If you are a salesperson in the field of manufacturing, it is likely you have received the occasional “no” during the sales process. This can be disappointing, but can also be a source of information that can be used to save you time and patience. Look through the tips below to understand how to use a “no” to lead to more “yes”-es in the future.
Tip 1: Write Out Common Objections
The only time we fail is when we fail to learn. With this in mind, write down the objections you commonly receive when a potential customer says no. Perhaps you lose sales due to product tolerances, price point, delivery times, or some other reasons. List each of these out individually and create short videos to address each one. These videos will address the most common concerns a potential customer may have and can be made easily available on your company’s website, YouTube, or other social media venues. Customers that may have doubts, but do not want to directly ask questions, can access the videos, address, and hopefully alleviate their concerns. Once these are addressed, the potential customer may be ready to say “yes” much faster.
Tip 2: Use Videos Preemptively
Concerns arise in any presentation and with every sale, so consider sending some of the videos ahead of time to set expectations for potential customers. Not only will questions be answered, but customers will see that you are so assured of your product’s quality that you are willing to address concerns. Your expertise is showcased in the videos as you are demonstrating how well you know and understand your products. Following a presentation or call, send a new set of videos that address any new concerns. This will show how prepared you are to help customers in any way.
While videos are not a replacement for customer service or direct presentations, it does help the salesforce and company to be more efficient and effective. This also frees up time for higher-value tasks like closing deals.If you have tried using videos for this purpose, show me how these are being used before, during, and after the sale. Feel free to post them below or on my LinkedIn page. It is always great to share what is working for you and to learn from others who may approach things a bit differently. Boosting sales can help every business.