zandax online course logo
Info, Blogs, Contact & Login

Top 10 Sales Techniques

From the ZandaX Sales Blog

Articles to make you more effective in your sales career

Top 10 Sales Techniques
A post from our Sales blog

      Written by John Boddington
When you're in sales, you know that even the best product on the planet won't sell if it doesn't come bundled with a solid pitch. You need to convince the consumer that you've got something worth considering – and that's not always easy. If you're just starting off as a salesperson or even for those who have a number of years under their belts, the following 10 sales techniques are sure-fire ways to crank up your conversions.

1. The scarcity effect

Perceived scarcity is perhaps one of the strongest sales techniques out there, which explains its prevalence and why it's been around for such a long time. Running limited item sales and telling customers there are ‘just two rooms left' in your hotel are just two ways in which you can implement this technique.

You're essentially manufacturing the idea that if they don't pull the trigger on the purchase, they run the risk that it will be gone forever. You can even combine this tactic with the puppy dog technique, which works really well if your customer has a sense of doubt creeping in even if they love the product.

The puppy dog technique is essentially based on a ‘try before you buy' notion. If you sense that your customer loves the product but is still on the fence, let them take it for a test drive. This essentially turns the purchase into a complete no brainer, as there's little to no risk attached. You'll find that eventual refunds will be quite rare.

2. Hand out compliments

Flattery is an incredibly strong weapon when it comes to sales, even if it seems a tad obvious and perhaps almost transparent. Consumers are always looking for validation, even if it comes from the very person that's trying to sell them something. Even when they are fully aware that the flattery is manufactured, it still helps get you that sale.

Hand Out Compliments

Studies have shown that showering customers with compliments work, period. Researchers at Hong Kong University of Science and Technology have found that flattery brings about a heightened feeling of positivity that seeps into the buying process. So even if you think your compliments are hollow, keep on dishing them out.

3. Hike prices up, offer heavy discounts

Never set the price to exactly the amount you're looking for, otherwise you're destined never to get it. The reason for this is that consumers are always sniffing for a good deal, which means that paying retail is often out of the question just on principle.

That's why your retail price should always be marked up. This not only gives your product the impression of being superior on cost alone, but it also offers the opportunity of giving people a ‘steal' by slashing prices for special sales. Give your customers the idea they're getting the deal of the century, even if you're getting the price you always wanted in the first place.

4. Give and take

Consumers will often feel a strong sense of obligation, even if the situation doesn't necessarily call for it. Think about it: how many times have you ended up buying a pair of jeans you never wanted, just because the salesperson went out of their way to find your size in the stock room? I'm pretty sure you've done something like this at least once.

Guilt and obligation are strong motivators in a consumer's buying process. The feeling of give and take is embedded into our culture, meaning that if you do something for your lead they'll often feel obliged to pay you back. And they do that by whipping out their credit cards and closing the deal.

5. Run a reward program (that's actually rewarding)

Customers like being rewarded for their loyalty. They want to know that if they put something into your company on a consistent basis, they'll get something in return for sticking with your products.

The best way to do this is by creating a customer reward program – and we're not talking about a worthless offer where your customers get a tacky pen once they've spent hundreds of dollars. That's not going to reel anyone in. You're going to need to make it worthwhile, giving either free products or hefty discounts on future purchases. That's the kind of offer that's going to get people talking and signing up to what you've got on offer.

6. Use affiliate marketing

Imagine someone else doing all the selling for you. You don't have to lift a finger, just fulfil the orders as they come in and laugh all the way to the bank. And this isn't just some pipe dream – affiliate marketing makes it possible.

While some companies are scared of opening up their products and services to third parties, it's actually one of the easiest ways to bump up your sales without having to invest anything upfront. All you do is give affiliates a percentage of each sale and as long as it doesn't cut too deeply into your profit per unit, there's no reason not to go for it.

7. ‘And that's not all'

Some people will instantly think about infomercials with this one, but it doesn't quite have to be as cheesy as that. The subtle ‘and that's not all' technique is still incredibly effective.

The way it works is by telling the consumer about all of the great benefits your product has to offer, only to top it off with an incredible cherry that's hard to resist. Combined with the scarcity technique and setting a limited-time offer, the ‘and that's not all' method has a very high success rate.

8. Sell the benefits, not the product

When you try and sell your product or service to a potential client, don't just go into a spiel of features, specs, or anything else that's insular in nature. Your customers don't care about that. What they do care about is how you're going to help their business.

That's why it's so important to get to know your industry inside and out. Be able to explain how your company can save your clients money because of X and time due to Y. Focus on how convenient your product is and how it will ultimately positively affect the company's bottom line.

9. Focus on What Makes You Unique

No matter how incredible your product or service, it's highly likely that there's someone out there doing something very similar indeed. In fact, you'll often find at least a handful of businesses that overlap in at least 70% of what they're selling. The key is not to blow your own horn on the overlaps, but instead look to highlight the 30% that no one else has on the table.

Go over your unique selling point, your so-called value wedge. Focus on how you not only provide what every else does (to a higher standard no less), but that you also have several plus points that can't be found anywhere else.

