For a salesperson, the journey from contacting a lead to closing it is an exciting roller-coaster of a ride. At one moment, success will come in hordes. Sales will happen great. You will be able to close a big customer and feel that you have mastered the art of winning customers and churn out good sales figures.
And on the other side of the coin, you will feel deflated, lying at the bottomless pit of your existence and ponder endlessly over what’s going wrong with your sales pitch.
One of the common experiences which sales representatives go through is a ‘door slam’, where customers hang up after being pushed to the point of irritation by pesky sales calls. The result-customers get the impression that sales guys are pushy and grind customers every time they call them.
But we can’t blame sales executives for this faux pas. They were schooled with half-baked truths by their managers, about how they have to be aggressive and persistent in their approach with customers in order to close a deal.
However, with the coming of age, these stereotypes have lost their fizz.
Today, connecting with customers and maintaining a well-knit relationship with them is one of the crucial parts of a real estate sales journey. But a lot of assumptions still hang around sales cubicles that aren’t simply true.
So, to clear the fog, we have busted some sales myths that cloud the minds of sales executives and throw a spanner in their works.
- Talk, talk & talk: One of the universal methodologies that have reigned supreme in sales is to blabber about your product to the customer. Salespersons get so excited talking about how different their product is that they don’t listen or fail to listen about the requirements of the buyer. The buyer lose interest in this process. You must ask the customer whether he needs your product before creating an impact on him with your sales pitch.
- A fancy CRM and you’re set: Installing a new-fangled CRM software is not the be-all and end-all of sales. Yes, your efforts will be minimized, and you will save a great deal of time. But no relationship with customers will arise out of a CRM. Sales success will only come when you hone your skills in listening, empathy and human touch. It will yield excellent results.
- Sales on the mind: Pulling the sales trigger from the word ‘go’ can be a recipe for disaster when you don’t have any idea of the pain-points of the customer. Begin by identifying whether your product has the solution to your customer’s problem. Don’t showcase a generic benefit of your product to the customer to close a deal. Ask the right questions, know about the requirement and your sales pitch will go smooth as silk.
- Stitch a camaraderie: Taking the customer into confidence by building a rapport with him is an art. It helps to build a long-term partnership. However, losing sight of your end goal, which is to sell, amongst the friendly talk is a loss of opportunity. Establishing a friendly relation is okay as long as it leads to your goal.
- Need a ‘yes’: Sales reps have been stereotyped into believing the fact that taking a ‘no’ from a customer is a weak approach and that they need to convert that ‘no’ into a ‘yes’. This approach imparts a signal to the client that you are not confident and can’t take a negative opinion about your product. The best approach in this regard is to stay unfazed and instead ask the client about his requirements.
So, there you go! We have cleared the myths that derail the efforts of sales executives. With a wealth of confidence and knowing the tricks of the sales trade you can ace your sales goals and bring a windfall for your company.