Looking for an Edge with Your Sales?

Did you know that being good at sales has little to do with charm or finesse?  A lot of people are quick to assume that sales is all about showmanship.  But the truth is that sales actually depends on a practice known as attention-to-detail.  It’s easy to attract people’s attention with promotional activities, but translating these activities into transactions requires detailed knowledge about customers.  The more you know about your customers, the more you can stimulate their financial participation.

All the Little Things Count

Marketing Expert Aja Frost explains that, “The difference between good salespeople and great ones is staggering. Good reps earn their prospects’ trust and respect. Great reps earn their prospects’ admiration, loyalty, and referrals. Good reps can skillfully handle objections. Great reps preemptively surface those concerns and make them disappear.” All of this is only possible by providing quality service. 

Here are a few tips on how to use attention-to-detail to boost sales:

1) Memorize Your Customer’s Bio

Regardless of how big a client-list you have, it’s always helpful to understand your customers on an intimate level.  That means getting to know them beyond the transaction, so that you can connect emotionally during a sale.

2) Send Birthday Wishes

One subtle way of adding a personal touch to a professional service is reaching out to customers on birthdays and anniversaries.  Customers usually don’t expect companies to care about anything other than selling products.  So it’s always a pleasant surprise to receive well-wishes.

3) Accommodate Their Income-Level

Wealthy clients usually have a desire to feel exclusive.  On the other hand, clients with a low-income background usually have a desire to avoid steep expenses.  This is why it's strategic to roll out the red carpet when dealing with wealthy clients, while offering discounts to cash-strapped clients. Give customers personalized experiences.

4) Use Mirroring

The most powerful incentive a salesperson can create during a transaction is commonality.  If a customer feels like they have a lot in common with you, they will trust your recommendations. Mirroring is a sales technique that influences clients into feeling a sense of comfort.

Conclusion

 Sales is a balancing act between emotion, and information.  Tapping into people’s emotions helps illuminate what their transactional needs are.  On the other hand, pooling detailed information about clients creates a road map of how to fulfill their specific transactional needs.  A salesperson who can figure out how to connect on these two fronts, has a unique opportunity to close deals. If you like what you just read from our blog, you’ll love the various informative courses, workshops and events listed on our websites and social media. Whether you’re interested in personal development, or overall improvement of your business, give us a call at 1 (888) 823-7757 to find out how The RISE Academy can help you break past your daily struggles and start soaring in success. For business development coaching by Richard Martinez, call at 626-202-2291 or follow us on Facebook and Instagram.