You will read in this article how to use sales in your right target audience as a power channel. Understand also, what mistakes you should avoid.
Okay, sale begins when a sales representative is trying to tease out a piece of information from a potential customer that would give the salesman the idea about customer’s problem or desires. Subsequently, this dialogue helps his vis-à-vis to understand how their problem can or is going to be resolved. A salesman often demonstrates it with relevant examples from his practice, in other words, he provides some trustworthy evidence. Our seller makes a convincing offer and completes it with a specific, yet very discreet, advice calling a customer to action.
Some memorable episodes from The Wolf of Wall Street actually illustrate this concept so accurately. While a typical salesman is willing and persistent in embellishing the advantages of their product or service, the true seller finds the way to lead his customer to recognition of the need in the product himself.
According to Charlie Cook almost no cold calls (meaning, calls without prior introduction) lead to any further steps in the sales process.
Almost a half of salesreps give up already after a first follow-up. A bigger success rate requires about 4 or 5 Follow-Ups after the initial contacts.
Speed pays off. From roughly 1/3 to 1/2 of winning salesreps are those who respond first (source: (Quelle: Propeller).
When at the negotiation table, remember, silence is your best friend. Salesreps can sometimes get overly imposing thus talking themselves out of a deal: the prospect client is almost there, he is almost bought-in and ready to discuss specific terms, but our excited rep keeps going … and going …. They accidentally plant a doubt seed into the buyer’s mind. If you find yourself a bit too chatty while attempting to close a deal, just remind yourself: no one has ever lost a deal by listening carefully.
So, you have just had an awesome conversation or call. And? If you are closing your conversation with something hazy like “maybe we could discuss our next steps someday next week?” you should know you’re losing now some really valuable opportunity. Instead, try to be more precise and clear as to what the next step will be.
You’ve just made a positive telephone call and had an exciting conversation with a nice prospect. And where do you go from here? Take out your calendar and make an appointment or agree on a precise date and hour when you call back and close the coveted deal.
It should be more than obvious that you care for and acting in the best interest of your customer. Nevertheless some sales executives make a mistake by dedicating all the time of the dialogue to praising their product or service.
What is more valuable is to listen attentively to your prospect buyer when you have a feeling that the situation is conducive for finally closing a deal. Don’t let the insightful questions be forgotten, ask them to your customer, show that you care and you sell a solution.
Many sales representatives and also entrepreneurs tend to show the potential customer everything they have at the beginning of their presentation: what their product or service is made of and what the business has to offer.
But this moment all the wad is shot, you’ve spitted out everything you had and now the response that you will likely get is something blurred like “we will think about it and call you back”, which means, you’ve most likely lost the client. You cannot proceed to sales before you ask a series of insightful questions to discover the issues and goals of your client and their business.
If we take a look at the entire marketing and sales funnel, we’ll see that the activities belonging to sales are positioned between the middle and the bottom area of the funnel.
Here the emphasis is made on the activities that encourage potential customers to understand not only their own situation but also the attractiveness of the solution that your product/service offers. It happens closer to the bottom part of the funnel, where conversion turns into a purchase and later develops valuable loyalty to your company.
The use of measures of direct sales typically creates a stronger buying stimulus as compared to some longer channels like performance marketing for promotional purposes.
As compared to very long-term effective channels as, for instance, search engine optimization (SEO), sales have much shorter reverberation.
When you draw up your portfolio of channels and activities, you’ll see that sales typically function as a very well-aimed spear. You can address your prospect clients directly with the enhanced precision by using inbound actions like emails or content marketing.
This channel produces its best result when complemented by both long-lasting and medium-term channels.
As a founder and entrepreneur, I experience every day how important customer centricity is for companies.
Integrate the essential customer perspective into your product genesis and marketing processes. That puts horse powers on the street, until it runs.
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