27 Top Sales Best Practices

By Indeed Editorial Team

Published May 11, 2021

The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.

When working in sales, there are various techniques you can use to win more clients. Using certain strategies can help you meet your sales goals and even boost your commission. By going into this profession knowing sales best practices, you can become more successful and make a favorable impression at work. In this article, we discuss the importance of following best practices for sales and share 27 best practices that you might consider using.

Related: A Complete Guide To Effective Sales Techniques

Why are sales best practices important?

Knowing sales best practices is an important part of being an effective salesperson. By finding ways to connect with your clients, you can increase your chances of making a sale. Since salespeople tend to work to meet quotas, knowing effective strategies can help you more quickly meet your goals. It's also common for salespeople to work on a commission basis, meaning that the more sales you make, the more money you can make. Using sales best practices can help you increase your income and advance your career.

Related: Sales Job Skills: Definition, Examples and Tips

Top sales best practices

Here are 27 of the best sales practices to incorporate into your sales strategy:

Know your target audience

Getting to know who you're selling to can help you figure out how to be a more persuasive salesperson. Figure out the buying habits of your key demographics and what captures their interest. Do some research to learn what kind of messaging convinces your target audience to go from a lead to a client.

Meet customers' needs

While people may make purchases based on their wants, they may first shop to fulfill their needs. That's why it's essential for you to learn what a person's needs are first. Get to know what would make their lives easier, and then find a way to show how your product or service can meet these needs.

Build buyer personas

Buyer personas are fictionalized profiles that help you better envision someone from your target audience. When building this profile, give them details, such as a name, age, gender, occupation and geographical location. You can even add a stock image to help you better imagine what this kind of person looks like. Going through this exercise can help you think deeply about who you are targeting.

Find ways to connect

Connect with your clients on a deeper level to establish a professional relationship with them. You can do this by sharing personal stories, telling a lighthearted joke or trying to learn about their lives. Connecting on a more personal level can help you build trust, which can lead to more sales.

Related: 14 Steps To Succeed in Sales

Show you're human

Rather than reciting a prewritten sales pitch, try to take a more human approach. Show your potential clients that you understand their wants, needs and concerns.

Focus on benefits

While you want to share the features of what you're trying to sell, the way you're going to leave a lasting impression is by going into the benefits. These are the aspects of your offerings that can improve a client's life. Try to connect to your potential clients on an emotional level to show them how your product or service can change their lives.

Be a problem solver

When talking to someone, show them that you have the solutions to their problems. In order to do this, you must first understand a client's problems. You can figure these out by sending them a questionnaire or asking them directly.

Follow up regularly

When someone is interested in your company, make sure to follow up with them on a regular basis. Eventually, they may be open to discussing further details on the phone or in person. Make sure to also follow up with a customer after making a sale to show you care about their success with your product or service.

Create SMART goals

SMART goals are specific, measurable, attainable, relevant and time-bound. By creating sales goals for yourself, you can stay focused on what you are supposed to be doing. Take time to reassess your goals, finding ways you can be more successful with them.

Measure your progress

Establish some key metrics when creating your goals. This way, you can measure the tangible results of your sales efforts. By measuring your progress, you can see if you are on the right track or if you need to start putting in more time and effort into your goals.

Related: 15 Essential Sales Tips That Drive Sales and Business Profit

Become an expert

Learn as much as you can about the products or services you are selling. Anticipate common questions customers might have and prepare your responses. If you are ever unsure about an answer, make sure you know who to ask in your company so that you can give a client a prompt response.

Make promises you can keep

Rather than overpromising to make a sale, only make promises you can keep. This way, you are keeping customers happy. By delivering on what you said, you can make repeat sales and boost your brand's reputation.

Listen carefully

Learn to be an active listener. This means that you make an effort to let a client speak as you try to understand everything they say. Respond by paraphrasing what they said or asking thoughtful follow-up questions to show you were listening.

Put in the effort

Meeting your sales quota can take a lot of work. When going into this profession, be prepared to put in a great deal of effort. By staying focused on your end goal, you can find success.

Ask the right questions

Prepare some questions to ask your clients when meeting with them. Try to learn about their experience with your company and what they need. Consider even inquiring about their experience with competitors to learn what your company can do better.

Take a personalized approach

Rather than using a one-size-fits-all approach to your sales method, tailor your strategy to each individual. Try to anticipate their needs and find ways to serve them. For instance, if you notice someone in your store seems unsure of what they want, show them what your brand can offer.

Learn from the best

Ask a more experienced salesperson if you can observe them for a day. Take note of what they do, and try implementing it into your own strategies.

Practice communication

Both written and verbal communication are essential parts of closing a sale. Try to find ways to better convey what you are saying to customers. Be straightforward with your sales technique, getting right to the point of what you want to say.

Make customers feel comfortable

Customers need time to think through their decisions before making a purchase. Lower the pressure of your sales strategy by giving customers space to think. Offer any resources they might need in making a well-informed decision.

Accept rejection

Getting rejected is an inevitable part of the sales process. When someone says "no," be respectful of their decision and move onto someone else. Let them know you appreciate their time and are available if they ever need your help in the future. Give them a business card so that they can easily keep in touch.

Start networking

Find more leads by becoming a networking professional. Make your sales services known on social media, letting your followers know they can reach out to you any time. Likewise, when making a sale, ask your client if they have anyone they'd like to refer to your company. Using other people's personal networks is a smart way to make more sales.

Take care of yourself

Working as a salesperson requires a lot of energy, which is why it's so important to practice healthy habits. Getting enough sleep, eating well and regularly exercising can help you feel energized and ready for a full day of making deals.

Love what you sell

Learn to be passionate about what you are selling. By being enthusiastic about your offerings, customers may feel more excited about supporting your company.

Find your motivation

Staying motivated can help you continue to focus on your goals. Everyone has different motivation strategies, making it important to find what works for you. This could be as simple as giving yourself a pep talk each morning. You could even ask for feedback from your manager to get some external motivation.

Provide helpful resources

When a customer is making a buying decision, offer them some helpful resources, such as FAQ guides. Even after they make a purchase, try to find ways to help them be more successful with your product or service. Meeting with them for a one-on-one demonstration can help them learn how to properly use what you have to sell.

Plan ahead

Whenever meeting with a client, plan ahead for the next point in the sale. This could be a follow-up meeting or a demonstration. By having your plan prepared, you can ensure you are staying in contact with your customer.

Build a presentation

Rather than just telling someone about your offerings, figure out a way to show them. Consider making an informative video or preparing a slideshow for them. Having visual elements in your sales pitch can help customers better envision how they might use your product or service.

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