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.
No matter what type of business you are in, it should be based on providing a solution that fits the needs of your clients/consumers. People don’t usually spend money on things they don’t see a need for so having a solution that meets their want(s) is essential. With that being said, it’s important to note that not every prospect is going to benefit from your business, but those that do need to understand what your solution to their concerns is. Be sure to lead your pitch by letting them know you recognize their needs and illustrate how your solution to their problems can impact them in a positive way.
Staying connected with the prospect during and after the sales process is one of the best pieces of advice we can hand you. In fact, how you treat someone after you have won or lost a sale is not only important, but it is also a lasting impression that they won’t forget.
When you win the sale: Getting someone to agree to your product or service does not mean your job is done. In our opinion, this is the time you really get to shine. Staying present during their implementation phase shows that you care about their overall satisfaction. It also allows you to build a rapport with them so they know you weren’t just there for the sale. Don’t be afraid to check in or send a friendly email during the holidays. Your presence will aid in building a lasting relationship that may even lead to opportunities or referrals in the future.
When you lose the sale: Hearing ‘no’ is part of the job and you may hear it more than you would like, but it doesn’t mean that you should disappear forever. Checking in with lost leads is almost as important as keeping in touch with the ones you win. Just because they don’t want/need your service now does not mean they won’t in the future. Maybe their budget changes or maybe the cheaper option didn’t work for them. The potential to acquire them as a client doesn’t vanish, so keep in touch and check in sporadically.