10 Sales Tactics That Work
Feb 17, 2022 | Business
1/ Stage out the conversation
One conversation is just that: another conversation.
Land a second, and now you’re being “evaluated”.
Don’t try to jam through everything in the first convo.
Do just enough to pique their interest and land that second meeting.
2/ Do your homework
If you’re pitching a customer, use their product,
Read about the company and the person you’re talking to.
Ultimately, this proves that you will do the work to make their lives easier.
It’s so powerful yet so easily overlooked.
3/ Ask about the decision making process
Who is required to make a decision like this?
What would you need to see from me to be able to buy?
How long will it take to make a decision?
These questions give you the roadmap on how to close the deal.
4/ Don’t always demo
Sometimes it’s a habit to jump straight into a demo.
If someone wants to talk first, do that.
This could consume a whole first conversation.
Which gives you a great excuse for that second meeting: going thru the demo.
5/ Don’t stick to the script
If you’re going X direction in a conversation and the customer wants to go Y direction, embrace it.
If you’re using a deck, don’t be afraid to jump around.
This is a good thing; it means the conversation is unfolding organically.
Keep it fluid.
6/ Get commitment to a decision-making timeline
There are a number of reasons why timing matters, including ability to lock in best possible prices and integration resources.
Is there a reasonable timeframe in which we can mutually agree to come to a decision?”
7/ Conscious pricing
Pricing can be scary.
The best strategy I’ve found: complete transparency.
If the customer pushes back on pricing,
Explain why your company needs to price the way it does.
8/ Always quid pro quo
If someone wants something outside of the normal bounds,
Ie better pricing, new feature commitments, etc.
Ask for something in return!
Ie Ask the customer to pre-commit to serve as a reference or case study should things go well.
9/ Don’t be dissuaded by no
Especially in the early days, I’d often email a customer 5-10 times before receiving replies.
No customer would ever be marked as Lost.
Only “Paused, Try Again Later”
10/ Try turnarounds
After a customer says no, come back creatively:
New product offerings
New pricing scheme
New ROI calculator
Anything “new” is a great excuse to re-engage.
And there we have it!