Acceler8 Your Sales
My life always revolved around sales—since I was a young boy. All the tips and tricks I’ll share with you are purely based on my experiences and the capabilities and skills I picked up along the way. I’ve seen first-hand how the sales landscape has changed and many people are still stuck in the “old way”. Let us help you adapt and prosper.
My story in sales started at the age of eight; so my whole life, I have been surrounded by entrepreneurs and sellers. Naturally, I was drawn to this career, yet, back then, I was introverted. I was never the flashy seller (whatever that is), but someone who always wanted to give the customer value, whilst creating strong relationships. Following my studies in sales and marketing, I was head-hunted by a large multinational corporation. It was a hard-selling position—which taught me the foundational sales skillset and grounded and honed my abilities. However, during this time I came to the clear conclusion: that high-pressure Sales is archaic and ineffective. I’ve devised a true sales methodology, which has served me for over 30 years.
And now, I’d like to share some of that with you.
The following 8 Sales Tips, called "Acceler8", will assist you in improving your focus, help you plan properly, build lasting relationships, and will ultimately improve your activities and results. Some of the concepts are basic, but the magic lies in the application. The reason I’ve focused on these for 30-years, is that it WORKS!
Tip 1: Urgency
The reality is – clients are currently feeling like a tsunami has hit them. We have to have empathy for that! So when we negotiate, and discuss solutions with the customer, it is not the time to use hard closing tactics, rather it is now time to show empathy, trust and understanding. Now, I fully understand you have your own targets and deadlines, but you will NOT achieve them anyway, by being forceful.
We create urgency by playing the “long game”. In other words:
- Prove that you are putting the customer first
- Show that you completely understand their situation
- Adapt and Align your offering to completely serve their needs during these trying times
- Show that you are suffering with them and that you’re helping them solve their problems or alleviate their concerns, with your collaboration and solutions.
- You get this right, and you will have a customer for life!
So, for you to drive urgency, you must ensure to confirm the “next action”! if you’re not solving the issue right now, you’re setting the time, to come back to the customer with the right solution for their problem. Set the date & time right there for the next interaction. Continue doing this and you will build urgency and lasting value. Building the relationship in this manner, will enable you to cross- & up-sell and grow the customer spend and loyalty.