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4 Proven Ways To Make Your Sales Strategy Bounce back.

Fast growth in revenue requires a focused and effective sales team. But it is appalling to note that some salespersons ruin their own efforts with bad habits and this costs the organization a fortune. As they record consistent wins, they may become comfortable selling and pay less attention to the disciplined and thoughtful approach that helped them earlier in their career. They tend to become negligent to integral aspects of the Sales strategy like research, preparation for meetings, building a strong connection with prospective clients. The results of this can be devastating and negatively affect sales performance.

Here are some proven ideas that can help your sales teams refocus and win more business deals for your organization.

Be Original

Customers appreciate and want to work with people who they like and trust. They value authentic relationships, not fake ones. Entrepreneur clearly states in an article that “a lack of trust often results from lack of authenticity on the part of the salesperson”.  These clients can sense and clearly see when you are not being real while pitching to them. They also know when you seem to be desperate and anxious to close a deal with them.

Salespeople who are successful are good at incorporating who they are in the sales process and this helps create a solid relationship with the prospect. They are honest in conversations and provide practical solutions to the challenges these customers pass through.

Focus on Outcomes rather than activities

Success in sales is judged based on performance, it’s that simple. In sales, results matter more than anything else. Though certain activities may be appealing and sound interesting, you should focus on the results it brings. If the method doesn’t increase your numbers then it may be better to abort it. 

One Salesperson may make hundreds of calls and no deal and another makes few calls which result in deals closed. When the focus is on activity and not results then it deviates the team’s attention from pushing hard to get the best results.

Carefully Plan, Adequately Prepare and Map

Salespeople should always prepare before making calls and attending meetings. When this is done, you save time and show you respect the client as it would show that you prepared for the call or meeting. 

Preparation helps the salesperson envisage and consider several scenarios, note pertinent questions that may be asked or he would ask, and discover opportunities he could leverage on. Account maps should not be neglected and these include Company structure, key personal information, illustrate pre-existing relationships and identify knowledge gaps. Planning and Preparing equip the salesperson to connect more effectively with the prospective customer, keep the conversation on the right track, and grasp how to rapidly expand influence across the organization.

Continuous Education 

The moment you stop learning is when you start losing touch on some of the things you think you know. Salespeople should always learn and consume news related to business and world affairs. They should be abreast in matters concerning funding and partnership announcements, trade, and other information relating to their market and prospective buyers. 

This helps them understand certain factors that affect prospects. It assists salespeople to know how to shape their conversations, build rapport and discover opportunities to deliver more value to customers.

Looking at hiring professionals that would increase revenue in your business? Start here.

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Read Also: What Causes A Decline in Sales?

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