Working in sales is not easy. Ridiculously early starts, high-pressured days and painfully late nights as every month draws to a close. Why do you do it? For the rush, the incredible feeling that comes with closing a deal, hitting a target and securing another happy customer as business continues to go from strength to strength.
But keeping that momentum going, staying motivated and on top of your game is often challenging. So. Here are our top 5 tips to ensuring sales success…
Keep your pipeline moving
Maintaining your pipeline and keeping your leads fresh is vital. Fill your pipeline enough so that if one or two leads fall away, you won’t be overly affected. But the key here is to strike the balance between filling your pipeline and overfilling it. Too full a pipeline and you will feel like a rabbit in headlights, with no clue where to start tackling it. Keep it fresh and keep it moving.
This is where most salespeople fall down. Orders are nice, but only in the short term. One small one off order is not going to help you or your business in the long run. Keeping customers coming back is the key to successful sales. Building a strong relationship is absolutely critical to the long-term success of any sales organization. Promote loyalty; ensure your customers appreciate your knowledge and that they are treated with a level of service that will keep them coming back for more.
Schedule your day
It’s a no brainer that having a fixed schedule in place will make you more productive. Knowing exactly what you’ve done in a day and what you have left to do will give you (well, it certainly does me) a sense of achievement as you power down every evening. Just take a moment before you finish up to jot down a ‘to do’ list for tomorrow. As the saying goes: time is money. Use yours productively!
And ask the right ones. Let the prospect tell you what they want and their reasons why. That way all you have to do is step up to the plate and provide. Take the time to learn a bit about your prospect, their industry and the challenges they may be facing before you jump onto a call. Jot down a few questions tailored specifically to them and the potential problems that you can solve. Present your solution and the sale will follow.
Sell the benefit
Features don’t sell. Never have done and never will do. The benefits of having product X over product Y will. Too many salespeople dive in headfirst reeling off endless product features to prospects that simply don’t care.
What do they care if your latest product is pink and fluffy with all the bells and whistles? They don’t. They do care that it will help them to save 20% in costs every year. They do care that it will save them from doing that laborious task that they dread every week. How it will benefit them is all they really want to know. Will it save me time? Will it make me more profitable? Will it cut my overheads? Tell them all about the distinct benefits that buying your product or service over another will bring and the features are just an added bonus.