Top 10 Sales Tips - Succession Plus

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Top 10 Sales Tips


Top 10 Sales Tips

By , September 18, 2016

Sales techniques are imperative to the survival of a business. They underpin revenue growth, which is almost always the primary goal of any enterprise; not only are they fundamentally important for front-line employees to harness, upper level staff often benefit from knowing these. Sales techniques are used in a vast majority of sectors, from IT to Finance to Marketing. Here are the top 10 tips on sales techniques for the type of skills you need to use to gain new business and build and maintain client relationships.


1) Prepare

Before you make your first initial contact with the potential client, make sure you research their business thoroughly, understand their industry and take a look at what their competitors are doing. Also, do a little web research on the person you’re going to be talking to.


2) People Skills

Some people find meeting new people easy as it comes naturally to them, but others find it difficult. Remember you’re the face and personality of your company. There are many courses that can help develop your people skills and cover many aspects such as questioning and listening skills, giving and receiving criticism and praise and using assertive behaviour.


3) First Impressions Really Count

If you are having your first meeting, first impressions are really important. Majority of people make their first impression in 15 seconds of meeting you. To feel confident, you need to look confident. Make sure you look you clean, tidy and are dressed appropriately. Do not wear jeans to your first meeting even if they are a casual company. The first meeting is always about looking and appearing smart.


4) Starting A Client Relationship

Once you’ve made the first contact, you need to build on the relationship. It is important to listen and understand their business needs. Once you’ve built that relationship, shown you understand, and earned their trust, you are on the right track to making them a regular customer.


5) Relationship Building

To build on the relationship, it is important to maintain regular contact with the client. If you don’t, then they will either go to your competitor or lose trust in you. Make sure they know that they can contact you on your email, work number and mobile.


6) Listening to Your Client

Your client might mention a problem that they are currently experiencing at work. If you can solve this problem, don’t be afraid to give them your professional advice even if they don’t ask for your help. You have to be confident in finding solutions to their work.


7) Sell the Benefits

Sell the benefits of your product or service. Remember that your product or service is benefiting their business needs. You are helping them gain a flexible work schedule to make their work life a little easier on them.


8) Don’t Rush the Sale

Never let your customer feel like they are being rushed into a sale. This is important especially if you’re still building the relationship. If you can make them feel that they are in control of the relationship, you won’t risk losing the client to a competitor.


9) Remember A Promise is A Promise

If you promise to do something, perhaps a favor relating back to your services/product, make sure you follow through. If there is a deadline, make sure it reaches your client at least a day before. If you’re forced to extend the deadline, contact the client straight away and let them know.


10) You’re the Expert

Never forget that you’re the expert in your field. Make sure the client knows that they can turn to you for advice, you understand the industry and have the knowledge to provide expert advice and share good practice.

Craig West

Craig West

Managing Director | Succession Plus

Craig West is a strategic accountant who has over 20 years’ experience advising business owners. His background as a CPA in public practice, provided invaluable experience in the key issues of concern to business owners. Following 6 years of study to gain two masters degrees, Craig focused on Capital Gains Tax (CGT) for business sales advising on strategic management of tax issues. This experience formed a very strong view that business owners (and often their advisers) were unprepared and unaware of the steps required to prepare a business for exit.

Craig now acts as a strategic mentor for mid-market business owners and has written four critically acclaimed books on employee incentives, succession planning, asset protection and exit strategies. Craig has conducted numerous seminars and keynote presentations throughout Australia & internationally, including adviser education programs for the Institute of Chartered Accountants and CPA Australia.