Want to increase your sales? These sales tactics I used from sales experts and entrepreneurs helped me build a six-figure income in only six months. These sales tactics will help you close more deals, empower you in your everyday life, and improve your skill set.
If you are new to sales I know how overwhelming it can be.
Incorporating these sales tactics in your career will shift your mindset, pitch, and income. And if you are anything like me, I play to win. I have used these same sales tactics in my career and life. I went from managing a mobile home park making 20k per year to managing a top-performing sales team and making over 100k yearly.
This post is all about the sales tactics and techniques you will need to succeed.
Powerful Sales Tactics Women in Sales Must Know
1. Tonality
You can read every sales script in the book or create the perfect prospecting plan; however, without tonality, your sales will be inconsistent. To experience consistency in sales and income, you must master the power of tonality in your conversations.
For Example: What not to do…
Sales Rep: Stacy, I noticed you have a current policy. What is the biggest problem with your policy at this time?
Stacy: I am very happy with it. I am not sure I am ready to jump into a different policy.
Did you catch the problem here? When you ask a client surface-level questions, you will get surfaced-level answers. People are driven by flight or fight responses when presented with a threat or when they do not feel safe.
Problem questions cause triggers and create resistance from the client. It automatically puts the client on the defense. Remember, we are playing on the same team with our clients.
Correct Interaction: When to pause and ask the right questions.
Sales Rep: Hi Stacy, I noticed you have a current policy. Is that correct?
Stacy: Yes, I do.
Sales Rep: Great, may I ask (pause) what you like about your policy? (tone here is intrigued)
Stacy: Well, I like XYZ
Sales Rep: That’s great Stacy, if there is anything you can change about your policy what would that be?
It is important to ask the right in-depth questions with the RIGHT tonality. In summary, practicing this sales tactic will get you further into the sale with the least amount of resistance and objections.
I am suggesting a different approach from your typical aggressive, type A approach. Nobody likes to feel pushed or feel bad for not buying or committing to something.
The majority of people just want to be understood. It is up to us to help, engage, and truly connect with people using the right tone.
2. Mindset
Attitude is everything in sales! Having the right mindset is a key driver of how you show up in the world. I know, how elementary right? You will be surprised how many women spiral into negative thoughts when things get tough.
Let’s say it is the end of the month and you have not hit your monthly sales goal. What do you do? Do you question your ability as a saleswoman? Do you fear of losing your job?
These are all NORMAL thoughts to have when sh*t hits the fan. It is okay to feel this way! What is not okay is allowing these thoughts to take the driver’s seat. Take a deep breath and follow these steps when you feel like crawling under a rock.
Exercise
- Experience the negative thoughts, let them come and feel them. Now, grab a piece of paper and a pen.
- Write down your accomplishments. This can be anything, career, family, being a mother…anything that you have overcome and excelled in your life.
- Read your list and think of the feelings you had when you accomplished each event.
- Now on the right side write down your negative thoughts. Am I good enough? Will I lose my job? Am I in the right career? What am I doing? etc.
- Now you have the choice of what to believe. The woman who accomplished so much or the woman who lives in fear?
This exercise is a reminder of who the F you are! Be steadfast in the valley, be faithful in between.
3. Handling Objections with Class
First of all…if you practiced what I preached at the beginning of this post, then objections or concerns are minimal. Let’s just say that you missed some cues or asked the wrong questions and you are now sweating to close the deal. This sales tactic and strategy will help you navigate how to react to objections.
What starts going through your mind when you hear these objections? Let me think about it. Can you leave me some information? I need to speak to my spouse. Is this a scam? We can’t afford it.
Our brain automatically goes into reactive mode. This is not the time to revert to selling your product, yourself, or your company. This is the time when you listen to your clients validate how they are feeling and even expand on why they feel the way they do.
Here is a 3 Step Method to help clients overcome their concerns.
- Analyze– You must understand what their concern is and why. What is really behind the objection?
- Meeting of the Minds– Once you have identified their concerns and why they feel that way you will then discuss a game plan. Do not revert to selling or spitting out facts! At this point, you are having a conversation with a trusted friend trying to figure out a solution.
- Diffuse– During this part of the conversation you will then offer an alternative view. For example, If there was a way you could____ would that help you? You then start to diffuse their concerns by helping them overcome their objections.
Overall, the key when handling objections is putting yourself in your client’s shoes. Understanding where they are coming from and how they feel creates trust. And when a client trusts you, you are then in authority.
4. NEPQ
You are probably wondering, well how the heck do I analyze or diffuse concerns? What questions should I be asking? NEPQ stands for Neuro-emotional persuasion Questions.
As I have mentioned throughout this post, you must learn to ask the right in-depth questions! Top performers practice tonality and NEPQ religiously in their sales approach.
Asking questions empowers your clients to get in touch with their emotions about their current situation and want to make the necessary changes. It makes them feel like they are part of the process.
Questions create value in you and what you are offering. They reveal consequences and get your clients to become open to your ideas. Most importantly, NEPQ helps identify your client’s PAIN.
I created a simple guide I wish I had when I started sales! It combines everything I have learned about asking the right in-depth questions.
5. The Art of Following Up
This sales tactic is by far the easiest one to learn yet so many salespeople miss or are too lazy to practice. Following up with future and past clients creates high retention and future referral business.
Why wouldn’t you want to tap into the potential to increase your income? Most salespeople in my experience get the deal closed and that is the end of it. YOU are not like most salespeople.
It is important to maintain a relationship with your clients even after they convert to a customer. Why? Because it is good practice for referral business. If you have Google Calendar I would recommend setting a task every 2 months to send either, text, email, or check in a phone call.
9 out of 10 times your customers are always happy to hear from you. During the holidays I would always mail or send a digital card with a warm “Happy Holidays” message. This keeps you on their radar subconsciously!
There are plenty of resources out there that can help create your referral business. Google Calendar is FREE. First of all, if you do not have Google Calendar you need to download that TODAY.
Another resource I love to use is Canva. Here is where I create all marketing material and send out thank you notes and holiday cards. It is FREE! You can use the free version to create all your business materials.
This post was all about how to practice these 5 sales tactics and help maximize your potential, income, and skill sets.
