22 Sales Insights to take your sales tactics to the next level

Did you know that the majority of salespeople is missing basic sales skills? That's why we share 22 sales insights with you that will help you to persuade your prospects and sell more!

Transcript

1. Liinea.com www.liinea.com/worshops TO TAKE YOUR SALES TACTICS TO THE NEXT LEVEL 22 SALES INSIGHTS
2. Liinea.com Liinea.com According to Forbes Magazine, 55% of salespeople don’t have the right selling skills Here are 22 unique insights to influence your prospects and sell better
3. Liinea.com CHANGE YOUR PURPOSE Sales Insight #1 change your sales process from “helping customers buy” to “helping customers change” Liinea.com be there to help
4. Liinea.com Liinea.com Instead of focusing on selling, focus on helping your clients to change to the positive: Help your prospect identify the weak points of their operations and how it affects other sides of the business Help your prospect understand the need for change and create urgency around the potential risks involved Help your prospect analyse the potential solutions
5. Liinea.com Guide your customer Sales Insight #2 30 % 50 % 80 % Liinea.com guide through complexity ”Sense-making” as communication style leads to the largest closure rates in sales
6. 30 % 50 % 80 % provide information to your prospect share your opinion and stories aid to make sense of the information provided giving telling sense-making The sense-making communication style increases customer confidence, reduces scepticism and leads to greater closure rates
7. Liinea.com Sales Insight #3 30 % 50 % 80 % Sales and marketing alignment can lead to 38% higher sales win rates Marketing is important for sales Liinea.com ALIGN MARKETING AND SALES
8. Liinea.com 30 % 50 % Liinea.com Rethink the whole Marketing and Sales strategy! allow the Marketing and Sales functions to partner closely during the entire customer purchase journey be more proactive in generating new leads It will help you draw interest towards your product and build up trust between you and your prospect.
9. Liinea.com ACT AS AN ADVISOR Sales Insight #4 30 % 50 % 80 % Act as an advisor for your clients and help them figure out what's best for them and their company Liinea.com be the advisor your customer needs
10. Liinea.com 30 % 50 % 80 % Liinea.com How do you become a trusted advisor in sales? All of this will help you to build a stronger relationship with your client - and to make more sales. Pay attention to what your client says and show recognition by following up on it Offer value and actionable insights Be proactive by presenting solutions to their problems
11. Liinea.com forget about words Sales Insight #5 30 % 50 % Liinea.com The majority of information we receive comes not from words, but from body language use your body to speak
12. Liinea.com 50 % 55% body language 38% tone of voice 7% words Liinea.com How do we get information? Pay attention to your whole body position, where you look at while talking, and what you do with your hands
13. Liinea.com connect with others Sales Insight #6 30 % 50 % 80 % It’s easier to make a sale when your prospect likes you, because people buy more from people they like and trust spend more time connecting to people Liinea.com
14. Liinea.com 30 % 50 % 80 % Liinea.com Why do we buy more from people we like? Once you have established a personal connection, your prospect will look for reasons to support your information as factual and useful Without a personal connection, none of your information will be taken as credible. Your prospect will be looking for reasons to reject what you are saying
15. Liinea.com ask for a referral Sales Insight #7 30 % 50 % 80 % 87% of sales reps agree that referrals represent the highest quality leads Liinea.com make use of existing connections
16. Liinea.com Liinea.com Sales generated through referrals typically lead to higher closing rates By asking for a referral you leverage the trust that you have build with your customer, and the trust your customer has with someone else people are 4x more likely to buy when referred by a friend 4x 37% 3-5x of referrals have higher retention rates compared to non-referrals referrals are 3-5x more likely to convert compared to non- referrals
17. Liinea.com ask questions Sales Insight #8 Questions persuade better questions easily catch your prospects attention and lead them into a certain direction Liinea.com
18. Liinea.com 3 reasons why you should ask more questions: They engage your counterpart, and as a result, you control their attention Only questions, not reasons, persuade They get your prospect talking, which helps you understand his needs and challenges Liinea.com
19. Liinea.com listen, and hear Sales Insight #9 30 % 50 % 80 % Most people don’t listen with the intent to understand, they listen with the intent to reply listen to understand Liinea.com
20. Liinea.com 30 % 50 % 80 % Liinea.com Selling is not the same as talking. Listening is an important part of it: If you don't really listen, you will miss out on what your prospect actually needs. 43/57 is the golden ratio: 43% of talking done by the salesperson, and the majority with 57% done by the prospect Don't interrupt, listen to emotions and don't assume anything. Clarify, ask more questions and summarise what you have learned
21. Liinea.com tell personal stories Sales Insight #10 30 % 50 % 80 % Charities pull 2x the donations with a personal story as opposed to facts and figures Liinea.com replace facts with personal stories
22. Liinea.com Liinea.com Stories help us to connect on a personal level. We think and feel through them, and re-live the storyteller's experience with its emotions Of course, you don't want to lose business credibility by skipping facts and figures. So here is our tip: state a value proposition, include facts and quantified results and then give an example from your customer through a personal story.