10. Build Relationships

We've all heard the old adage that ‘sales is a numbers game' – and while we're not going to argue that point, there's a caveat you need to keep in mind. Just because conversion percentages will be low and you'll be making phone calls aplenty doesn't mean you should treat your leads in a throwaway manner.

Build Business Relationships

The key to signing up a long-term customer is not focusing on the one-off sale, but rather to knead a relationship that will last. Think about what the customer really needs and how you can help them achieve their goals, rather than how you can make a quick buck.

If you're just starting out with your sales career, don't expect ‘version 1' of your sales script to result in instant success. It's going to take plenty of work, loads of refining, and having patience. Tweak and improve as you go along, always analysing where you went wrong. Over time, the combination of these techniques alongside your experience will result in plenty of sales.

More Recommended Articles
Online courses to boost your skills
Click a button to see more about each course
Personal Development
Microsoft Software
online logo
ZandaX – Change Your Life ... Today
All content © ZandaX 2021
Close menu element
See how you score on a range of skills that are critical to your well-being and performance
Communication Skill test
Communication Skills
How Can You Communicate Better?
Would you like to see what kind of communicator you are? And how you can improve the effectiveness of your communications?
Likeability test
How Much Do People Like You?
Do you sometimes wonder just how likeable you are? And wouldn't you like to see how you can (genuinely) become more likeable?

Time Management test
Time Management
How Can You Make More Use Of Your Time?
Are you frustrated by how easily time slips away? Do you get frustrated when things don't get done just because you run out of time?
Assertiveness test
Are you Passive, Aggressive or Assertive?
Would you like to know where you fall on the behavior spectrum? Does your response to events sometimes surprise you?

Close menu element
Information & Resources
ZandaX information
Read more about us, our Privacy Policy and our Terms of Service
See how we want to help you, and how we make everything easy for everyone
Callback request
ZandaX Blogs
Articles to increase your knowledge and understanding in key areas of your life and career.
Read our blogs on Personal Development, Business Skills and Leadership & Management

Time Management test
Log In
Log in to your online dashboard
View your courses, review what you want and download your workbooks and certificates
Assertiveness test
Contact Us
An easy online form to get in touch
With options for More Information, Customer Service and Feedback

Close menu element
Learn About:
Personal Development
Microsoft Office
Microsoft Project
Microsoft Visio

[NOTE: Mouse over the titles above,
then to visit the website pages you want,
click on the links in the right hand panel]
Our courses
We have everything covered: learn all applications at all levels!   All courses are CPD certified.
Microsoft Excel courses
Microsoft Excel Introduction
Microsoft Excel Professional
Microsoft Excel Intermediate
Microsoft Excel Advanced
Microsoft Powerpoint courses
Microsoft Powerpoint Introduction
Microsoft Powerpoint Advanced
Microsoft Word courses
Microsoft Word Introduction
Microsoft Word Intermediate
Microsoft Word Advanced
Microsoft Powerpoint courses
Microsoft Access Introduction
Microsoft Access Intermediate
Microsoft Access Advanced
Microsoft Outlook courses
Microsoft Outlook Essentials
Microsoft Project
Enhance your project management with our two intensive but very easy-to-follow CPD certified Microsoft Project courses.
Microsoft Project courses
Microsoft Project Introduction
Get a solid foundation in Project software to create solid, resilient project plans.
You don't need prior experience with Project: just be able to use a PC with Microsoft Windows.
Microsoft Project Advanced
The Advanced course takes you to a level that will put you in complete control of your projects.
You should, of course, be fully conversant with the skills and concepts taught in the Introduction course.
Microsoft Visio
Become a Visio master with our two intensive but very easy-to-follow CPD certified Microsoft Visio courses.
Microsoft Visio courses
Microsoft Visio Introduction
Get a solid base for using Visio to create high quality, impressive diagrams.
You don't need prior experience with Visio: just be able to use a PC with Microsoft Windows.
Microsoft Visio Advanced
This course will enable you to use Visio to design graphics at the highest level.
You should, of course, be fully conversant with the skills and concepts taught in the Introduction course.
Take a look at our new Marketing section which we begin with two great books on Copywriting.
... There's lots more to follow, so stay tuned!
Copywriting books
Copywriting for Results
A two-book set that will give you all you need to write great copy every time.
Get the first book to learn the process, then the second to see how to apply it to all media types.
  • Copywriting for Results: Your Complete Guide
  • Copywriting for Results: Putting It Into Action
Watch This Space
We have more in the pipeline so be sure to check back soon to see what's new!
More marketing books
Great, easy-to-follow CPD certified courses on skills that will change your life!
Learn How to Stop Wasting Time!
Time Management course
Get more out of every day of your life ...
Boost Your Self Esteem: Be Assertive
Assertiveness course
Learn how to deal with bad behavior
Great Communications = A Happy Life!
Communication Skills course
Supercharge your communications
Improve Your Relationships
Building Relationships course
Learn how to be more likeable!
Get a Plan to Beat Your Stress
Stress Management course
Learn how to reduce & manage your stress
It's the Behavior, Not the Anger!
Anger Management course
Control anger in yourself and other people
Site Cookies
We have placed cookies on your device to help make this website better.

You can change your cookie settings in your browser. Otherwise, we'll assume you're OK to continue.

I'm fine with this