Sales success depends on a disciplined, focused team with maximum daily productivity. To achieve this much desired goal, some habits are needed in the day-to-day of any company. Only then, day after day, you will see better results and your business will grow.
Sell more and better. Have delighted and loyal customers. Having an engaged team that really wears the shirt…
This scenario is what any commercial manager or CEO wants for their company, right? Anyone who says they won’t be lying.
The so desired success in sales is – and always has to be – the north of any organization. You have to aim for the top – and you know it well. Bottom of Form
But routine shows situations that are not always the ideas. Occasions when they show that the work falls short of what is desired.
And this, we all know, ends up being reflected in goals that are not met, dissatisfied consumers and everyone’s lack of motivation.
Therefore, to be able to have great numbers in the commercial sector, it is necessary to establish some habits – and be organized and rigorous to comply with them.
Routine demands attention and you need to understand this soon. Before the customer even notices and then, well… we don’t want that, do we?
In this article, we’ve separated some tips for your company to be more successful in daily sales. Some of these habits can already be put into practice right now.
Let’s check it out? Good reading!
13 habits to succeed in sales in your company
It won’t be overnight. It won’t necessarily be having the best sales force possible.
Success in sales depends on these factors, yes, but also on a series of habits and practices that necessarily need to occur every day.
The sales routine requires focus. Only by understanding how to delight the customer can these goals and objectives be achieved.
To help you improve your business results, we’ve selected 13 habits to put into practice.
As we said, some can still be started today. Others, of course, will demand a little more work, cutting with your team.
But all of them, without a doubt, have only one mission: to make you sell more and better and understand how to retain customers in your company.
1 – Qualify your leads well
An essential point is to transfer to the sales team only those leads that can actually become customers.
Their qualification by the SDR team is essential for a shorter CAC and sales cycle.
This will consequently be reflected in better business results for your business.
To better understand the importance of pre-sales in your company, listen to the following audio:
CRMPipeRun · Importance – Of – Structuring – the- Sector – of – Pre – Sales
Some techniques can be used, at this point, to find out whether or not the lead should evolve through the sales funnel. The BANT sales, for example, is one. You, with it, can:
- Find out if the needs he has can be met by your product or service.
- know if you are talking to a person who is either a decision maker or has the power to influence decision making ;
- Understand if the prospect is, as a whole, fit with the business, etc.
So, if it doesn’t meet these requirements, it’s better to keep feeding it with good content that your marketing produces. If it really doesn’t fit with your company, you need to discard it.
2 – Know your customer like no one else
Knowing the company persona by heart is the homework of any sales team . Thus, the chances of being successful in a business are much greater.
That’s because you’ll know what pain the client has and how, didactically, the solution you have at hand helps him.
Not only will your power of persuasion be greater, but your negotiation techniques will also be able to flow much more assertively.
Before this prospect even talks about his problems, you may already have an approach that delights him.
And, if that happens, we will have a much more promising scenario to achieve sales success.
3 – Focus on serving, not selling
Talking to prospects only to offer what the company sells undoubtedly goes against the goal of being successful in sales.
Maybe in the past this made sense, as there was not so much facility and means of communication. But that doesn’t make any sense anymore.
And the sooner you understand this, the better for your business. The customer has another role and a much higher level of demand. He has the power of choice and bargaining.
Therefore, approaching it only with the intention of selling is not a good practice. Being direct and “pushing” your product or service will not sound positive.
Focus on customer service. Forget, at first, that you are there to sell. Consumers know this, so why push?
Show that you are concerned about helping him by positioning yourself as a consultant or partner. The mission here is to build trust in this relationship, which will make all the difference between a “yes” and a “no”.
4 – Master marketing strategies well
Although marketing strategies serve to attract customers, it is important that the salesperson also dominates them.
This will help to attract, conquer and above all delight and retain the consumer.
The way to position yourself in front of the prospect needs to be like this: showing that you are an authority on the subject and being available at all times.
That’s why, in fact, marketing and sales are always together. One helps the other with insights and the technique that one applies can and should be replicated in another sector.
7 – Be consultative when talking to the customer
You want to sell, we know. The customer also knows you want to sell. So why be so direct this time?
Consultative selling is crucial for the customer to trust you. That he understands that the relationship with the company will not end after he opens his wallet.
Hitting the goal at all costs can even guarantee the payment of the sales commission you dreamed of.
But when you’re not acting like a consultant, when you’re not didactic and show the customer exactly how to get the best experience with what you’ve sold, the risk of churn exists.
And then, for the company’s sales metrics, that’s going to be a pretty big issue. As well as for financial management as a whole.
So why force a sale? Make it true, complete. With the success of everyone involved full time.
6 – Show yourself curious
The so-called active “listening” is one of the most important sales techniques to move the company towards sales success.
Listen, of course. Let the client talk about the pain they have in their daily lives that motivated them to come to you. But be curious.
Ask constructively. Explore paths that can be taken to accelerate the closing of this opportunity.
Deeply investigate its reality so that you can, at the right time, offer the ideal delivery.
