5 Sales TRUTHS Everyone Should Know

Some things change and some things don't...

Right now the sales industry is going through big changes.

The way people buy is changing, the way we communicate is changing and so the way we sell is having to change.

That being said, there are certain truths in sales that won't change. Certain key principles of selling that have remained as true now as they did many years ago.

Here we are going to break down the 5 KEY truths of selling that regardless of changing technology, regardless of social selling vs cold calling, regardless of generations, still remain vital in achieving sales success:

1) Selling is all about relationships AND selling

It doesn't matter what you sell, the ability to win that sale will ultimately always result in your ability to build some form of relationship with the buyer.

People buy from people and in a world full of competition it can often boil down to your ability to build a better relationship. This includes a mixture of building rapport, identifying needs, showing genuine interest, building trust and adding value.

The question you always need to ask yourself is "Why should my prospect chose me over my competition?", with the answer not being about the product but about why they should buy from YOU personally.

It's important to remember that it isn't ALL about relationships. Too many salespeople get lost trying to make friends that they forget their role is to sell. You need to become a master of building strong?sales?relationships.

2) The sale is not about your product, but their PROBLEM

To win in sales you need to make the whole thing about?their?problem or?their?reason for buying and not about your product.

Their need should always come first with your product then answering the problem they have. The key to SUCCESS in sales and a truth that will count for all forms of selling is the need to identify the pain behind the buying decision. Why do they want or need this product? What problem will it solve and how will it remove this potential pain from them?

People will buy for emotional reasons which they then back up and justify with logic. The trick is to identify the problem and tap into the emotional part of the buying decision, then justify it with the value, features, benefits etc.

No matter what you use, cold calling, social, video, email or referral, it will always boil down to identifying their problem and presenting your product as a solution for that.

3) PRICE and VALUE go hand in hand

You could be selling a product that throughout the competition the features rarely change, but the price does.

What defines that price is the value that you create for the product and what it can offer the potential buyer. If your prospect thinks your product is expensive, it's because you haven't created enough value for it.

Every industry will have competition and it can often be irrelevant what the difference in price is if you can't create and sell value. A lot of salespeople get really hung up the price and see it as a real blocker to their ability to sell. In the price is irrelevant if you can build up the value for the customer so they don't feel it's expensive.

The value of your product should always exceed the price you charge, and you should sell them the value BEFORE you sell them the price.

4) There is no sale unless you can CLOSE it

We all love a big pipeline, we all love to BRAG about the amazing opportunities that we're working on, the big customers we're targeting, the hard work we're putting in.

Unfortunately one of the key principles of selling is the reality that there is NO sale unless you close it. All of that stuff is great and part of the process, but success in sales won't come from the size of your pipeline or the hard work you're putting in, it comes from actually selling!

It doesn't matter what you're selling, where you're selling or you're selling too, your ability to succeed in sales will always come down to your ability to close deals and actually sell!

It doesn't matter how you sell, you're selling too or what you're selling. The focus should always be on closing the sale and ultimately providing the solution to your customer's problem.

We'd highly recommend checking out Pipedrive CRM which helps sales teams close 28% MORE sales on average with it's CRM built FOR salespeople. Try it for free for 30-days here and see if you can win more sales by selling more effectively with their easy to use intuitive platform.

5) Those who LISTEN, win in sales

We've all heard the "2 ears 1 mouth" quote but it's such a powerful and important principle for success in selling.

It's only by listening that you build relationships, it's only by listening that you identify real problems and buyer pains, it's only by listening that you can find buying signals and close the sale.

The best salespeople are those who are good listeners, who still control the conversation but who know how to ask the right questions and effectively listen to get the information they need to progress the sale.

Success in sales doesn't come from "talking the talk" but from being very good at listening. Most sales people talk AT and OVER their customers, often missing buying signals, not building trust or a relationship and ultimately missing on an opportunity to sell. Listening has been, is still now, and will continue to be one of most crucial and important truths of sales success.

And there we go...

Those 5 truths, in our opinion, have been at the core of successful selling throughout history and will continue to be at the core of successful selling for many, many years to come.

If?YOU?could add?one?more principle that is crucial to succeeding in sales, what would it be? Please write it in the?comments box?below and don't worry if someone else has written it, it will be good to see how many we can add to the list.

We hope you found this blog helpful and informative! If you enjoyed this post please do click?LIKE?and click?SHARE?to share it with your network, thank you.

To be SUPER successful in sales you'll need a good CRM to actually help you create more pipeline and sales..

This article is supported by?Pipedrive , one of?the?world's best CRM's used by over 100,000+ companies in 179 countries.?You can try it for free right here. ?The?best?sales?managers choose Pipedrive because it is DESIGNED for?sales?teams and has been voted?the?easiest to use CRM.

They normally offer 14-day free trial but if you follow one of our links in this newsletter you'll be able to get an?extended?30-day free trial and as a bonus, if you choose to use?Pipedrive ?after your trial, you'll get?20% discount?on your first year (that's a pretty amazing offer if we're honest!).

If you're potentially interested in trying?Pipedrive ?out, we have a few extra resources that might help:

VIDEO -?The?5 best features of Pipedrive CRM

ATICLE -?10 reasons salespeople LOVE Pipedrive CRM

VIDEO -?Import prospect details instantly from LinkedIn using Pipedrive

ARTICLE -?Why salespeople are switching from their current CRM to Pipedrive CRM