In B2B sales, it is common to find difficulties in commercial processes, since they are very long cycles from prospecting and qualification to closing, involving many decision makers and more complex sales. Therefore, a common demand in the sector is for methodologies, actions and new practices that help to overcome such challenges. So, in today’s article, let’s talk about sales strategy tips.
After all, by combining methodologies, structured processes, new approaches and sales strategies, it is possible to make the commercial operation more efficient, intelligent and assertive, generating better results in terms of performance by accelerating cycles, hitting sales targets and closing more deals.
There are many methodologies that can be applied to commercial processes and strategies, such as MEDDIC, ABM, spin selling, predictable revenue and others. It is also possible to highlight some methods of organizing the sales team, such as inside sales, and practices to be employed by professionals, such as sales engagement.
In this scenario, going beyond methodologies, processes and practices, among the most recurring sales strategy tips, we can mention persuasion techniques. It is a valuable tool for sales representatives to carry out more efficient and successful commercial pitches, with a focus on achieving high sales performance.
What are these sales persuasion techniques?
Persuasion in sales is also known as the art of convincing. But those who think that this conviction is something negative and that forces the potential customer to buy something they don’t feel like are wrong.
Especially because there is no point in forcing an unnecessary sale, which will only increase the cancellation rate in the short and medium term, in addition to negatively impacting the company’s reputation.
The truth is that persuasion is a way for the sales representative to help the customer make the purchase decision for your product or service, inducing the lead and conducting the purchase journey in a consultative, responsible and transparent manner.
Or if the lead is not ready to buy at that moment, he will be able to return in the future when he is more prepared, resuming the established relationship and being sure of the decision.
What is the importance of persuasion among sales strategy tips?
It is clear that sales persuasion techniques are great strategies to be adopted by companies. This is because they were developed, based on studies in the field of psychology, to serve as a basis for salespeople to improve their rhetoric in conversations, speeches and approaches. And, as a consequence, it is possible to optimize their performances.
Thus, professionals can combine all their best practices and skills, such as empathy, active listening, emotional intelligence, placing the customer at the center of their actions, educating the lead, generating value, product knowledge and others, with persuasion techniques. .
As a result, sales reps will be able to present themselves to leads with greater confidence, authority, argumentation potential, and as truly experts in the service they are offering.
Therefore, there are countless advantages gained with these sales strategy tips, such as:
- Commercial team more prepared and confident to talk to leads;
- Greater ability to induce the purchase journey;
- Acceleration of the commercial process;
- Better sales performance.
Discover the main persuasion techniques for sales strategies
Among the main sales strategy tips, there are several persuasion techniques such as mental triggers and other actions. Let’s go to them!
This point indicates the importance of the seller being able to exchange favors or reciprocate gestures. For example: the salesperson facilitates the payment terms, which was an objection of the lead and, in return, the customer feels more receptive to closing the proposal.
At the time of the purchase process, especially in B2B companies, decision makers move a lot for indications that those products or services can be really useful to solve their challenges. So, having a range of social evidence, such as a customer base, success stories and market reputation, is a way to make customers feel safe and influence their choices.
Among the sales strategy tips, it is important that salespeople make potential customers commit to continuing the process. One possibility here is to schedule a next meeting with a date and time so that the lead has no way of giving up.
Professionals from the commercial team must show all their knowledge about the product, the market, the competition and the needs of the lead, presenting themselves as a reference in the subject. Which builds more confidence.
This technique is widely used in e-commerce and sales to consumers with promotions and discounts for a certain day or week, such as a commemorative date. But it can also be applied to B2B businesses in order to generate greater lead engagement. After all, this urgency generates fear of losing in people, making them decide more quickly on a possible purchase.
Just use this technique with caution so as not to trigger sales that could lead to future cancellations.
It may seem like a not so relevant feature, but optimism can help sellers a lot. This is because, with this thought, professionals can find solutions to the various objections presented by leads. Likewise, they are more encouraged to achieve goals.
Presenting a persuasive posture, without fear or anxiety, is essential to increase confidence and show the lead that he is safe, can trust the seller and listen to what he has to say.
Usually, salespeople need to be able to engage leads with well-told, dynamic and fluid stories that bring a more dramatic context of how it was possible to help another customer with similar characteristics to that prospect.
The appeal of emotion in the narrative, in this case, helps to awaken positive feelings in the lead, making him consider the product or service as a solution that shines in his eyes.
As a persuasion technique, among sales strategy tips is limiting choices. After all, the greater the number of options for leads, the more they can get confused, become indecisive and stop, postponing or even giving up on the purchase.
So, at that time, it’s worth providing fewer alternatives. This even works for scheduling meetings. Instead of showing a totally open and available schedule, emphasize the seller’s experience and know-how and offer few possibilities for schedules.
Another important practice for salespeople is to conduct conversations so that leads say yes most of the time. For this, it is worth investing in initial questions or statements that are considered true to generate this agreement right at the beginning. So, the secret is to keep that ‘yes’ until the end of prospecting, qualification and negotiation.
Let leads own your ideas
An excellent persuasion technique concerns conveying your ideas and convictions so that leads to believe so much that they absorb them and start talking as if they had those ideas. This suggestion or idea may be related to the challenges experienced by the lead, or the benefits of your service.
So, in this scenario, the potential customer will be satisfied, thinking he has the solution to the problems you argued for. But let him believe that, since this belief will influence the closing of the purchase.
Another interesting persuasion action is to challenge the leads, asking the potential client to talk about how the offered solution could make him overcome difficulties and stand out from the rest in the market, by adopting a new service. Just be careful that this action is not misinterpreted and seen as a provocation.
How ASB can help you with sales strategy tips
To help your company accelerate business processes with the best methodologies and sales strategy tips, count on an agency focused on high sales performance, such as ASB Marketing.
With our sales performance solution, we implemented a whole innovative process to guarantee a much more targeted, assertive and intelligent prospecting and qualification of leads.
Thus, we create marketing and sales approaches, speeches and actions that will really make the difference to engage leads and, thus, generate a greater number of real business opportunities in your company’s pipeline.
In addition, we work with dedicated SDRs specialized in the best sales strategies and persuasion techniques.
In this way, we help your company to have higher conversion rates, hit sales targets, increase results and promote greater sales predictability.
Do you want to know more details about how we put this solution to work in your business? Get in touch with our experts right now!