7 – Have organization and discipline
Organization to handle the opportunities you have in your pipeline to work. Discipline to fulfill all necessary activities within the sales process to impact the customer.
These two elements are basic requirements even for a salesperson who doesn’t hit their targets. It is essential to focus on what needs to be done: calls, emails, demonstrations, and visits to customers.
The commercial routine is demanding and you know it well. Eliminate distractions – use the 5S methodology for that.
And make sure your head is focused on making the customer experience all the more amazing with the company.
8 – Be flexible
A flexible approach is always welcome and sounds customer-friendly and inviting.
That is, although you can even follow a ready-made sales script, you need to adapt it to the prospect’s reality.
Working with a script provides security and helps standardize the company’s sales. It’s a good practice, of course, even more so when it’s included in the organization’s sales playbook.
However, it is crucial to mold yourself to what the client has shown you as a pain he or she faces.
He has a problem. And you, when you’re open to listening and adapting the path to what he wants, trust flows more quickly.
9 – Have a card up your sleeve
The ideal, of course, is always to sell value to the customer. In other words, show how, where and when your solution ends with the customer’s pain.
Justify why each element is present in the product or service, explaining what it is for and even justifying the price.
That said, we know that it will not always be enough to convince the customer to accept your offer. You can, at this point, simply give him time to think about what was offered, or use a card up your sleeve. For example, whether in the presentation or in the follow-up, you can say that:
- I negotiate a discount with the sales manager if the customer now accepts the offer;
- offer an exclusive payment term, exempting the first month, for example;
- deliver a good discount coupon for a future purchase if the “yes” is given now;
Anyway. The key is to make use of some mental triggers that arouse a sense of urgency. They need to be clear and tell the customer that they need to accept your business proposal as soon as possible.
10 – Lead the customer to the decision
The ideal in a negotiation is always to conduct it. As much as the customer’s needs need to be heard and subsequently remedied, it is the salesperson who is in the lead role.
Therefore, it involves success in sales, leading the consumer to the final purchase decision.
The customer’s journey is long, and when it comes to the end, they want the necessary assurance that it all made sense. That this investment you presented is worth making. Therefore, it is necessary at this time to be more than a salesperson.
It’s time to be a consultant again. To be available by email, WhatsApp, phone, wherever you are.
There is no time for a last-minute doubt to arise. Be available to remedy it and guarantee the sale.
11 – Understand that the sale is due to good service
Again the importance of serving customers well. You may feel like you’re wasting your time because you haven’t done that “killer” sales pitch yet.
But understand that the sale will result from all the good service and value generated. Of course, you will be more specific when showing the product or service.
However, allow time for things to take their course. Therefore, always be inviting, interested and didactic whenever you need to delve into technical issues of what you sell.
For anyone who wants to understand how to be a successful seller, it is important to meet these requirements before making an offer.
Reactiveness, attention to detail and customer focus: that’s what you need.
12 – Measure the results obtained
Everything that is measured can be managed. If a manager doesn’t know how his team works – or how much – what sales management will be taking place?
Measuring data and results are basic actions to know the direction your company is taking when it comes to selling.
Set up your sales dashboard. Integrate it with your business software and analyze industry and vendor information.
Only with daily monitoring is it possible to see where you are failing and, before you lose money and customers, fix it.
It also serves to carry out a fair performance evaluation of your team and see who is above and below expectations.
13 – Exercise patience
This could be either the first or the last tip. Exercising patience is an art you must master. Sales success will not come overnight: understand this.
As much as you apply the above tips, it is a process and, as such, has its time to bring you the results your business deserves.
As you have seen, there is no point in pressuring the customer because it is already the end of the month and the goal has not been met, for example. The relationship with him is crystal clear. One misplaced sentence, one action out of terms and it breaks.
And to get back to it, you’ll need twice as much effort – and maybe money. So is it worth acting like this? Of course not?
So, patience. Plan the work and work the planning. Always, of course, making the necessary adjustments that suit the consumer.
Success in sales depends on a good environment and technology included
The title may seem obvious, but this is not always a reality in companies.
Without a work environment that is really positive, that gives people the ability to do more and better, sales success is far away.
And here, we talk about both the organizational culture and the conditions for the sales team to deliver the necessary results.
In order to have the best results, it is necessary to extract maximum productivity from everyone within the sales routine, right?
In addition, the sales process needs to be organized, focused on the customer and on generating value for him step by step in the sales funnel.
Within this reality, companies need to have technology as an ally. Resorting to digital transformation is no longer a “luxury”.
It has been – for a long time now – a necessity and an important competitive differential in relation to those companies that still manage their sales in a decentralized way.
In short, using a sales system such as CRM is crucial to creating value for prospects and accelerating their opportunities.
Thus, in addition to being successful in sales, you will have people who are much more engaged with the company and customers who are always happier.
So, how can we help you?
Enjoy and read two articles that will help you and your business get the best results every day.
The first one has 9 tips on how to approach a customer for the first time.
The second talks about the types of customers that are most difficult to serve – and how to sell to them.