When things were going well, it was easy to reach my sales budget. This led me to believe that I could actually sell. When times were tough, however, I realized to my great surprise that even though I was able to sell, that didn’t necessarily mean I was a salesperson. Although I loved sales, I wouldn’t think of any other job. However, I realized that my family would not eat if it didn’t pay me enough. To earn, I had the responsibility of setting my budget. It was time for me to learn how I could sell consistently, regardless of the market and despite the economy.
This is what I’ve seen over and over as a sales manager and executive coach for sales managers. Many salespeople suffer when the economy is in decline. What can we do when the economy is down? These are five tips for keeping salespeople on track to meet their budget.
Your sales presentations should answer three questions.
Is this product worth it?
Why choose your company?
Why not now?
It is essential to understand how to make your client want to purchase your product or service. You don’t need to sell the product or service to clients once they have decided to buy it. All you have to do is finalize the details. This requires skill, knowledge, and the willingness to learn.
1) Learn how you can ask the right questions
Selling is easier when you ask the right questions. People who aren’t trained in selling often sell too quickly. They jump in and market before they have a good understanding of the client and their problems. You need enough information to be able to decide what you want to sell and how you should sell it. Talking about the wrong benefits could lead to little interest. You will sell if you use the proper help. To make a sale, you only need one help. It must be the appropriate benefit to that client.
“Mr. Client, before I tell you about my product, could I ask you some questions about your company?” If you disagree with our product, I won’t waste your time.
You will find the information you need to answer the question, “Why is this product right for me?”
2) How to sell your product/service
Few salespeople are trained to sell the benefits of their products. They expect the product to speak for itself. They believe so strongly in it that they assume the client understands more about it than they do.
Once you have the information, your job is to “sell” the product to the client. You only have one chance to speak, and you use the time well.
“Mr. Client, I understand that you are very busy, and anything that slows you down will affect your business. This software will be handy for you. It allows you to open multiple programs at once, which is a significant feature/fact that will help you to get through your work faster. This software can also help your business become more efficient (substantial benefit to this client). This is important to you.
Notice the question that results in the answer “Yes!” Ask lots of “yes” questions.
3) How to sell your product/service against the competition
This is where salespeople are often the most vulnerable. This is because they don’t think about it enough, and the company hasn’t walked them through why your company is better than others. Avoid vague claims like quality, service, etc. Because everyone uses them, these generic claims are meaningless and weak.
They will look at your company and compare you with everyone else if you don’t tell them what makes you unique. What does your company do to go above and beyond the call of duty? Are they able to provide written guarantees? Are they able to provide extra services without the need for additional investment? Are you able to build a solid, trusted brand? What are you doing differently? This should be clear and concise. Then insist that all salespeople learn it and apply it to every sale.
4) Discover new ways to find clients
Although most salespeople don’t enjoy cold calling, the end result of cold calling effectively is that you can find new clients quickly. You can increase your business by teaching your sales team how cold-call effectively. Give them a system that reduces the emotional aspect of cold calling and offer a prize for making the coldest calls in a given time period.
There are many options today for finding new clients. It’s almost like cold calling, but networking is virtually the exact opposite. Networking events are informal social gatherings where you meet new people. You might even get a delicious lunch or breakfast, which can make things even more enjoyable.
You must network where your clients are and not where you are interested. It is essential to learn about the trade associations and organizations that your clients are a part of, so you can attend their functions. It is necessary to pay attention to speakers that your clients enjoy listening to and to hear their tasks.
You must also know how to move and ask the right questions to make them remember you. It is also essential to understand how to collect and follow up on the cards, as well as how to keep them in your files.
Another way to find clients is by forming alliances. A lawn-mowing company might join forces with a landscaping company. People often ask people they trust if they know of anyone they would recommend. You can give your clients a commission or not, but every salesperson and business can form an alliance with another company that targets the same client base.
5) They must have repeat business strategies
Selling is complex because it requires you to get the client. Once they have secured a client, they must have a way to return to them again and again. They will forget if there is no system. The secret to success is consistent, reliable contact.
Trust is built when you convince a client to do business. People will instead do business with a friend than a stranger. This makes their lives easier. It is as easy for your salespeople to get in touch on a regular basis and say the right words.
Your team should have a plan to find new clients, create repeat business, and return to clients that they lost. It’s incredible how quickly people will change suppliers if a relationship is strained. It’s not difficult to maintain regular contact.
