead of just guessing customers’ buying decisions let’s say about a piece of software you want to market – look at the one that you already bought and ask yourself what actually convinced you to pay for it? So if you’re a male techie in his early thirties, people similar to you will be your most responsive audience whose behaviors and buying decisions you will be able to understand perfectly.
Do you find these tips actionable? Have any sales recommendations to share? Feel free to comment.