Sales and marketing is important for every business, but can be a very complicated task when approached from the wrong perspective. This is what could bring more traffic to a business and boost the sales, or just leave the business going nowhere. Depending on the sort of business in question, the sales and marketing techniques need to be approached with a plan in hand. In this article, we are going to take a look at some of the selling techniques that work.
Challenging the Status Quo
When going through the sales process, you should never consider it as linear. The end result is that the prospect could either choose you, choose your competitor, or stand undecided, which happens 20 to 60 percent of the time, according to studies. This is the reason why you need to challenge the status quo, to make them see that your solution is the best.
Finding Your Value Wedge
One needs to identify the difference between what they are offering, and what their competitors are offering (the overlap), instead of focusing on the parity. This way, they can focus on giving the customer something that is different from what the competition can offer. That is what is referred to as the value wedge. It should be unique to the business and important to the customer.
Telling Stories with Contrast
The message being passed out during a sales pitch is one that is supposed to tell the story of the company, attracting customers and prospects. The only problem is that most sales people will tell the story in the same way that others tell it, and that won’t make much of a difference. It is important to create a powerful perception of value, by telling both the “before” story and the “after”. Tell the story with emotion, and how your products or services can change the lives of the customers.
Making the Customer the Hero
The customer should always be the hero of the story, with the company coming second. In this case, it is the customer that will save the day, not the business. The main idea is to help the customers see what has changed in their world and how they can adapt and better survive and thrive.
Using 3D Props
When telling the story, one should consider an extremely effective but underutilized technique, 3D props. They are a change from what the customer expects and is bound to catch their attention.
LinkedIn Sales Navigator Training
One of the best ways of improving sales is by getting a LinkedIn sales navigator training License. It is expensive and you’ll need to have some training in order to get good value for money. Ronan Keane is the person to go to for the training, having trained thousands of people on how to use sales navigator. Ronan has been conducting LinkedIn and social selling training since June, 2013. He integrates Sales Navigator training with other elements of prospecting training, giving your sales team value for money. He follows the training up with a webinar to ensure that you’re all on one page.
Sales and marketing is something that can propel your business to the next level of success when done the right way. By following the techniques mentioned above, and even subscribing for LinkedIn Sales Navigator Training, success could be coming your way.