Having effective sales strategies in place is the key to long-term success in all industries. Selling is a thoughtful, deliberate process– not just something to focus on sporadically when you can fit it into your schedule. Good sales strategies need to be monitored and measured on an ongoing basis. Let’s discuss some of the most effective sales strategies your business can implement today:
Who is the decision maker? You have to determine in advance who you’re trying to reach with your sales pitch. Who makes the decisions regarding products and services for the company? Once you’ve determined who the decision maker is, try to meet directly with that person. Many decision makers will send someone else to meet with you in their place. Just remember: you are still trying to sell to the decision maker. Customize your sales pitch to the interests of the decision maker, even if you’re meeting with her assistant.
Know the ins and outs of your customer’s business. To sell effectively, you must have a deep understanding of your client’s business. Use that understanding to teach your customer new ways that they can compete in their industry– innovative strategies that might initially be outside of their comfort zone.
Give off a sense of urgency. Of course, you don’t want to pressure your clients, but you also don’t want to make them feel like they can take six months to choose your service. So, how can you create a sense of urgency without seeming overbearing or pushy? Give your customer the upper hand by offering some type of incentive to close the deal soon. Consider offering a discount or a free item– if they close the deal with you today.
Prepare for objections. You’ve heard it all before: the reasons why potential customers decline your services. Now it’s time to prepare yourself for overcoming those objections. Sit down with your sales team and practice your pitches together. Be sure to role-play the likely objections so you can decide how best to overcome them.
Follow through. You’ve closed the deal– great! Now it’s time to follow through with what you promised to deliver. Remember, just because the client decided to use your services this time doesn’t guarantee that they’ll stick with you in the future. You have to keep the lines of communication open by checking in regularly with your customers to determine their level of satisfaction with your services.
Monitor your strategies. At the end of each month, take the time to sit down and determine how your sales strategies are working. What did you do well? What could you have done better? Did you hit your desired sales numbers? Keep what worked and adjust what didn’t. Expect to tweak your process from time to time.