Sales Techniques
Hello my friend,
I am Ayo-Bankole Akintujoye, the convener of LagosSMEbootcamp, and I would like to personally thank you for signing up to be part of this community of MSMEs owner. From now on, you will get regular updates on effective solutions, case studies and practical examples on growing and sustaining your business. And you will be the first to know of upcoming events, and special offers from our partners.
In the meantime, do you know that a sales technique that works for your business in one stage of its growth may actually not be effective at a different stage? The skill that matters isn’t mastering a particular sales technique, it is knowing which sales technique to apply to which situation.
Here are 6 techniques that can be adapted at various stages in the sales process:
Commercial teaching. Educate your buyer about a problem they either undervalue or don’t know they have. Your product should, of course, solve that problem.
Solution selling. Ask questions that help understand the customers’ problems, how impactful they are, and the best solution.
Conviction technique. Reframe the entire sales process to make the buyers/clients feel convinced they are the ones pursuing the deal, not the other way around.
Inbound sales. Prioritizes the needs, challenges, goals and interests of individual buyers. Build a relationship with the prospect, help them identify their issue, and progressively shift to solution-oriented content.
Conceptual selling. Customers don’t buy products; they buy the concept of a solution. Rather than pitching your product/service, focus on the prospects’ needs, how they perceive your product, and how they intend to make their buying decision.
Align priority. Buyers are more likely to choose your product if they see that it aligns with their needs and their core beliefs.
I hope you find this valuable and applicable. I would love to hear about your business and if there is anything we can improve. If you have any questions, please reply to this email. I’m always happy to help!
Convener: Ayò-Bánkólé Akíntújoyè