Long term success in sales needs your own values to be aligned with the products or services you sell, the clients and industry you are dealing with.
The are 3 very important concepts we need to be aware of:
1. People prefer to do business with people they know, like and trust- sales are mainly relationship driven. We can use several tools to build instant rapport with our clients, including our visual appearance and body language
2. Ensure you are always giving value to the client. If you believe in your product or service and that it will actually benefit the client then you will make more sales.
3. All behaviour has an explanation- everything we do is driven by our thinking, values and belief systems. There is always a reason why a person is not buying. As salespeople we have to identify and resolve that barrier.
The market is impressionable and doing business is all about people. There is a time facfor when building a solid relaitonship, and following up is the most important factor when it comes to sales. Statictics show that 48% of sales people never follow up with a prospect client, 25% make only a second contact, 12% make three contatcs and only 10% make more than 3 contacs.
Now statistics also show that 2% of sales are made on the first contact, 3% are made on second contact, 5% of sales are made on the third contact, 10% on the fourth contact and 80% of sales are made on the fifth to twelfth contact.
The conclusion here is that for us to secure the sale the most important factor is the relationship we build with our propspect clients might take few contacts. You can use your image and body language to connect with your prospect clients in the first 30 seconds, get their entire attention and be able to share with them the benefits of your product or service, then it’s entirely up to you to follow up to create that relationship full of trust that will proceed with a perfect sale.