The sales world is very fluid, quick-paced, and dynamic. It’s a space where you’re likely to have, what feels like, endless competitors. That’s why it’s crucial for salespeople to continuously improve and hone their sales skills to meet the rapidly changing needs of their customers and boost their sales.
Whether you’re new in sales or you have the best sales numbers in your whole company, somebody will run you over if you remain stagnant on the path to success! Remember your ABC’s.
Always Be Closing
To master your ABC’s, you need to:
1. Understand your business's value
2. Know your customers' needs
3. Focus on customer testimonials
4. Connect with your clients
5. Leverage technology
1. Understand Your Business’s Value
Every business has something special or unique to offer its customers, including yours. The key to communicating your company’s difference is custom tailoring your pitch to every specific use case since no two customers will be the same. The goods and services you offer may be the same as other businesses, but the way you provide service and value makes you different from your competitors. Find out what makes your company unique, and then share that with your customers. Ensure this differentiation is emphasized through as many channels as possible, this will help you and your business stick out in your customer's mind
2. Know Your Customers' Needs
The best, most successful salespeople all share the common characteristic of extreme attention to detail of their customer's needs. The better you empathize with your customer, the clearer their pain points become and the easier it will be to fit your product into their life.
Believe it or not, doing extensive research on each individual customer actually saves you time! This way, you won’t waste time and energy pitching to an unqualified lead. Targeting the right people saves you time and gets you in front of people that are more likely to buy. If you can understand why your product fills a certain need in a consumer's life, you can highlight this improvement and why your product is better than your competitors’.
It’s important to deepen your relationship with existing customers and not just target potential new customers. Being critical of your customer retention strategy will lead to your customer being happier and helps ensure more financial security for you and your business as a whole. The classic strategy of focusing on existing customers rather than exhausting additional resources to find new ones still holds true today. This strategy may not seem like it can grow your business, however, financial sustainability is just as important as growth. One of the most common yet effective ways of doing this is by creating a customer loyalty program or rewards points system.
3. Focus On Customer Testimonials
Customer testimonials are one of the most influential components in your sales toolbelt. Theresa Malone, a sales manager at Australia2Write, suggests that businesses should "make it a priority to gather and organize these testimonials so you can use them to their full advantage. It's even more useful if the business can pair the testimonial with a photo to put a name, face, and title (if relevant) to the review." In fact, matching a testimonial to a face means a lot more to a potential consumer. A face will help potential customers relate to that person, and this psychological effect is worth taking advantage of. If you put yourself in the shoes of your lead, you’re probably tired of listening to pitches and CTA’s day in and day out. This is when testimonials are their most effective.
4. Connect With Your Clients
This is the best way to maintain clients is simply by talking to them. Don’t just interact with them, connect with them! This will help distinguish yourself from your competitors. The same way a face and a story is a powerful persuasion tool for leads, your face and your stories can help you retain customers. The more available you make yourself for your clients, the more honest they’ll be about their needs and if you’re meeting those needs. Positioning yourself as a (friendly) resource for them is the best method of customer retention.
Follow-up and check in on your customers every so often. You’ll have to find the right balance in when to check in, checking in too much can be perceived as annoying and checking in too little will give off the impression that you don’t care. One way to establish a good check-in schedule is to ask your customer how often they would like a check-in and suggest time periods for them.
When you do this, you’ll get ahead of any issues they’re facing because you are reaching out to them first. They’ll associate your messages with proactive-ness and solutions.
5. Leverage Technology
As a sales rep, you may not have much control over the software your company uses for CRM. But what you do have control over is the effort you put forward to learn this software. You are doing yourself and your company a disservice by not becoming fluent in the software your company provides you with. Your competition is likely using similar tools, which should motivate you, even more, to get a leg up on them. The better you learn these tools, the more you’ll sell!
Look for areas where you can leverage technology to automate manual tasks. When you automate these tasks, you not only save time from working on less interesting tasks but you can now focus your time and energy on high-value activities. For example, as a field sales rep, one of the most time-consuming tasks you perform on a consistent basis is planning your time in the field. In order to automate this task, you can look for an automated route planner that takes into account the information in your CRM and helps you plan routes quickly. If it usually takes you 2 days to plan a week’s worth of routes, you now have 2 extra days to meet with customers and plan for pitches.
It may seem daunting at first but these are mostly easy wins for any business, and adopting all of these suggestions will improve the customer experience and help you increase your revenue. Keep in mind what the consumer wants: convenience, speed, personalization, entertainment, etc. If your business can address these wants, the sales will follow.
Author Bio: Katrina Hatchett is a sales blogger at PhDKingdom.com and Next Coursework websites. She also writes blogs for the academic service Brit Student. She's involved in many business and sales projects and her goal is to help businesses improve efficiencies. She enjoys yoga and start up companies.