{"id":673,"date":"2023-05-24T00:00:00","date_gmt":"2023-05-23T23:00:00","guid":{"rendered":"https:\/\/www.commusoft.com\/sales-techniques-and-tips\/"},"modified":"2025-11-17T09:31:12","modified_gmt":"2025-11-17T09:31:12","slug":"sales-techniques-and-tips","status":"publish","type":"post","link":"https:\/\/www.commusoft.com\/en-gb\/blog\/sales-techniques-and-tips\/","title":{"rendered":"Sales Techniques and Tips to Sell like a Pro"},"content":{"rendered":"<p class=\"has-medium-font-size\"><strong><em>Spend even a little time Googling \u201csales techniques\u201d and you\u2019ll find all sorts of advice that&#8217;s supposed to help you.<\/em><\/strong><\/p>\n\n\n\n<p class=\"has-medium-font-size\"><strong><em>But what if you\u2019re a plumbing, gas &amp; heating, or electrical business that\u2019s completely new to the idea of &#8220;sales&#8221;?<\/em><\/strong><\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<p>It&#8217;s true that some of the advice out there might not work for you; that&#8217;s because it&#8217;s not given with a business like yours in mind! <\/p>\n\n\n\n<p>That\u2019s why we\u2019ve compiled our very own list of sales tips to help you out.<\/p>\n\n\n\n<p>Alongside Commusoft&#8217;s very own <a href=\"https:\/\/www.commusoft.com\/en-gb\/features\/field-sales-crm\">sales software<\/a>, we&#8217;ll discuss <strong>The 3 Ps of Selling<\/strong> and highlighting the tools that can help your field service businesses to transform the way you sell<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<!--HubSpot Call-to-Action Code --><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-0978043e-3325-47e3-8767-2620023c49bc\"><span class=\"hs-cta-node hs-cta-0978043e-3325-47e3-8767-2620023c49bc\" id=\"hs-cta-0978043e-3325-47e3-8767-2620023c49bc\"><!--[if lte IE 8]><div id=\"hs-cta-ie-element\"><\/div><![endif]--><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/530619\/0978043e-3325-47e3-8767-2620023c49bc\" ><img decoding=\"async\" class=\"hs-cta-img\" id=\"hs-cta-img-0978043e-3325-47e3-8767-2620023c49bc\" style=\"border-width:0px;\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/530619\/0978043e-3325-47e3-8767-2620023c49bc.png\"  alt=\"New call-to-action\"\/><\/a><\/span><script charset=\"utf-8\" src=\"https:\/\/js.hscta.net\/cta\/current.js\"><\/script><script type=\"text\/javascript\"> hbspt.cta.load(530619, '0978043e-3325-47e3-8767-2620023c49bc', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); <\/script><\/span><!-- end HubSpot Call-to-Action Code -->\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\">The Sales Techniques and Tips You Need to Know<\/h2>\n\n\n\n<p>We\u2019re covering over 10 sales techniques you\u2019ll want to use in your business, so let\u2019s dive in:<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc1\">1. List the problems you can solve for your customers<\/h3>\n\n\n\n<p>&#8220;Why should a customer choose our services over a competitors?&#8221;<\/p>\n\n\n\n<p>It&#8217;s an important question to have the answer. But, simply put, the answer should be:<\/p>\n\n\n\n<p>&#8220;Because our service is the clear option to solve a customer&#8217;s problem.&#8221;<\/p>\n\n\n\n<p>What these problems can be, of course, will vary from business to business, but that&#8217;s why it\u2019s helpful to start by list your strengths.<\/p>\n\n\n\n<p>From there you can focus on creating a sales strategy to highlights these strengths to help you win over prospects.<\/p>\n\n\n\n<p>For example, a client of ours, <a href=\"https:\/\/www.commusoft.com\/en-gb\/testimonials\/premier-heating-surrey\">Premier Heating Surrey<\/a>, have specialist oil engineers and it&#8217;s this that gives them the edge over a lot of their competition in the area. By showcasing their expertise with a niche problem, they position themselves as the best choice.<\/p>\n\n\n\n<p>Take action in a similar way and think about all the things you specialise in. How could you use that to your advantage?<\/p>\n\n\n\n<p>From the quality of your customer service to the speed at which you can safely install a new boiler: they could be one of many things that help your business to stand out.<\/p>\n\n\n\n<p>If you&#8217;re confident in what it is that makes your business stand out, you\u2019ll win more customers over in no time.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc2\">2. Develop a sales strategy <\/h3>\n\n\n\n<p>A sales strategy is something that every sales team needs to function, and it needs to be clear. A guide helps every team member as they attempt to make a successful sale.<\/p>\n\n\n\n<p>Whether you have two people or over fifty, a guide can help everyone in your business.&nbsp;<\/p>\n\n\n\n<p>A simple process could look like this:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Have a conversation to find out what the customer needs.<\/li>\n\n\n\n<li>Book a survey or on-site assessment.<\/li>\n\n\n\n<li>Before the survey, send a confirmation email. It\u2019s a good idea to send a few service reminders to keep customers informed.