Being an effective sales person in Boston’s fast-changing business environment takes more than a good handshake, a sharp suit and a smile. While first impressions still count, the best salespeople have critical skills that give them an advantage. Here’s a few examples we’re sharing from Entrepreneur magazine, along with suggestions of our own!
- Fully understand the product or services you offer. Selling products or services by their commission value isn’t a good strategy. When you have confidence in what you’re selling, and you know what options are available to your clients, you can put together business solutions that truly suit their needs.
- Do your homework on prospects, and find ways to engage them in conversation. Before making your first call on a prospect, learn all you can about the company and contact person you hope to do business with. Look for ways they can relate to you and your products or services. Show enough knowledge to offer a conversation with purpose.
- Listen to your prospects and clients. Ask intelligent questions about their operations and challenges. Pay attention to the details in their response. Do you offer ways to streamline their business? Can your product or service improve their service levels? Will your solutions save them money in the long run? The best salespeople think like consultants.
- Be willing to respectfully disagree with your prospect. Often, a prospect won’t know what they truly want or need. They may not fully understand what you offer. Stand up gracefully to objections, and paraphrase their priorities to make sure you’re on the same page. Always respect your prospect’s experience and opinions. Use case studies to make your points whenever possible.
- Be willing to disqualify a prospect. If your prospect is not a good fit for your product or service at the moment, don’t cram a sale down their throat. Be honest about what your solutions can and cannot do. By offering yourself as a resource of information, you may be able to help them with their needs in the future.
- Offer a choice of one of three options. Offer three solutions to your prospects. These should range from something comfortably within their budget to something well above it. Explain the long-term benefits of each solution. Your prospect could find that it’s more cost-effective to invest in the high-end solution now, than to buy the cheapest solution today and then outgrow it too soon.
We hope these suggestions help you grow your business! And when you are ready to relocate or expand your business in the Boston Metro, team up with the Jay Nuss Realty Group! Whether you are thinking of buying or leasing Boston Metro commercial real estate, we can help you find the ideal property. Contact us today for expert guidance!