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Developing top-notch techniques is essential to becoming successful in sales. However, do you know how to sell to the best of your abilities? Having sales experience and a good set of personal skills is a great base but it is crucial to develop your selling techniques. We have rounded up the best of those techniques, that actually work.

Start Warm

Are your cold calls not bringing in the sales you would have hoped for? Try conducting warm calls. Warm calling involves the scouting out of a potential customer for your sales call, identifying their need for your product or service, digging into whether they have already had a prior connection, and ultimately making a connection with them prior to the call. This could be done via social media or email.

What are the benefits of warm calling? Most of the time the leads are of a higher quality and have a greater intent on buying. Due to the interest expressed by a reply, it can also mean that the sales cycle moves faster than a cold call.

Introduce Unconsidered Needs to the Customer

Like your competitors, you had been selling to your customer’s obvious needs and not digging into their needs that hadn’t yet been brought to the table. Get an advantage over your competition with that bit of extra research. Your messages will stand out over the competition and land additional sales than you would on the original pitch. It’s a win-win.


Emphasise on Past Successes. We all have based our own purchases on recommendations and proof that the product really works. So why have you not incorporated this into your own sales pitch? When doing sales preparations, research your potential customers and their pain points, reflect on past successful sales and incorporate them into the pitch. Had a previous client in the same industry who had the same needs? Let them know how you helped them and how your product delivered the results.


Be Authentic

When in sales calls with potential customers, sometimes you can come to the realisation that they may not be the perfect fit for your product or service at the current moment. Don’t hesitate to let them know. More often than not, this creates a great working relationship as trust is built from the customer from the honesty of the salesperson, leaving the door open for sales to be made in the future with different products or when the customer grows to be more of a fit for the product.

Sandler Training offers white papers to help you expand your sales technique, check them out here.

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