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<\/a><\/p>\nLet me share 12 strong sales principles experts swear by to keep you customer-focused and crashing your quotas.<\/p>\n
Table of Contents<\/strong><\/p>\n <\/a> <\/p>\n HubSpot\u2019s 2024 Sales Trends Report<\/a> reveals that 96% of prospects research before contacting a sales rep. Since they invest time in learning about your product, you should do the same.<\/p>\n You don\u2019t need to read lengthy business ebooks \u2014 20-30 minutes of research is often enough. Here’s what to do:<\/p>\n Customers see value in many different ways. A product might be a time-saver, a results-booster, a money-maker, or an insight-bringer. But ultimately, customers will only purchase a product that they think will benefit them. Great sales reps are able to spot the need and tailor their approach to help the customer see that value, too. This is called value-based sales.<\/p>\n Value-based selling<\/a> focuses on bringing benefits to the customer. Rather than listing features ad nauseam, sales reps who use value-based selling listen to their customers, uncover what they need, and then provide value based on their customers\u2019 individual pain points.<\/p>\n Rain Group’s research<\/a> shows that sales organizations that prioritize value are more likely to grow revenue, with 90% of value-driven companies seeing year-over-year growth. These organizations also keep their best sellers, with a turnover rate of 27%, while those not focused on value have a 39% turnover rate. Given the high cost of turnover, investing in a team that creates value for buyers makes perfect sense.<\/p>\n Source<\/a><\/em><\/p>\n Instead of spending your time convincing the prospect that your solution is the right choice for them, spend time listening to their story and their pain points. By the end of the call, they\u2019ll feel like you really know what they need, and they\u2019ll be more open to listening to your solution.<\/p>\n And what if you’re approaching a prospect at an event? Things are kinda similar \u2014 don\u2019t just jump straight into your pitch. Take a moment to scan your surroundings and find something real to connect over.<\/p>\n Whether it’s a comment about their business, a quick chat about their day, or something you both have in common, building that personal connection first opens the door for a more receptive sales conversation.<\/p>\n That\u2019s exactly how Philip Stoelman<\/a>, Founder of Network Republic<\/a>, works. Go over his real-life scenario where this technique led to closing a deal:<\/p>\n \u201cPeople are more likely to listen and engage when they feel you’re interested in them as individuals, not just as potential sales targets,\u201d says Stoelman.<\/p>\n No matter how well you explain the value of your product or recommend a specific solution, if your prospects don\u2019t believe you \u2026 you\u2019re facing a losing battle.<\/p>\n But fortunately, there is a way to develop that trust that sales reps so desperately need. Especially when on a call with aggressive or expressive prospects. Consistently demonstrating expertise and sharing that knowledge with your prospects shows that you understand the industry and are empathetic to their challenges.<\/p>\n By positioning yourself as an advocate for the customer and a trusted advisor, you become a team member. Rather than sitting on the opposite side of the table selling to them, you\u2019re sitting on the same side, working with them to solve the problem.<\/p>\n\n
The Best Sales Principles for Building Relationships and Closing Deals<\/strong><\/h2>\n
1. A little research goes a long way.<\/strong><\/h3>\n
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2. Customers buy things that bring them value.<\/strong><\/h3>\n
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<\/p>\n3. Listen at least as much as you speak.<\/strong><\/h3>\n
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4. Show expertise but stay approachable to build trust.<\/strong><\/h3>\n