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For long-term sales successs, you need to be mindful that you’re really in the trust business. Focus on a trust mindset by leaning on sales strategy, accountability, and the right mindset to drive business growth for your clients.
Ideally, your job is to become a trusted partner for a long-term relationship. To succeed, you must deliver on promises to help your clients enjoy success and achieve business growth.
The best salespeople aren’t content with just making a sale. They earn client confidence by consistently following through, providing solutions that fit goals of their clients, and being accountable for strong results.
So for leadership in sales, become the reliable resource that clients learn to value amid an ever-changing business landscape.
Note: Most clients want to be known for brand authenticity in order for them to land the right customers economically as soon as possible. Your keys to success include continuous learning and learning fresh ideas that will benefit clients.
The necessity to build trust can’t be ignored. It requires a customer-focused approach with an emphasis on honesty, transparency and providing value.
So build trust by establishing credibility and develop long-term sales relationships.
How?
Clearly communicate about your product or service
1. Describe the benefits, but don’t overpromise. Be honest about any limitations.
2. As for your expertise, always be truthful and don’t pretend to know something when you don’t.
3. Be accurate and honest in describing your pricing and terms.
Want More Revenue? Avoid the 7 Deadly Sins of Selling
Provide expertise
1. Fully know about your products and services. Thoroughly answer questions.
2. Research the needs of your clients and prospects. Demonstrate your understanding of their situations and provide explicit solutions.
3. Provide value. In addition to alleviating their pain points with solutions, add any extra insightful information.
4. Solidify your sales and prevent buyers’ remorse by sharing testimonials and case studies.
Set a “buying tone”
1. Prospects don’t want you sell to them but they’ll want to decide whether to buy. So be approachable and friendly for a comfortable and welcoming situation. Personalize your discussions by addressing people by their names. (Be intuitive, with some clients, use formality with “Mr.”, “Mrs.” or “Ms”.)
2. Be an active listener and attentive. In other words, pay close attention with good eye contact. Be mindful of what the client is saying and not saying.
3. Show you understand their concerns and perspective with genuine empathy about their needs.
4. Create a connection to build rapport by finding common ground in shared experiences and interests.
Vital Steps to Strategically Plan Your Sales Growth
Follow through
1. Keep commitments. Always follow through with your promises when you say you will.
2. Be prompt and reliable. Be quick and timely in responding to emails and telephone calls, as well as in keeping your clients informed about the status of every details.
3. Be consistent ethically and professionally.
Harness social media
1. Encourage feedback from satisfied customers. Be sure to publicize reviews and testimonials.
2. Look for ways to leverage results.
3. Build your brand by engaging with your audience with your expertise and insights.
Conclusion
If you’re consistent in using these strategies, you will build the all-important trust with your clients. With stronger relationships, you’ll enjoy higher sales and long-term success for your business.
From the Coach’s Corner, here are additional proven sales strategies:
The Lost Art – How and Why to Use Cold-Calling for Higher Sales — Are you lacking in sales revenue? Do you get enough face time with the right prospects? If your referral sources — centers of influence — have dried up and your lead pipeline needs to be filled, the fastest way to more revenue is cold-calling.
11 B2B Strategies to Outsell Your Big Competitors — Are you hoping to make a sale but tired of having to wait in the lobby of your prospects along with your annoying competitors? Here’s what you can do about it.
Elevator Pitch: Best 11 Tips that Will Push Their Buttons — Whatever you’re selling — you have to be prepared to push their buttons — by quickly answering the basic marketing 101 “so what” question. That’s what all prospects subconsciously ask themselves.
5 Strategies to Sell More from Your Web Site — To paraphrase a line from the movie, “Field of Dreams,” it’s not always true that if you build a Web site, people will buy. These five tips work.
The 7 steps to higher sales — Secrets for sales success – seven steps to higher sales, five value perceptions that motivate customers to buy, and the three-step process for overcoming sales objections.
“You don’t compete on price. You compete on relationships”
-Patricia Fripp
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