Selling tactics are valuable tools in the professional salesperson's arsenal. They are the elements with which you optimize specific contact with prospects in the market. The Sales Strategy and plans provide the corporate orientation to operate in the market, but the tactical factor defines the transactions. The tactical training of the salesperson does not respond to conventional processes, it requires different provisions. This determines that it is a personalized and distinguished factor of work in the market—the fundamental difference is to achieve commercial objectives. To get people to buy the products or services you offer, you have to solve the problems they have. Solutions must be sold by understanding the customer's perspective, becoming a valuable resource, and emphasizing positive experiences. Sales tactics attract the customer with logic and emotion, the same ones that are essential to make a decision. 1. Sell the dream. Not everyone you sell to is interested in your product, but they are always interested in themselves. Creating a vision of what the potential customer's life could be like when purchasing your product is a great place to start. Think of Nike's slogan, "Just Do It," or Burger King's, "Have It Your Way. " These phrases do not say what is sold, but rather what can be done with what is sold. 2. Awaken your curiosity. Once you've gotten the prospect to consider your offer, the goal is to keep their attention. At the beginning of the meeting, say: “Before I forget, I want to ask you something related to our last conversation. Let's get into the agenda now, but please remind me later . " They will most likely say, “Sure, no problem . ” At the end of the interaction one of two things will happen: \tThey will ask, “What did you want to talk to me about?”, or \tHe will not make any mention of it. If it's the former, they are committed and present. If it is the latter, it is clear that there is no interest and the focus should be changed going forward. 3. Use past successes (not failures) as a guide. This is one of the most important sales tactics. It's always more productive to focus on what went well and try to replicate specific successes rather than dwell on mistakes. The human mind often behaves like a search engine and displays results that reflect the query. For example, if you Google “don't show me fast food restaurants”, you get a huge list of fast food restaurants. It's the same in any interaction, not just business ones, If the focus is on the reasons why things didn't work in the past, that's exactly what you'll see. On the other hand, if the same rule is applied to things that have worked, successes will be evidence and guidance. 4. Consider your prospect as a teacher. One of the quickest ways to gain commitment and interest is to understand that the prospect wants to be respected and heard. Know their opinion and take it seriously. Think of it like this: You don't usually talk to strangers on the street, but if you walk up and ask for help, you'll probably be helped. Human beings are conditioned to help others, so use this to your advantage when talking to potential clients. Use the information you receive to close the deal. 5. Create a sense of urgency. It's not advisable to use scare tactics to make a sale, but creating a sense of urgency about the offer can be helpful. Here are some ways to do it: \tOffer a short-term discount or incentive. \tEmphasize the immediate benefit of the product: You must have a good understanding of the problem the customer is trying to solve. Then you have to demonstrate how purchasing the product can provide an immediate solution or relief to your problem. \tCommunicate shortages: Knowing that the supply is limited or only available for a short time can create a sense of urgency for the buyer. Whether you're selling a limited edition product or a service available to a specific number of customers, putting this out there can incentivize buyers. Never present yourself as someone “neutral” regarding what you sell. 6. Identification is an essential ingredient in sales tactics. Many sellers pretend to be “impartial” about what they offer to appear “credible.” However, the educated and experienced buyer expects sales representatives to be biased. Nothing you say will make a customer forget that ultimately your job is to get them to buy your product. So, stop pretending. Instead, do the opposite: show yourself convinced that your offer is simply the best. The buyer is sophisticated. Understand the use of hyperbole. He embraces the enthusiasm and desire to share views. When you tell the prospect that your product is “the best on the market,” you are not having an academic discussion based on statistics. An opinion is being shared. Customers trust authentic and not merely unbiased opinions. 7. Be transparent about the capabilities of your product. While being partial about the offer, you also have to be transparent about it. Sometimes that means admitting that the product doesn't do exactly what the customer wants. Reframing limitations with creative solutions can become a valuable resource for the potential client and build trust as a result. 8. Be a valuable resource for the prospect. Imagine this. You're looking for a new mattress and a mattress company's sales rep is providing stellar service. Not only does he actively listen to your concerns and understand what you're looking for, but he also speaks confidently about why the product is perfect for you. Apart from having an answer to every question, it also shares valuable content about good sleep, health, and how a mattress can help with all of that. This representative has gone above and beyond for you, even before you become a customer. During the sales process, the way you treat a prospect while still considering the offer gives an idea of what things could be like if they become a customer. 9. Find common interests. Prospects always want to find a connection, even if it doesn't seem like it at first. Give them what they want by doing your research beforehand. Find something you have in common. The main point of agreement with prospects interested in the solution you offer is just that: the product! Take advantage of this in initial conversations to determine why they were interested in speaking with you. You will be able to discover much more information when you identify matches. 10. Facilitate all the tasks of the process. This is the technical ingredient of sales tactics. When purchasing processes are complicated, they are less likely to conclude successfully. That's one of the reasons why companies like Uber, Instacart, and Amazon are so ingrained in people's lives: they have very simple customer interaction processes. Always consider the prospect's situation. Likely, the contract you want to close with him is not a priority on your list of things to do. Helping make the decision easier for them is a determining factor. Maybe it's a matter of a simple "Yes!" in an email, or some bullet point that highlights the contract. These can be factors that make the difference between closing the deal in five minutes or five days. Let them know that you understand that they are busy and that you can provide them with the most convenient process. They will greatly appreciate that consideration. 11. Keep the conversation going. If you don't make the sale the first time, don't be discouraged. By using these tactics to sell you are likely to have created an invaluable level of trust with the prospect. The "no" could well be a "not now." Keep the door open with this prospectus in case you change your mind or settle for a different offer. Here are some ways you can stay in touch with your potential client: \tConnect on social media: If you had a great conversation with the prospect, ask to connect on social media. Seeing what content your prospect shares will give you an idea of the products they are using and how they feel about them. Not only that, but by interacting in these spaces, you'll keep the conversation and the product top of mind. \tAsk for Feedback: If your prospect is open to providing feedback on your product and sales approach, accept it. This feedback provides useful information about how you could improve your sales process in the future and allows you to stay in touch longer, which can help find success at a later date or with a different offer. Selling tactics are part of the technical instruments that develop the “ tactical mind ” of the salesperson. They are the product of strenuous training programs and experience. Its effectiveness is beyond doubt because it responds to proven successes over time. They do not require great knowledge nor do they necessarily respond to the complex universe of skills. Sales tactics fall into that invaluable zone of influence conditioned by attitude. And it is well known that this is a rare virtue. For this reason, it is undoubtedly the most important factor of competitive distinction.