The world of sales is full of obstacles and competition. Dealing with potential customers is like a delicate dance, one wrong step and the performance can be ruined. There are ways to move your product or service while keeping this ‘dance’ elegant and in-step.
Don’t lead with a pitch. You almost have to put what you’re selling out of your mind. Start the conversation by finding out what the customer is looking for. As Meghan Casserly at Forbes, points out in her article, clients are looking for help. Identifying what they want or need, is the first step in making the sale. In fact, if you can put them in a position of necessity your product will sell itself. The client will actually see you as kind of savior instead of a salesman. This can boost your profits and create strong customer relationships in a fundamental way.
You can actually turn this tactic of ‘identifying what the customer wants,’ into a search for what is often referred to as the hot button or pain point. These are also touched on in the Forbes article. These are the various reasons people have for buying the same thing. Using open ended questions in a strategic way can lead to the exposure of these pain points. All successful salespeople will have a strategy to accomplish this.
Another great method for getting a “yes” answer when selling, is to make sure you’re not overwhelming the customer with a plethora of choices. As they mention in an article written for BussinessKnowHow.com, you want to stay away from “what to buy” options if at all possible. Oftentimes, potential customers get flustered when asked which product or service they would like to buy. This results in a “NO” answer, rather than having to make the choice. You can avoid this by focusing on one item at a time, or by cleverly packaging multiple items or services into a package deal. This way, they are again given the “yes” or “no” option rather than a “which one.” Using this tactic is a great way to get those sales percentages up.
Once you get your “yes,” consider a follow up sale. As they point out later in the BKH article, once a customer has shown to be receptive to your sales tactics and given you that much coveted “yes,” they are now like an open conduit to future sales. Be subtle, but don’t let them off the hook. These follow ups can be a simple additional sale. If you don’t have additional products or services to sell, GET them. It is worth the time and effort to find associated material to compliment your initial sales.
Know your product and have fun. The best, most effective sales, are the products or services you really like and enjoy yourself. Try them out and get to know how they work. You can then answer customer questions with ease and convey a true enthusiasm about whatever you’re trying to sell.
Using the above tips can result in an improved selling experience for both small and large businesses in the sales industry. Don’t be afraid to try new things. However at the same time, sticking to known tactics is a safe way to expand that profit margin and increase your customer base.
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Near forthcoming Q1Y17 presents sales strategists an opportunity to capture new leads for business growth. These days, sales leadership relies on more than mere selling. A global sales plan should include account based selling (ABS) methodologies. Connect with multiple decision makers in a single organization, with these top ABS approaches to closing the deal in 2017.
Top 10 ABS Approaches in 2017
Leveraging the sales process requires an adequate budget. Companies that invest in updated tools will be able to maintain a competitive edge in selling. Budget for scalable software technologies, designed for sales account management. Lead pipeline software offers a turnkey solution for mastery of an ABS strategy.
2. Synchronize CRM Systems
Alignment of sales and marketing systems promotes seamless execution of an ABS strategy. Integration of systems management in real-time, eliminates errors in the process. With ABS methodologies, customer relations management (CRM) activities are merged to maximize collaboration, and target market feedback results.
3. Data-driven Decision
Cloud-based software application as service (SaaS) sales solutions contribute valuable data to the sales process. ABS takes the mass seriously. A data driven decision model informs representatives and managers involved in the sales process, along the way. Automated data distribution in SaaS, offers continuous CRM record sharing and sales forecasting.
4. Evaluate the Sales Process
If 2017 marks a new beginning in sales strategy, review the process that supports the outcomes to a successful campaign. Evaluation of changes or updates to a sales system, or its processes, determines if those activities are the most effective for generating revenue.
5. Map the Buyer Journey
Visualization of CRM data in a map of the buyer journey, explains why and how customer interest is converted to sales. Engagement insight can be used to determine points of influence in decision, during product or service interaction.
6. Source Information
ABS methodologies draw on a range of primary and secondary research results to lay the foundation for lead identification. Business intelligence reporting offers insights into company performance. Industry benchmark reporting provides important information about current trends, demographic location, and sales revenue results.
7. Lead Identification
ABS methodologies capture both organizational and personal details, that may lead to a sale. Segmentation analysis will inform prospecting efforts, so that communications and engagements reach the right audience. A lead pipeline turns identified leads, into valuable sales targets.
Omni-channel sales strategies are well suited to ABS methodologies. Penetrate an organization’s purchasing power by making multiple contacts via email, phone, and social media.
Deploy sales SaaS engagement analytics to publish metric reporting that updates a sales team about leads. Monitoring the lead to sales conversion process is easier with measured results.
Gain the most from ABS. Personalize contact content to build trust between your effort and a potentially interested buyer.
Companies can maximize sales campaign efforts by extracting the most valuable leads from each sales interaction. If consensus sales are a considered one of the most effective methods in the profession at the moment, correlation of ABS with user experience testing is suitable for follow-up, on to these newer approaches to product and service development. ABS allows companies to capitalize on consumer engagement, once those ideas come to fruition in the market. Build a pipeline to profit with Lead411 solutions.