10 ESSENTIAL STRATEGIES TO BOOST YOUR SALES
Today, one of those 10-item lists (I always wonder who established that it should be 10 and not 8 or 13; well, human beings like round numbers!)
Certainly, not all of the essentials are included here, but all of them that are here are essentials. As in any list, there will always be many left out. But that’s what you, the curious readers, are there for, so that you can complete them to your liking.
Here we go!
Sales success generally depends on a balance of strategy, relationship building, knowledge, motivation and self-discipline. Here’s a little guide to improve your sales routine:
1. Understand your customers’ needs.
Sales always start by knowing your audience, your customers.
Always.
And you have to go beyond superficial knowledge, you must deeply understand their problems, their day-to-day challenges and how your product or service solves them in a different way (by the way, regarding needs)
2. Sell and communicate value, not just features.
Customers are looking for solutions, not just features and technical specifications (although, as in this article, these should not be ignored, especially in certain types of markets and at different stages of the purchasing process)
Explain how your product or service directly benefits them, highlighting the unique impact on their daily life or business, or also the famous ROI.
Remember that this value must not only be generated before the sale, but also afterwards, it must be substantiated by fulfilling what was promised and exceeding the expectations created, which must be reasonable and not promising what cannot be accomplished.
3. Build relationships with your clients.
Business relationships are based on trust. Which is demonstrated primarily through our actions rather than our words.
Focus on building a relationship with your potential clients, showing empathy, respecting their time and their needs.
Don’t be tempted to just give them your premade sales pitch right away, boring them about what you do or why you are so good.
It doesn’t matter the product, your price, your brand, your advantages… The main factor is your ability to generate trust.
Gain trust, trust, trust, and then sell (here, you can find 35 ways to win customer trust)
4. Use active listening.
Listening is essential.
But with your ears and your heart.
Actively.
Only if you listen in this way will you be able to really offer suitable and personalized solutions for each client and their specific needs.
Don’t talk like a parrot and combine it with intelligent and directed questions (which can only arise after correct active listening)
Do you really listen to your clients?
5. Always follow up.
Generally, they don’t buy from you on the first try, as we know (many astral alignments would have to happen), so the follow-up must be constant and professional, that is, adding value and not being a nuisance.
But for this you need a process, of which the follow-up is one more step that must be included.
If you don’t have a well-defined and established process, it cannot be measured or improved.
Include the follow-up in your process, establish follow-up KPIs, for example, and try to comply with them and improve them with what works best for you in your particular case and market.
6. Use objections to your advantage.
Objections do exist, and you know it…
But then… Why don’t you anticipate the most common objections and use them to your advantage?
Understand objections as opportunities to position yourself as the best option, to provide clarity and value that differentiate you from the competition, to show listening skills and understanding and really identify the real problem behind each objection.
Do your homework on objections! (as for example: “It´s too expensive”)
7. Invest in your professional development.
Sales excellence requires continuous improvement.
Invest time and effort in developing your sales skills, without neglecting the knowledge of your industry, your product and your competition, as well as being aware of the latest market trends.
But don’t forget about yourself.
Remember that the salesperson is also part of the product.
(Here, my successes and failures at your disposal to help you grow as a salesperson)
8. Take advantage of digital tools.
The world is digital, there is no way back.
That doesn’t mean you have to be active in all social networks and perform thousands of digital marketing actions. Nor does it mean that you have to use a CRM by force.
It will depend on whether you really need all of them or not, or just a part of them.
There are tools that will help you and others that won’t, but what you can’t do is to stay outdated with old technology and processes.
If you use those tools you can establish automated processes to better reach and nurture your prospects, and you will have more time for your personal interactions that will improve your results.
Study which parts of your process can be improved with today’s digital tools and take advantage of them.
9. Prioritize your time.
Time management is critical in sales.
Both your customers’ and yours.
We are talking about productivity, which has a lot to do with all the previous points as well.
Prioritize high-potential leads and focus on the meaningful actions that will really get you the most results.
To start, I advise you to use the famous Eisenhower matrix to better plan your tasks.
(Remember his statement: “I have two kinds of problems: urgent ones and important ones. The urgent ones are not important, and the important ones are never urgent.” (D. Eisenhower)
10. Develop a resilient and persevering mindset.
Sales is a field full of ups and downs.
It requires self-discipline and a lot of motivation.
Developing resilience and maintaining a positive attitude will help you stay motivated and handle the “no’s” constructively.
We have to be flexible in the face of unforeseen events, always looking for new challenges, new solutions and new ways of selling.
Don’t give up. Adapt. And learn from mistakes.
By the way, remember that selling is among many other things, helping and serving, and it is good to keep it in mind to develop resilience.
(The Sales Lessons from the Samurai may also help you in this task)
Master the sales fundamentals here!:
https://books2read.com/51Salestips/ https://books2read.com/sellmoreandbetter/