23. Liinea.com be ambivert Sales Insight #11 30 % 50 % 80 % be both: introvert and extrovert Liinea.com The best salespeople are ambiverts: they know when to be quiet and when to speak up
24. Liinea.com 30 % 50 % Liinea.com A study compared salesman earnings ($) per hour, grouped by personality types. The clear winner is the ambivert! $120 $125 $160
25. Liinea.com persuade with analogies Sales Insight #12 30 % 50 % 80 % analogies help understand your message Liinea.com Analogies and metaphors work as logical arguments and are helpful to transfer an important message
26. Liinea.com 80 % Liinea.com How do analogies and metaphors work? They break down a complex statement and make it simple They are easier to remember They turn something unfamiliar into something relevant
27. Liinea.com ask for action, not permission Sales Insight #13 30 % 50 % 80 % replace “may i” with “will you” Liinea.com Asking for action helps to inspire a desired outcome and elicits a response in people
28. Liinea.com Liinea.com Asking for action: Tells someone what they should do Gives motivation to do so Leads to soft commitment Asking for action creates a feeling of obligation within a person. People tend to stick to their commitments because they like to honour them, and it makes them feel better about themselves.
29. Liinea.com explain with visuals Sales Insight #14 30 % 50 % 80 % Our brain processes visuals up to 600x faster than words pictures persuade better Liinea.com
30. Liinea.com 30 % 50 % 80 % Liinea.com Not only processes our brain visual information more effectively than text, but they are also more persuasive and easier to remember: A picture’s worth a thousand words – almost literally of people remember what they heard 10% 20% of people remember what they read 80% of people remember what they saw and did
31. Liinea.com tease with information Sales Insight #15 tease with information to create curiosity Curiosity helps you to get someone's attention and afterwards to keep their interest Liinea.com
32. Liinea.com 30 % 50 % Here are 4 easy ways how you can create curiosity in others: Violate expectations End emails with a cliff-hanger Ask a stimulating question Talk about information others didn’t know Liinea.com
33. Sales Insight #16 ask for a small request first foot-in-the-door technique People are more likely to agree to a bigger request, after agreeing to a smaller request first Liinea.com
34. Liinea.com How can you use this technique for your future sales? 1. 2. Determine an appropriate small thing to ask. This should be something which your prospect is likely to agree to. Create a way to introduce the bigger request. This can happen right after the smaller demand.
35. LOSS AVERSION frame your offers in terms of loss Sales Insight #17 The pain of losing is twice as powerful as the pleasure of gaining Liinea.com
36. Liinea.com People are more willing to take risks to avoid a loss than to make a gain. How can you use this in sales? 1. 2. Make your prospects feel like they already own your product. Once your prospects feel like that, they will not want to lose it again Save customers from future regret. Clearly express what your prospects would lose if they don’t own your product
37. Don’t give up, follow up Sales Insight #18 Don’t forget to follow up The majority of sales require around 5 follow- ups, but more than half of all salespeople give up after just one Liinea.com
38. Liinea.com You shouldn’t just take no for an answer: Your prospect might be busy Your prospect might need time to think about the offer It might just be the wrong timing Follow-up calls or emails can help you understand where you stand in a deal. They can help build trust, or maybe address possible missing information or problems.
39. Engage with your audience FOCUS ON engaging content Liinea.com Sales Insight #19 68% of consumers feel more positive about brands who share engaging content
40. Liinea.com Here are some tips on how you can easily engage with your audience: Get the attention from costumers with engaging questions Limit yourself to relevant and qualitative content to get the best out of your request Talk about engaging stories which trigger positive emotions
41. 63% of consumers say they are more likely to purchase from a site if it has product ratings and reviews Liinea.com Sales Insight #20 USE SOCIAL PROOF SOCIAL PROOF AS A POWERFUL TOOL
42. Liinea.com Social proof is a powerful technique to build trust and make a product more desirable. This is how you can activate it: Refer to similar customers by using phrases like “most businesses in your situation …“ Display positive reviews or customer testimonials on your website Show your prospects that buyers similar to them have purchased your product and experienced positive results
43. Put yourself in your prospect’s shoes Sales Insight #21 Liinea.com understand your prospect Understand how your prospect identifies himself, so you can target exactly those personal differences
44. Liinea.com How can you show your prospect that you understand him? Ask questions to learn more – how should you understand his or her needs if you don’t ask the right questions? Use the word “you” – it’s captivating and shows your prospect what you are saying is relevant for him Solve their problems – formulate your offers so they address their needs and solve their problems
45. SALES TRAININGS ARE CRUCIAL don’t stop learning Salespeople who receive continuous training show 50% higher sales rates Sales Insight #22 Liinea.com
46. Liinea.com Did you know? 55% of salespeople lack the basic sales skills to be successful! That’s why training is important: it can be the source of important new information about up-to-date trends, new sales strategies and new sales tools Invest in training and it will pay out later!
47. Liinea.com Join our sales workshops to create a winning sales playbook and to master the art of sales liinea.com/workshops Interested in more?