How To Consistently Outsell Your Competitors

You can be producing the most innovative product or service on the market, but if you can’t convince people to buy it, your hard work sadly remains unprofitable. Therefore, as an entrepreneur, you have no other choice other than to learn how to sell.
Growing a business begins with converting leads and the foundation of inking contracts starts with your ability to connect with your target buyer. In order to do so, consider the following:
Know who your target buyer is – Not every client is a good client. As a matter of fact, most incoming leads that a company will receive are never able to be monetized.
Great entrepreneurs know who is going to buy and who is going to waste their time. By focusing on their target market, they become highly attuned to the concerns, purchasing habits and personality types of the individuals they aim to profit off of.
Conversely, business owners who attempt to sell to every incoming client wastes significant time and endures consistent, unnecessary rejection. As result, he or she often suffers from lower confidence.
In time, entrepreneurs need to understand that bad leads are…bad leads and they should not get discouraged when they don’t hear back after an initial contact with a less than ideal client.
Formulate creative solutions, but keep the buyer wanting more – When I first started staffing, I would often give out some of the most creative recruiting ideas to clients and, throughout the conversation would have them intently listening to every word I said.
Often, I would get off the phone 99% confident that I just closed the deal.
Then, I wouldn’t hear from these clients again and was frequently confused as to why. Well, the answer was that they would take the recommendations I gave and then bring my ideas to cheaper recruiting companies, thus circumventing my fees. I learned to be cautious with the information I had.
Rather than try to close an account via showing off every bit of knowledge you possess, it is most effective to give out a few of ideas, then inform the prospectie buyer that once they move forward with the contract, you’ll tackle x, y and z issues.
Even though sales is about problem-solving, make sure you don’t solve a client’s problems free of charge. Provide them with enough information to make them confident in your abilities, but not enough information for them to do the job without you.
Be honest where others are not – In business, some people lie and, when they succeed in not telling the truth, those individuals end up working with unintelligent clients who usually don’t have too much capital. Companies that buy into over-inflated promises are typically lower-tier firms with 2nd rate products and services.
On the other hand, smart organizations know how to shop for services. When promised the world, they see a red light. In sales, you are who you network with and if you want honest, lucrative clients, act in a manner as such.
Know the motivations of your contact – Running a recruitment agency, I sell to all business owners, heads of sales, heads of marketing and human resource professionals.
All have different motivations. For instance, most HR professionals are driven to hire employees that will do their job while entrepreneurs are driven by the potential to build a sales team that can make their career dreams come true.
In your in business to business selling, you probably are in a similar environment. By learning the individual motivators of the different prospects you sell to, you’re able to convert leads with more versatility in a more efficient manner.
Practice Makes Perfect
You’re not going to land every account you speak to. But, if you’re doing the right things, you should see a gradual increase in closing percentages over the coming months.
Finally, make sure not to over-think selling, At the end of the day a prospective client is going to buy your self-confidence and knowledge. Improve in both areas and you’ll make more money.