The Best Sales Strategies Have These Things in Common - read on to learn, improve, and close more sales today. Hint: It's not about the Sales Demo.
There are three important steps for creating a sales strategy, according to Aliana Marino in her article "Tips for Creating Your Sales Strategy." These three steps are:
- Choose a Distribution Channel
- Prepare a Sales Forecast
- Choose a Structure for Your Sales Team
But wait, before we dive deeper into any of these, we need to think about a few factors.
What is your product or service? "Who is your ideal client?" Marino writes. "What niches can you target?" And how? Who are your competitors and how do they attract some of your customers? Also review your current sales strategy. Ok now we are ready to move on, once you've pondered all those questions.
Choosing a distribution channel is "one of the most important decisions that can determine success or failure." The previous statement makes sense because distribution channels are how to get your product or service to customers. There are two main ways to go about this: direct sales and indirect sales. Research each of these by reading the full article and decide which way is best for your company. Maybe even look into changing what you're doing now.
A Sales Forecast is "an estimate of your sales for the next fiscal year." Look at past patterns in buying and customer satisfaction or indications of future purchases. Marino offers an equation to find your sales forecast:
- Sales forecast = Total number of customers x Frequency of purchases (per year) x $ amount per purchase
The final step for a sales strategy is to choose a structure for your sales team. Marino says that, "developing a sales team depends on your budget, business size, number of existing and new clients and your industry." She then offers three questions to determine the selling approach, one of them being: "Will all staffers be responsible for generating leads, selling, closing, and servicing all customers?"
Read the rest of Marino's article and create your sales strategy today!
Find Aliana: LinkedIn
Pretty dramatic article title by Jeff Shores, am I right? But he makes some important points.
Shores' five ways people in sales fail are by:
- Talking too much
- Using the "I" word
- Closing someone not ready for closing
- Losing touch
When reading the above five ways, what came to your mind? Were you nodding in agreement with those simple ways we see people ruining their opportunities or cheating others. I know I was nodding as I read.
One point Shores makes about talking to much is this:
You cannot talk and listen at the same time.
He continues that, "Talking too much during a sales conversation is either inspired by insecurity, bad strategy, or just a lack of curiousity." I love the lack of curiousity reason, and I think it's very relevant. In sales we need to be searching to know the customer in order to know how we can meet their needs. We need to be curious of them.
In talking about the fourth way which is "Closing someone not ready for closing," Shores makes a very important point in the form of a question: Do you see your customer as a partner or a target?
To end his article, Shores writes the following,
Shut up, get over yourself, keep it real, don't rush, and be genuine. You will change someone's world!
In this article by Mike Kunkle, Kunkle talks about the most basic skill in selling. What is this? It is the discovery of what is "important to prospects or clients and understanding their challenges, opportunities, needs, and requirements."
Kunkle writes that,
The better you understand your buyer...the better you can develop a solution that is relevant, compelling, and creates value.
Kunkle goes on to explain that Sales Discovery methods are common and well-known, but he has still seen terrible application of them. He mentions that he has even seen, "seasoned sales pros completely move past the chance to dig deeper into something." Kunkle goes on to explain that we as humans have a "knowing-doing gap" meaning that even though we know something, there is still often a gap when it comes to its application. But closing the knowing-doing gap with sales discovery is a big performance booster. And Kunkle gives some reasons why:
The basic human need to be understood is very powerful. It's emotional, and people buy based on emotion as much or more as anything else...
Read the rest of Kunkle's article to learn more of the importance of sales discovery.
In this article by Tracey E. Schelmetic, the author writes about how important Sales Enablement material is. Sales Enablement material includes "relevant facts, case studies, research, peer reviews, product or service information or administrative info" about your customer or client that is on hand, found through hard work.
The author talks about a few tips from Dustin Grosse, COO at Clearside. One of the tips Schelmetic writes on is to regularly self examine how you're doing in your job. Schelmetic writes,
Skills can always be improved, and sales personnel can go a long way to doing it themselves.
Read the rest of the article to learn all the valuable tips!
Find Tracey: LinkedIn
In this video by Brian Tracy, Tracy talks about what he's found to be the three qualities shared by the most successful business people. These three qualities are: ambition, overcoming fears, and total commitment to success. How do you see these qualities in yourself or those around you who have become successful and those who you admire?