Let’s face it, sales can be downright rough and dirty if you don’t know how to play the game. When most people think of salespeople, they picture some sophisticated brute trying to shove whatever-it-is-they’re-hawking down your throat.
And while that may be true for some people in sales, these seven little tricks will help you achieve the best results in sales, while avoiding all that unwanted sales stigma. There are many ways to be a great salesperson (like using an AI-Powered CRM, like Spiro) without being pushy and providing your customers with a quality sales experience.
Keep reading if you want to learn how to use these seven little tricks so you can achieve the best sales results of your career.
1. Learn the Psychology of Selling
As a salesperson you really have to get into your customers’ heads if you want to truly understand what makes them tick, or better yet, what makes them buy. Remember that customers want to know what your product or service can do for them, or how you can solve their problems. When you play into the psychology of selling, you get to understand your customers on a deeper level, a more cerebral level. Consumers make decisions emotionally. So once you understand them, the way the think and buy, you’ll be closing deals left and right and hardly break a sweat.
2. Reframe the Value of Your Sale
It’s amazing how much difference it makes when you convey the same message in a different way. In sales, this is achieved by reframing the value of your sale to make it more enticing to your customers. Let’s say for instance that you’re selling someone a package deal for $1,000. That price tag alone is going to send most people running for the hills, but if you were to break that down into 12 monthly installments of only $84 per month, suddenly that price tag doesn’t seem so overwhelming. This can work in a variety of ways. Be creative (and always truthful) with how you sell to your customers.
3. Give Your Customers a Sense of Exclusivity
Raise your hand if you like feeling as if you belong exclusively to a club or clique. Humans form groups for a host of different reasons, going back to our hunter-gatherer days. Today, most of us stick to our tribes, however fractured we as a collective may be overall. This sentiment also plays into your customers and how they want to “be sold” on something. The sense of exclusivity is highly coveted by us as a species. So why not use that emotional vulnerability to your advantage and close some sales? Data has also shown that when people feel like their receiving an exclusive value, they are more willing to take the risk and drop their hard-earned money on whatever you’re selling.
4. Think ‘Labels’
As much as people express their dismay at being labeled, we all label ourselves in some way so as to be noticed by others that are like them. Just like brands, people’s individual, or “internal” (self-imposed), labels are important to their unique identities. And also like brands, those like-minded folks end up coming together around that brand. As for the personal labels, your customers expect you to understand who they are and what they want. By thinking in terms of labels, once you understand who your customer is and what they are about, you’ll be able to better sell to them because you will have connected on that level.
5. Share Any Testimonials
When it comes to purchasing, many consumers tend to be wary of spending their money, particularly if they don’t need it. So how to you sell something to someone who doesn’t think they need anything? The answer is testimonials. Knowing that there are others out there that find the product or service you’re selling as “invaluable” goes a long way for skeptical consumers. As mentioned earlier, people like to have their groups, and this is no different. Once the skeptical consumer reads those testimonials and sees that others are benefitting, they feel left out of the party and they want in. Now their interest is piqued. From there, making the sale is easy because they want what the others in the tribe have.
6. Use a Sense of Urgency
When you use a sense of urgency in communicating your message to customers, it’s been shown that they are more prone to take action. That’s why “exclusive” or “limited-time” offers see such a surge in their sales. This is not coincidental nor is it because of superior products or services, it’s all about the urgency. This is doubly true in today’s world, where instant gratification is the grand prix of consumers, and communicating your urgent message becomes even more important to them and their purchasing decisions. Remember, people purchase with emotion, so play to that advantage. If you make a customer’s problem seem dire and tell them that you can offer an urgent solution, they’ll be asking where to sign.
7. Develop Your Competitive Edge
In today’s marketplace, competition is stiff. So what’s a salesperson to do? Develop your competitive sales skills. Since you’re unlikely to stand out in these crowded waters, you need to know who you’re up against and what you need to gain the competitive edge. How this works in terms of sales is that customers are human and, as mentioned earlier, we like being a part of a group. Our tribe. Your peeps. Whatever form the group takes, people like the solidarity that comes with association. Establishing your competition can bring brand loyalty as your customers will rally around your brand as opposed to your competitors.