What do you know about sales?

04.03.2019

"Who does not learn from history is doomed to repeat it." - Jordan Belfort

If you are struggling to increase profits but at the end of the month you find that you barely managed to reach your target, it is essential to familiarize yourself with the content of this article

Companies that want to achieve ever-higher sales targets need to design a sales process in which responsibility for acquiring the customer is shared from lead to transaction completion. This challenge requires precise arrangement of actions that will be effective and efficient at the same time. It is not enough to acquire a lead and wait for the customer to ask for an offer or remind you after it was sent. I have already written about how important follow-up is. Even if you have the soul of a salesperson and know that the sales process should consist of several steps, you often forget about the most important one.

If you do not communicate in the language of benefits, what are you really trying to interest the customer in?

As a manager, do you know how salespeople present the offer? Do you know what actions they take?

Below are some sales tips:

We support companies in increasing sales effectiveness on a daily basis. We often present our services to customers and we know that besides competencies, we need to infect them with confidence and conviction that we can actually help them achieve the desired goal. As a salesperson, you should not only know your product well, but also be enthusiastically disposed to it. So do everything to make your enthusiasm transfer to your customers as well.
There's nothing worse than a conversation that goes nowhere, so try to define the goal of the contact and define how you will solve the problem. Remember that engaging the potential customer in conversation is the first step on the way to closing the sale. Try to ask open-ended questions that the customer can give longer answers to. This will help you build a relationship, engage the customer in conversation and understand their needs.
A common mistake made in sales is forgetting about the customer after sending the offer and believing that follow-up emails are spam. Most salespeople give up after 2 contacts! Look for an excuse to contact, a good idea would be a case study, article or reference.
Communicating the offer in an unattractive way, both graphically and in terms of content, is another big problem as it turns out. It is worth developing standards and different communication schemes with customers to measure their effectiveness using A/B testing.
Handling leads too late causes some sales opportunities to slip away, losing interest. The iron rule is 3 days as the maximum time to make contact.
Defining goals, roles and ways of working. If salespeople do not have specific sales goals, it is impossible to determine the probability of success in task execution.
Don't be stereotypical! During meetings with clients, I never rely on a PowerPoint presentation, I improvise and look for common topics to talk about. I try to establish relationships first and foremost, and almost every meeting leads to a longer-term collaboration. To be successful, you must be able to sell yourself and your work.
You do not need to predict the future to know that it lies in automation and that it is a necessary direction if we want to develop and scale our business. A properly configured tool performs many more processes every day than even the fastest and most efficient employee.

I hope this list will help you sell more effectively, if you want to share your experience in this matter, leave your comment.