Did you know that approximately 4.88 billion people around the world use the internet?
With over half of the global population online, it’s easy to push all your marketing practices into the digital world. However, this can lead to a disconnect from your clients, and it can actually make generating sales more difficult.
It’s possible your sales numbers are dropping after losing that personal spark. But is there any way to get it back? And which sales methods can boost your numbers?
We’re here to fill you in. Keep reading below to learn about three underused sales methods to try today!
1. Cold Calling
Cold calling was once seen as a poor way to generate sales, but that’s beginning to change. We live in a world where many companies feel distant and robotic. Cold calling shows a customer that there’s a real person behind the brand who’s willing to spend time briefing them on their product.
Of course, not everyone is comfortable with cold calling because it can be intimidating and awkward at times. It’s also a time-consuming process, and it may not leave your team with enough time to use other sales methods too.
If time’s an issue, you might consider outsourcing your cold calling through something like SalesHive B2B Lead Generation Services. When you outsource, you can be confident that the ones making the cold calls are experienced in it and do it daily—they know how to turn even the toughest sales.
2. Sandler Sale Method
The Sandler sale method is less about making a direct pitch and more about creating a strong guided conversation with a client. It all begins by prompting the client to discuss what technical problems their business faces. This tells you what they need and which aspects of your product to lean into in the future.
Next, you want to focus on how your sale would positively affect their business. Sure, no one wants to make a purchase that will work against them, but one that simply solves the problem and leaves them in a neutral state is no better. You need to show the client how your product or service will not only solve their problem but also allow for more development and growth for their business.
Finally, you want to cap it off by asking the client how this purchase will affect them directly. Will it save them time? Would it eliminate stress?
This is your chance to make the pitch personal. You want to show the client how it would benefit them specifically.
3. SPIN Selling
SPIN selling was created in 1988 by Neil Rackham, and it’s a great sales process to use if your staff is struggling to make personal connections with clients. The SPIN acronym outlines how to focus on the buyer’s experience rather than the sales process from the salesperson’s perspective.
First, the salesperson must learn about the client’s current situation—what competing services they currently use, what they need those services for, how they implement those products/services in their own line of work, etc. The more you know from the get-go, the easier it will be to pitch them your product.
Next, you want to guide the client into identifying the problem that your product could solve. Don’t point out the problem directly—instead, ask questions that will prompt them to identify it themselves.
Implication questions are used to have them consider how this problem will affect their business. You can then present the needs/payoff questions. These are intended to ask how they’d benefit if the problem was solved, which you can then use as a jumping point to briefly describe your product.
Discovering New Sales Methods to Try
It’s easy to get stuck in a rut when it comes to the sales methods your team use. If you haven’t seen much progress, it may be time to step outside your comfort zone. With the list above, you’ll be able to find a sales process or two that works well for your brand and will carry you to your sales goals!
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