Sales techniques continue to evolve with ever-changing consumer trends and customer demands. This is why top sales professionals should continue to take every learning opportunity in order to stay ahead of the competition. We asked experts to look back on their most effective sales techniques to help you close more deals in 2019.
Here are the top 47 sales techniques from the pros for 2019:
Avrumi Weinberger, Director of Digital Marketing, Precision Brands
When a lead comes in, however cold or far-fetched, I take 15-30 minutes to get a solid grasp of their business and competition. If I see they are the right fit for our services, I proceed on preparing, what I call, the entrée. This initial pitch offers the prospect serious and valuable food for thought they can actually chew on. Think of the value you can offer people in your industry that would get them to pay attention to you. Because once you have their attention, you’re already halfway into closing your sale.
4. Always Offer an Add-On
Jane Baker, Business Owner & Coach, Jane Baker Coaching
My clients’ sales have increased by at least 30% simply by offering an add-on. A lot of people tend to wait until the package or service with their client is coming to the end before looking to offer anything else but I recommend doing the add-on at the beginning. Once they’ve said yes they’ve already done the hard bit. Getting them to add something additional onto their package then is easy.
Shaan Patel, Founder and CEO, Prep Expert
Our blog helps drive a fantastic amount of inbound sales leads. It took time for us to experiment and find a format that works for us, in terms of engagement and conversions. Our general format is the following: 1) Introductory paragraph and thesis statement, 2) Infographic summing up the content itself as a visual preview, 3) Section Graphic, 4) Section Header followed by TL;DR quote, 4) Written content. this format helps break up long stretches of text into easily digestible chunks that also provide visual engagement. By doing so, our overall page views have increased as have our on-page conversions from the lead magnets we inserted into every post.
9. Show Recent Sales As Popups
Hassan Alnassir, Founder & Owner, Premium Joy
One of the almost hands-off approaches to social proof is showing real-time sales notifications. If a customer was browsing on the website and saw that others are already buying, he/she would be encouraged to look around more and probably make a purchase. You don’t need to collect customer reviews or have big social shares, you just utilize the existing sales to entice other customers to buy. Most ecommerce platforms have apps and plugins that will let you show live sales on your site, all without much effort. To amplify the effects of the sales popup, experiment to see what information to include.
Nick Pace, Wellness Expert, Nooks & Kindles, LLC
The most important sales technique I can say is embracing your product. What exactly does this mean? Well for starters, use your product, make it part of your life and your daily regime. For example, if you sell beauty supplies, then use them; discover the ones you love. When you use the products you sell, you develop an intimate relationship with them. With this intimacy you are able to really convey their characteristics to a potential customer with a special secret ingredient – passion. When you are pitching something with passion, customers are going to be fully engaged, listening, they are going to say, “I want some of what he’s having.”
Tarek Alaruri, COO and Co-Founder, Fairmarkit
The best sales tip I’ve heard in my career, has been “You don’t know until you ask”. Meaning that if you don’t ask for the deal, the higher $ amount, etc. than you’ll never know if the other person would have said yes. Too often sales reps, ask for what they think people want to hear. It’s always easier to work down from a high amount (asking for a $1M) compared to working up from $1.
Tim Absalikov, Co-Founder and CEO, Lasting Trend
There was a study published in the journal of consumer research that concluded the number of product or service options has an influence on sales. A good rule of thumb is to present multiple options of the same product or service. If you’re selling a product, you can sell three packages: a single, a double, and a triple or something like that. If you’re selling a service you can offer a basic, advanced, and professional package. Giving your customers options they can choose from minimizes the brain’s perception of risk and allows them to choose the option best for them with the “lowest risk.”
19. Position Yourself As Someone There To Help
Don Wede, President, Heartland Funding Inc.
Ninety nine percent of our business is done buy phone. The first conversation that I have with a potential home seller I always start it out like this, “Hi My Name is Don Wede how can I help you”. This is a powerful sentence showing your customers that the first thing you want to do for them is help them.
Gennady Litvin, Attorney, Moshes Law
Get into your prospects mind and open up their fear of loss to get them to make a decision fast. Tap into your potential customers’ deepest pain points and make them known in a professional and non-judgemental way. Jab at those fears throughout your pitch in little subtle ways without setting them off by using real-life scenarios and examples. Build urgency when talking about fixing their biggest problem.
Alex Altuhov, General Manager, HandyKith
Make sure that they get all their objections out in the open so you can address them. It’s near impossible to close someone who’s holding onto an objection and you don’t know about it – this is equivalent to a person on trial holding onto a serious piece of information that could save their life.
