In today’s world it seems like everyone is selling something and to be honest, there isn’t really a business out there that doesn’t use some level of sales to generate growth. Knowing this, it is imperative that companies develop a strong sales approach that can keep up with expanding industries they are in. Using sales strategies allow a company to stay on top of potential clients and can keep their services in demand. Whether you a working under the title of ‘sales’ or not, there are some valuable techniques out there that can undoubtedly increase your award rate. Here are four that we use and are confident will leave a lasting impression on your next prospect.
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If you work in sales, it’s likely that you already know there is more than one way to find success in business. While some may use a traditional business-to-business approach, others are using a more contemporary direction by using social media platforms or referral sources from existing clients. Finding what method works for you is important and can certainly be a foundation for your sales model. However, keeping an open mind and creating multiple avenues for leads is essential to a having a successful sales system. As time goes on, technology and the way businesses operate continues to advance. This forces companies to build a sales model that can change with the times so that the award rates do not stall.
Ever talk to a sales rep and realize that he/she is performing a monologue? No one wants to sit down and hear a sales pitch that revolves around the sales person. In fact, telling someone what they need limits your ability to ensure that the service or product you provide is really a fit for the prospect. Asking questions and genuinely listening to the needs of the potential buyer is the only way you can truly provide the exemplary service they require. This is also the time where you can lay the foundation for your relationship with the prospect. Letting them know that you hear them and that you care about what they want/need will show them you care and help them build trust in you.
Stay tuned for Part Two of our Sales Strategy series!