Leexi-made tips to boost your sales

As a BDR (Business Developer Representative), your job is to generate leads for others to close. There are several ways to generate leads.

BDR strategies vary: when it comes to sales, the first step in any Business is prospecting. That means you need to find people who might be interested in your products or services. Once you've found them, you need to secure a meeting, and then someone will actually make the call.

It's no small feat: here are 10 Leexi tips to boost your sales.

10 tips to improve your sales performance.

1. Stay optimistic.

You need to remain optimistic. This not only puts you in a better mood, but also makes you a better salesperson. Research by Dr. Seligman shows that optimists sell 20 to 40% more than pessimists. That's probably enough encouragement to learn to see the world positively.

2. Use public opinion as proof.

Other consumers' opinions have a huge impact on buying decisions. Most of us are more likely to believe in a product's value if others approve of it. Take advantage! Use customer reviews and recommendations by displaying them prominently on your website or mentioning during conversations that your product is in high demand.

3. Use the scarcity principle

You know that the less available something is, the more interested people become. A good sales technique is to suggest to the client that your offer is limited in time (e.g., the promotion lasts only a week) or quantity (e.g., only a few items left).

4. Present more than one product.

While many of our buying decisions are emotional, we also like to think they're rational. Having choices is important in the buying process.

In a Journal of Consumer Research article, Daniel Mochon showed that customers are more likely to buy if they can choose between several options. In his experiment, customers were offered a DVD player. When only one product was shown, only 10% bought it. When two different products were shown, sales increased by 66%.

Offering choices gives people a sense of control and that they're making conscious, rational decisions.

Since we're talking about giving clients options, another key moment is to use the contrast principle, by presenting two different offers.

When talking to the client, it's good to first show the more expensive product, then the second, slightly cheaper one, which is your main seller. Compared to the first, the second will seem very attractive, even if it's still pricey. That's how the contrast principle works. So remember, the order in which you present your offer is crucial.

5. Be an expert.

If you really want to sell, you must know everything about your product. Clients often ask questions about the offer, product specs, or comparisons with other products on the market.

If you answer reliably, you'll build trust and the client will be more likely to buy.

6. Use the reciprocity principle.

We’re taught that favors should be returned. As a salesperson, you can use this.

If you notice the client needs help (even if unrelated to your offer), try to solve their problem.

Chances are, the client will feel obliged and may buy your product, return to your Business, or recommend you to others. If not? It's still worth helping others!

7. Be a fan of your product.

Would you buy from someone who doesn't seem interested in what they're selling? If your answer is yes, you're in the minority. As a seller, you need to not only know your product well but also be enthusiastic about it. Enthusiasm is contagious, so do your best to pass it on to your clients.

8. Use the "you can't afford it" technique.

Objections will always come up in client conversations. You can't avoid them. The key is to overcome them.

When a client says your product or offer is too expensive, put it in context and show them that the costs they'll incur if they don't accept your offer will be even higher.

Suppose you're selling insurance. If the client refuses due to price, help them realize that the costs they’d face in case of an accident would be much higher than the insurance price.

Boost your sales

9. Find out why the client isn't interested.

As a salesperson, you've probably heard potential clients say they're not interested and ended the conversation.

That's a mistake!

Next time, try to keep the conversation going. Find out why the client isn't interested, and by asking questions, you'll engage them. Who knows, maybe you can persuade them to buy. If not, you'll at least gain valuable insights about your clients, their needs, and what you can improve in your offer.

10. Highlight your competitive advantages.

You've probably heard clients say your product or service is similar to competitors'. What to do in this situation? First, avoid criticizing competitors, or you'll make a bad impression. Instead, highlight the key differences between your product and theirs (e.g., better quality, more features, longer warranty, etc.)