Igor Gramyko, Owner, Highwater Standard
Just getting them to agree with some basic truths can be the difference between a hard sell and an easy sell. While nothing is guaranteed, prospects who say “yes” consistently throughout the sale presentation have been shown to havea higher rate of converting. Some people like to call this tactic “the yes ladder” and it works. In a Cialdini’s case study, two groups of people were asked to put up a large sign on their lawn. In the first group, only 20% of people said yes, while in the second group, over 70% of people said yes. The only difference is that the second group was contacted two weeks prior to the test and was asked to put up a small sign in their front window, because the request was so small, the majority of them complied.
David Muniz, Owner, Personal Sales Coach
A quick reminder never sell your product over the phone. You are selling for the appointment. Ask something that fits their needs. “Can I have 10 minutes of your time to show you a system to increase your patronage?” Or “Can I have 10 minutes of your time to show you a system to increase your sales?” The common response is always “What is it?” Make it clear that there is no obligation on their part to buy if they agree to meet with you. Once they agree, use general-to-specific leading questions to book your appointment.
Anubh Shah, CEO, Four Mine
Personalized recommendations go a long way when selling to a customer whether it’s online or offline. However, personalization on a mass scale is the only way for a company to scale-up. The efficient way to do this is to collect as much data as possible about customer wants, needs, and behavior on your ecommerce website. Aggregated, this should inform every aspect of your marketing funnel to make sure their confidence in your brand and product offering builds in each sales channel.
Gavin Graham, Editor, Fit Small Business
When it comes to sales, it’s important to stay organized to make sure you don’t miss out on any opportunities. You’ll need a reliable tool to manage all your leads in different buying stages and follow through on each one. Pipedrive is a CRM tool that offers a wide array of features to help businesses manage their sales activities. Its pricing is designed with the needs of small businesses in mind to match their growth with Pipedrive’s affordable plans. Visit Pipedrive and sign up for a free trial today.
Jacob Fernandes, Video Coach, Vidyard
Video is the best communication tool out there (aside from being there in person) as it allows you to present your best self. Leveraging personal video messages to prospects or current customers is a great way to convey trust, build rapport, and to get your intentions straight to the point. With the right tools, you can easily present and review documents/proposals, demonstrate key parts of your services that will add a ton of value and even track viewing engagement. Knowing who is watching your video content is crucial for time/pipeline management.
Gill Maclenan, Founder, All Star Reserves
It’s not a technique as such, but it’s won me new business every time. I only approach prospects and sell when I think there is an ‘honest/genuine’ angle that is worth listening to. By being honest & open you find that you listen to prospects rather than ‘sell’ to them. You will also find something to laugh or smile about together. People buy People.
Chris Hooper, Director of Seminar Services, M&O Marketing
Social media sites like Facebook and Instagram, and search engines like Google, have incredibly detailed information about each of their specific users. Businesses who are new to digital marketing start off by finding a marketing agency to run their campaigns. After learning what works and what doesn’t for their business, they may decide to continue working with outside agencies, or use their internal team and take the work in-house.
Bri Lindley, Co-Founder, The Lindley Team, Mortgage Lenders
We all know that follow-up is critical to converting leads into sales, but even those that think they’re good at it, and are probably better than most, are not following up enough. We’ve found that on average, it was the 8th contact that prompted a reply from our warm leads. So, either research lead nurturing software that suits your industry or hire an assistant whose primary job is to call, text and email prospects with the scripts and systems you’ve designed.
Jimmy Rodriguez, COO, 3dcart
In most sales professions, you begin to learn the pattern of your customers’ objection after a while. Most salespeople build a rebuttal list in order to be ready to address them. However, the better thing to do is to address all of the possible objections within your pitch, prior, to the customer having a chance to object to something. This will make the customer feel you are knowledgeable and help alleviate their concerns so that you can move into a smooth close.
47. Qualify Your Leads
Jessica Magoch, CEO, JPM Sales Partners
I see over and over again people presenting offers to people who could never say yes in the first place. No one likes rejection, but there are ways to make sure you are only talking to people who can say yes. The way you only sell to people who can buy is by asking them questions, or qualifying them: Who are the decision makers? (How can someone say yes if they can’t make the decision?) What is their budget? (How can they buy if they can’t afford it?) The question most people avoid is budget, but don’t be afraid to ask what theirs is upfront and talk about pricing early in the conversation.
The Bottom Line
While there are several sales techniques to choose from, an authentic customer-based approach is the most effective means of getting a customer to the negotiating table. Once there, a tool like Pipedrive can help you keep up with promises made along the way. By making the deal more about what is in it for them and less about what is in it for you, you are more likely to be seen as a potential partner, and the “selling” often takes care of itself.