Welcome to 2015, the year for you to make a difference in your selling approaches to close more sales.

A fresh new year brings new resolutions which include winning the sales. What you could do if you were struggling with closing sales last year and have developed a fear to face similar difficult situations this year. Perhaps it is time to take stock of your sales approaches and behaviours to achieve better results.

6 Tips of Effective Sales Behaviours

1. Create meaningful and interactive conversations with the prospects.  Don’t let your aggressive selling approaches and overselling sale pitches antagonize the prospects. Make sure the meaningful conversations continue when you follow-up with emails or calls.
2. Get to the real issues and challenges of the prospects.  Take time to understand the real issues of the prospects and to understand if your solutions are a good fit for them.
3. Avoid being pushy when pursuing your prospects. Give prospects space and time to think through your solutions. Prospects could be looking anywhere from a month to 6 months or more before actually buying into your solutions. Continue sending information that helps your prospects access what they are looking for. Call them to offer necessary clarification of your solutions and keep the connection going.
4. Don’t give up easily when prospects reject you. Prospects have they own concerns and issues and hence take a longer buying cycle to consider your offer. Devote time to engage and listen to their real objections. At the same time provide relevant, educational materials to establish yourself as a trusted expert and earn their interests to re-consider your offer.
5. Practice thinking like prospects. Why should your customers purchase your products over those of your competitors?  The more you know about what drives your prospects to buy, the better you are at presenting a product value proposition to your target.
6. Implement engaging selling.  Change your sales behaviours from act of missing in actions after a few rejections from prospects. Continue to engage with prospects in a meaningful way at each stage of their buying journeys via email, through social networks, devices or at in-person events. Build long term personal relationships with positive interactions that direct towards more measurable goals for the prospects.

The difference between getting results or failing to achieve results is often influenced by the selling behaviours we take. Take a moment to reflect and identify the areas of sales behaviours that need to be changed.  You may discover more and adopt positive sales behaviours to help you succeed at each stage of the prospects’ buying cycles.