<\/li>\n\n\n\n<li>After the survey, send a final proposal. (This includes pricing, agreed dates, and other details).<\/li>\n\n\n\n<li>The customer can accept the proposal, pay, and receive confirmation.<\/li>\n\n\n\n<li>With the job confirmed and sale complete, all that\u2019s left is to do the job!<\/li>\n<\/ol>\n\n\n\n<p>It\u2019s up to you to flesh out these steps, but this standard outline can help you get started. You\u2019ll learn to adapt to meet the needs of different customers and situations, too.<\/p>\n\n\n\n<p>Overall, the main thing is to have these steps in place so that your team have something to work from. The structure will help your team, give customers confidence, and help sales progress smoothly!<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc3\">3. Focus on Building a Great Sales Team<\/h3>\n\n\n\n<p>Getting the right people on your team is really important. You want to try and find people with the right mindset from day one. <\/p>\n\n\n\n<p>This way, whether you&#8217;re training old or new staff, you can be more confident that a positive mindset is helping them to learn new skills.<\/p>\n\n\n\n<p>In this way, you&#8217;re able to provide motivated people with the knowledge they need to help them sell more successfully.<\/p>\n\n\n\n<p>They&#8217;ll be able to interact with decision-makers more effectively, and increase the odds of closing more deals.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<figure class=\"wp-block-embed aligncenter is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"How to Get Started with Sales: Advice from a Sales Expert\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/QZ237RSpcuE?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc4\">4. Know Your numbers, so You Can Know Your Limits<\/h3>\n\n\n\n<p>It&#8217;s simple: selling is a numbers game. And the goal is to sell your goods and services so that you make a profit.<\/p>\n\n\n\n<p>When you know your numbers, you\u2019ll have a clearer idea of what\u2019s feasible and what\u2019s not. With more information, you can be more confident that you&#8217;re making a profit.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><em>&#8220;You don&#8217;t need technology&nbsp;for this, You need a bit of time and a spreadsheet. You need to know what you&#8217;re currently doing, what&#8217;s your conversion rate now from your inquiry all the way through to the sale being made.&#8221;<\/em><\/p>\n<cite>Jason Morjaria<\/cite><\/blockquote>\n\n\n\n<p>When everyone&#8217;s aware of the numbers, they can help guide your team to see when they may need to push a deal, when it\u2019s okay to break even, or even when upselling customers could be lucrative.&nbsp;<\/p>\n\n\n\n<p>To take things further, you can look at the seasonal impact of your sales successes, too. This way you can better understand your sales cycle throughout the year.<\/p>\n\n\n\n<p>If you don&#8217;t know those numbers then <em>any<\/em> change that you make to your business (whether it&#8217;s hiring more staff, new technology, or buying up new stock &amp; inventory) can have a big impact. <\/p>\n\n\n\n<p>Without properly tracking these details, you won&#8217;t know if they&#8217;re positively or negatively having an impact. This makes managing your business and managing a sales strategy that much riskier.<\/p>\n\n\n\n<p>For instance,&nbsp;let\u2019s say you\u2019re in the <a href=\"https:\/\/www.commusoft.com\/en-gb\/industries\/hvac-software\">HVAC industry<\/a> which is known to ebb and flow with the seasons. It\u2019d be interesting to know your conversion rate at different points of the year and develop strategies to handle the quieter periods of work.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc5\">5. Understand your Customer\u2019s Needs<\/h3>\n\n\n\n<p>We touched on the problems you can solve for your customers already, but one of the best ways to sell to your customers is to really listen to them. <\/p>\n\n\n\n<p>If you&#8217;re asking questions, you need to really <em>listen<\/em> to their responses. With their feedback you&#8217;ll find you&#8217;re better equipped to solve their problems with more care.&nbsp;<\/p>\n\n\n\n<p>It&#8217;s about learning what their decision making criteria is:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Maybe they care most about price.<\/li>\n\n\n\n<li>Perhaps they need a job done urgently.<\/li>\n\n\n\n<li>Sustainability and being eco-friendly matters to them.<\/li>\n\n\n\n<li>Maybe they really don&#8217;t understand their options.<\/li>\n<\/ul>\n\n\n\n<p>To get answers, you need to ask useful questions.<\/p>\n\n\n\n<p>So, if you\u2019re on a sales call, make sure you&#8217;re having a conversation with the customer. The better the conversation, the more likely you&#8217;ll find the right answers that will help the customer, and so help close a sale.<\/p>\n\n\n\n<p>Don&#8217;t be afraid to investigate with open, consultative questions.<\/p>\n\n\n\n<p>For instance:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>&#8220;What&#8217;s most important for you on this job?