Sales is a complex and capricious profession. The party with the best offer is not always the winner of a sales process at the end of the line. The salesperson is of crucial importance as a human factor in the process. The impact that a representative or salesperson has on the end result is often underestimated. Since most organizations still have a supply-driven sales organization, a lot of attention is paid to product communication. The influence of the human factor is then seen as a less decisive factor. However, that is usually not correct. We have listed 10 sales techniques for you that have proven to lead to success. You will notice how great the person's influence is.

1. One size does not fit all

You don't sell to a company, but to people. Each contact person within the organization you are talking to is a special case. It can therefore be extremely relevant to take the time in the preliminary phase of a sales process to list all stakeholders for yourself, as well as to analyze what kind of people they are, what drives them and how you can best connect with the needs of each individual.

2. Make sure you're not the one doing most of the talking.

We love to present ourselves and our company. To impress our conversation partners with a beautiful slide deck or video. We like to do the talking. And yet during a sales conversation it is especially important to listen and ask the right challenging questions. Only then will you get a good idea of ​​the real need. So make sure you are not the person sitting in the talking chair, leave that role to the person sitting opposite you.

3. Sell the result and the solution

Don't sell your product or service, which is undoubtedly excellent, but sell the end result that you can offer your lead. More turnover, for example? A cost saving? A time saver? In general, your lead's needs are determined by turnover, or savings in time or costs. Respond to that.

4. Don't go for rational but emotional

A choice is rarely made rationally. You have probably lost a sales process to a party of which you can say with 99% certainty that they made a lower offer for a higher price. Because buyers are not robots but normal people, choices for suppliers are almost always made on emotion. Your role as a seller is crucial to provide a positive emotion throughout the entire process. If your product/service/price is also in order, the choice can be made quickly.

5. Differentiate yourself

It is a utopia to think that based on your offer you are always better or different than your competitor. In a strong economy, such as that of the Netherlands, competition is often at a high level. You make a difference as a person by the way you present your organization. Don't follow the beaten path, approach it differently. Come up with insights and solutions that distinguish you from your competitors. Put more time and attention into it than others.

6. Don't throw around discounts

When a process takes a little longer or is difficult, it is tempting to shy away from discounts. Unless your lead has specifically stated that price is decisive, it is rare that a discount really makes a difference.

7. It's not a game of luck

Selling is a trade, a profession, not a game. Yes, of course you can sometimes be lucky and come to the table at the right time, but in general a successful sale is the result of months of investing in the relationship. Hard work pays off. Maybe not next month, but certainly next year.

8. Use social media to your advantage

Social media are here to stay. Your contacts are almost certainly active on LinkedIn, for example. Connect with these contacts if you think the bond has been sufficiently built up. Don't send a request for connections immediately after your first meeting. By regularly posting updates on your profile about your company and activities, you ensure a continuous flow of information to your network, which you can never achieve manually or in conversations.

9. Work in a disciplined and structured manner

We sellers are a special people. We enjoy sparring with customers, but are often less interested in our own administration and structure. That conversation report? That will come next week. And yet it is discipline and structure that can make a big difference. For example, by almost methodically emailing your leads/prospects at regular intervals, even if they haven't heard from you in weeks, you stay in touch. The effort will pay off!

10. Sell what you can deliver

Finally, but not least: make sure that what you sell can also be delivered. Of course, sellers mainly want to offer a solution for their customer and thus retain the customer. Demand-oriented selling has been gaining popularity over supply-oriented selling for years. Rightly so, of course, but we must not go too far. The solution you want to offer must be agreed in advance with the organization.

Kenneth Smit has long been known for her excellent sales training. Just like us, you are constantly looking for opportunities to expand your business or improve yourself. From the first contact to maintaining a sustainable relationship with the customer, Kenneth Smit provides tailor-made development processes that sharpen your sales and account management. Curious about what we can offer, take a look at our website.