Today, competition is more intense than it used to be. It’s all too
easy for your company to be endangered if you don’t differentiate yourself from the competition and don’t have the most efficient methods of selling.
And just like the title of this article, you will learn the exact same strategies that the highest performing businesses use to generate massive sales and grow their income. There is a clearly defined process to selling, and that’s what you’ll take away at the end of this article.
Prospecting or Getting New Leads
Prospecting the potential client is the first step in the sales process. But before you start marketing you; ve got to know who the exact buyer will be. In essence, you’re not just thinking of the best strategies to use in getting prospects to sign up but also understanding the buyer’s journey.
You must always identify with the challenges they face along with that journey, and whatever roadblocks are preventing them from achieving their desired results, which gap your products or services tend to close.
So you re looking at the lead generation process with both eyes - one on your marketing arsenal and the other on the buyer, from the moment he or she is aware of your product to the point of deciding to make that purchase.
So you want to make sure you study the market carefully to understand the three stages every buyer passes through, before saying yes or no, and adding paint a picture (of these) in your content marketing, ad, sales call, or face-to-face conversation.
Dissect (or break down) your prospects into groups
Who are these prospects? Have you met them? Do they all have the same
willingness or readiness to buy?
A very good product that distinguishes several buyers at different levels is
₦1,000 Naira phone recharge card. Some mobile phone users will buy normally because they need to recharge their mobile lines. For others, they are only interested when they need to subscribe to data. As there are different reasons why people will buy a particular product or pay for a specific service, so your prospect(s) qualify based on their; needs, interests, budget (money), or decisions.
Therefore, in assessing a potential prospect, ask questions in these four areas;
I) Needs: How strong are their needs?
II). Timing: How urgent are the needs? Are they desperate enough to solve
these needs? How desperate?
III). Budget: Can they pay for the product or service? Do they have the
finances to buy?
IV). Decision-making process: Do they have the power to make the decision
or must they talk to someone before making the purchase?
Sell by adding value
In the first two stages, you’re thinking and planning how to prospect with the
potential client. The next three stages are when you execute.
By adding value, you want the potential client to taste the icing before the actual cake. For example, if you’re trying to sell software, you can add value by doing the following;
● guiding them through the operation of your software.
● doing a demo presentation at their office.
● train them on a particular area of the software.
By doing this you’re adding value in advance to selling the actual product or
service.
Close the deal
A Harvard Business report suggests three common barriers Sales reps face to
closing any sale.
1. Talks that drag on for months, even years, with no end in sight.
2. An unwillingness by one party or both to make their best offer.
3. Tough competition that makes your counterpart reluctant to close with you.
And so, in getting the buyer to your side of the negotiation table, there are some techniques you need to practice.
● Learn about the potential client before engaging them.
● Listen more than you speak.
● Enter into the negotiation with a price you are confident about.
● Use the time to your advantage.
● Avoid being emotional during negotiation.
Close more sales
Most sales professionals go to sleep after closing the deal, not understanding
the need to get referrals and repeat business. That’s why this step is the most
important.
Sales don’t stop after you closed the client. As a sales rep, you don’t close in after you meet your target or sold to a high-paying client.
Therefore, to close more sales, you need to have a customer referral program.
The goal of a referral program is to bring in new customers. You can do this by
asking customers to think of people who might benefit from your product or
service then recommending them. Sales reps or teammates can then keep in touch with these leads because not only are they a good fit for your business, but they also know something about your product or service. Because they’ve been referred by someone they know,
they have a source that can vouch for your company’s honesty and customer
service.
Do you want to lead your team to achieve sales targets? Enroll your team members for our next sales training program at Outlier Sales Academy’s
CONTACT US VIA +234 817 971 4138 OR EMAIL sales@thebusinessoutliers.com