&#8221;<\/li>\n\n\n\n<li>\u201cWhy don&#8217;t you explain what you\u2019re after in a little more detail?<\/li>\n\n\n\n<li>And ask them to elaborate: \u201cOh, what do you mean by that?&nbsp;<\/li>\n\n\n\n<li>Or sympathise with them: \u201cThat sounds really frustrating. Are you having other issues you think we can help with?<\/li>\n\n\n\n<li>And don&#8217;t be afraid to ask for clarification: \u201cCan you just explain that to me a bit more?&#8221;&nbsp;<\/li>\n<\/ul>\n\n\n\n<p>It\u2019s these kinds of questions that give the customer the confidence to open up and give you more information. With that, you&#8217;re more likely to build a genuine rapport with them, which will help lead to an amicable solution and maybe even an enjoyable sales process.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc6\">6. Make Life Easy for Your Customers<\/h3>\n\n\n\n<p>The most successful salespeople are the ones who connect to customers and put them at ease. This is more likely to reduce friction and increases the odds you&#8217;ll find success.<\/p>\n\n\n\n<p>From making it easy to interact with you on their own terms (as with self-service solutions like an <a href=\"https:\/\/www.commusoft.com\/en-gb\/features\/customer-portal\">online booking portal<\/a>, email, or even text messaging) to open conversations and questions (like those listed above). There&#8217;s a lot you can do to make life easy for your customers.<\/p>\n\n\n\n<p>For any action you take, think about it from the customer&#8217;s point of view. <\/p>\n\n\n\n<p>Ask yourself: \u201cDoes this like my customer\u2019s life easier?\u201d <\/p>\n\n\n\n<p>If not, think about how you can change that.<\/p>\n\n\n\n<p>After all, if you make things easy for your customers by using software tools or improving interactive experiences, then you\u2019re much more likely to win them over again and again.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc7\">7. Always Follow-Up with Your Customers and Prospects<\/h3>\n\n\n\n<p>It should go without saying that if a customer makes an enquiry with your business you should be prepared to follow-up.<\/p>\n\n\n\n<p>Whether it\u2019s a more personalised phone call or even an automated text or email, some form of follow-up goes a long way to give customers peace of mind.<\/p>\n\n\n\n<p>Acknowledging their inquiry can be enough to encourage them that you\u2019ll be in touch.&nbsp;<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc8\">8. Objection Handling is One of the Best Sales Techniques<\/h3>\n\n\n\n<p>As competition increases, it\u2019s more important than ever to understand why a job opportunity didn\u2019t go your way.<\/p>\n\n\n\n<p>When you understand why, you can take action to avoid more disappointment down the line. This is where objection-handling techniques come in and using these effectively can have a dramatic impact on your sales.<\/p>\n\n\n\n<p>Techniques include:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Active listening<\/strong>: Rather than speaking, take the time to try and truly understand customer concerns by <em>listening carefully<\/em> and asking thoughtful, clarifying questions.<\/li>\n\n\n\n<li><strong>Empathy<\/strong>: Acknowledge their feelings and show you genuinely care about solving their problems. Give them time to speak and show you&#8217;re taking their comments to heart.<\/li>\n\n\n\n<li><strong>Demonstrate value<\/strong>: Highlight how your service delivers clear benefits, such as cost-savings or efficiency.<\/li>\n\n\n\n<li><strong>Use testimonials<\/strong>: Share success stories and reviews to build trust and confidence in your offering.<\/li>\n\n\n\n<li><strong>Offer flexible solutions<\/strong>: Provide options like payment plans or phased projects to meet customers\u2019 specific needs.<\/li>\n<\/ol>\n\n\n\n<p>To help your team practice, you might consider role-playing scenarios, where one colleague plays the part of a customer and another practices these techniques. This can help them when it comes to a live interaction. Preparing scripts or canned email responses can help here, too, so that staff have useful resources to refer to. <\/p>\n\n\n\n<p>With a bit of patience, practice, and preparation, your team can transform all sorts of opportunities (and even turn losses) into even bigger wins.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc9\">9. Consider How to Upsell As Part of Your Sales Strategy<\/h3>\n\n\n\n<p>Upselling customers isn&#8217;t anything new, but it can work well for your business when done right. For instance, when money is tight, using finance solutions could be one way to help customers afford a more effective, expensive solution that they pay over a period of time, rather than in one lump sum.<\/p>\n\n\n\n<p>While finance isn\u2019t right for every service business to offer, it\u2019s worth exploring.<\/p>\n\n\n\n<p>With the right tools, your service business can provide customers with great advice to get the products they really need and it gives them access to a secure method of paying that makes expensive purchases more affordable.<\/p>\n\n\n\n<p>For yourself, those can positively impact your bottom line with higher-priced jobs that benefit you and the customer. After all, when premium products are made more affordable, it means your customers can rest easier knowing they won&#8217;t have to foot the bill for an expensive replacement down the line.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc10\">10. Show Customers What You\u2019re Really Worth<\/h3>\n\n\n\n<p>A good salesperson won&#8217;t just tell the customer why they should buy from you, they&#8217;ll show them.<\/p>\n\n\n\n<p>Use <a href=\"https:\/\/www.commusoft.com\/en-gb\/resources\/\">reviews, videos, and testimonials<\/a> to highlight during the sales conversation that you&#8217;re the best choice for them.<\/p>\n\n\n\n<p>The biggest impact that these things can have is online. Whether they appear on your website or on-site review sites, they&#8217;ll give customers a chance to see your work for themselves.<\/p>\n\n\n\n<p>Customers will do their research before choosing you and if they see evidence of your handiwork, it can play a bit role in convincing them to choose you.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc11\">11. Use a Sales CRM to Manage Customers and Generate Opportunities<\/h3>\n\n\n\n<p>Much like with job management, a sales management tool can be transformative.<\/p>\n\n\n\n<p>Why&nbsp;aimlessly send quote after quote when there\u2019s a better way to track sales from start to finish?<\/p>\n\n\n\n<p>Don&#8217;t rely on phone calls, emails, and notes, but instead on an opportunity management software that&#8217;s been designed from the ground up to back your business.<\/p>\n\n\n\n<p>Combining all the tips you&#8217;ll be putting into use, you can stand out from the competition and create experiences that dramatically improve your business.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"anc12\">12. Utilise Commusoft&#8217;s resources<\/h3>\n\n\n\n<p>We\u2019ve prepared four videos you can find even more advice, sales methods, and ideas to sink your teeth into.<\/p>\n\n\n\n<p>From a quick look at basic tips, to further insight into the 3 Ps of selling, as well as Commusoft\u2019s own Sales CRM software, we\u2019ve created content to help you can discover useful strategies.<\/p>\n\n\n\n<p>Explore our YouTube channel to access these videos, and don\u2019t forget to subscribe so you never new videos when they go live!<\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n\n\n<h2 class=\"wp-block-heading\">Transform the Way You Sell<\/h2>\n\n\n\n<p>These tips will put you in great stead to elevate your success with sales.<\/p>\n\n\n\n<p>But that\u2019s not all we\u2019ve got for you: explore our guide below for more in-depth insights into how to transform the way you sell.<\/p>\n\n\n\n<!--HubSpot Call-to-Action Code --><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-0978043e-3325-47e3-8767-2620023c49bc\"><span class=\"hs-cta-node hs-cta-0978043e-3325-47e3-8767-2620023c49bc\" id=\"hs-cta-0978043e-3325-47e3-8767-2620023c49bc\"><!--[if lte IE 8]><div id=\"hs-cta-ie-element\"><\/div><![endif]--><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/530619\/0978043e-3325-47e3-8767-2620023c49bc\" ><img decoding=\"async\" class=\"hs-cta-img\" id=\"hs-cta-img-0978043e-3325-47e3-8767-2620023c49bc\" style=\"border-width:0px;\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/530619\/0978043e-3325-47e3-8767-2620023c49bc.png\"  alt=\"New call-to-action\"\/><\/a><\/span><script charset=\"utf-8\" src=\"https:\/\/js.hscta.net\/cta\/current.js\"><\/script><script type=\"text\/javascript\"> hbspt.cta.load(530619, '0978043e-3325-47e3-8767-2620023c49bc', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); <\/script><\/span><!-- end HubSpot Call-to-Action Code -->","protected":false},"excerpt":{"rendered":"<p>Spend even a little time Googling \u201csales techniques\u201d and you\u2019ll find all sorts of advice that&#8217;s supposed to help you. But what if you\u2019re a plumbing, gas &amp; heating, or electrical business that\u2019s completely new to the idea of &#8220;sales&#8221;? It&#8217;s true that some of the advice out there might not work for you; that&#8217;s&hellip;<\/p>","protected":false},"author":6,"featured_media":3716,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[17],"tags":[],"class_list":["post-673","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-selling"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Techniques and Tips to Transform Every Opportunity<\/title>\n<meta name=\"description\" content=\"We&#039;re sharing 10+ sales techniques and tips. If you&#039;re a plumbing, gas &amp; heating, or electrical business, explore our top sales tips, here:\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.commusoft.com\/en-gb\/blog\/sales-techniques-and-tips\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Techniques and Tips to Transform Every Opportunity\" \/>\n<meta property=\"og:description\" content=\"We&#039;re sharing 10+ sales techniques and tips. 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