Which salesperson doesn’t have their sales strategies to use for the day and hit the month’s goals? Whether small, medium or large trades, it doesn’t matter. It takes a tactic – even if it’s not “closed” to follow.
The goal, of course, should always be to make the customer see the value of what you sell. However, there are several ways to do this.
There are some sales strategies that work with a certain type of person – and you need to be clear about that. Bottom of Form
For example, it’s no use using the same speech for all your opportunities. This will only show you one thing: that you want to reach your goal at any cost.
And when the customer notices this, that their “pains” are ignored, the sale is much further away from occurring.
In this article, we’ll bring you 6 sales strategies to ensure more deals are closed every month.
So you can choose the one that makes the most sense to whom you sell and apply it. OK?
6 sales strategies for you to apply today
In addition to understanding how to sell more, another question needs an answer: how to sell better? Above all, achieving the month’s goals and objectives is something that needs to happen.
But, within some sales strategies, how do you manage to close deals as assertively as possible? Look closely.
Here we are talking about selling better, for the persona of your business, with an improved speech. Make the prospect see the value in what they bought.
For example, when this happens, he will think much more often before churning. After all, the company knows what he needed. It is concerned with the customer’s success. And that has no price”.
Therefore, we have separated some sales strategies for you to use in your negotiations. But remember: the focus must always be on the customer. And don’t win the opportunity at any cost.
1 – Show yourself authority on the subject
Attract and convince people because of the authority you convey on a subject.
This is what companies need to do now in the task of attracting customers, relying on inbound marketing strategies.
First, the prospect needs to notice – from the first to the last contact – that there is no one in the industry who has more knowledge of the solution sold than you.
This is one of the sales strategies that depend exclusively on the knowledge that the salesperson applies in their daily lives.
Second, get to know your customers well. The “pains” in common. The needs they have and have the answers ready and didactic.
Also, map your competitors. The way they communicate too. What are they strong at? What are they lacking in?
At what points are you better and worse than him? Know everything about the solution you sell. In B2B sales, which are more complex and generally involve more than one decision maker, this makes all the difference.
Also because, when knowledge is shared with those who have the purchasing power, decision making is much easier.
More than that, with security to buy you may be able to sell an annuity all of a sudden. This, of course, for anyone who sells MRR.
2 – Empathize
The seller is first and foremost a problem solver. To be able to seal sales, whether complex or not, empathy is one of the sales strategies that cannot be given up.
That’s why it’s so important to put yourself in someone else’s shoes, especially in inside sales. Create a connection with whoever listens to you. Make him feel confident.
Ask him about the problems and challenges he faces in your company. Rapport techniques make a lot of sense right now.
Perform the so-called “active listening”. Let him talk, write down what’s relevant, and start thinking about how your solution will work for him.
Make it clear that his problems are important to you – however small they may seem.
As much as the seller needs to sell to achieve the month’s results, this can in no way show up in the negotiation. The customer notices.
He will know that you are “pushing” some specific plan just because it is more expensive when a more basic one would be enough for him.
If that happens, well… then you will hardly get not only his trust but your money. And then, it won’t do any good to have a product or service much better than the competition.
The user experience will already be compromised. And to reverse that impression, you will need a much greater effort.
So a little empathy doesn’t hurt anyone, right?
3 – Anticipate and work around objectionsBottom of Form
What are the risks of negotiations not becoming sales effectively? What objection might the customer raise about your product or company? It is necessary to anticipate possible problems – or questions. Create this threat hypothesis.
Play the role of “devil’s advocate”. Think of several situations during the sales pitch (and the qualification as well) that could generate doubts and discomfort in the customer.
How will this be circumvented? Write down all the answers within the company’s sales playbook and make it available to everyone.
With it open, when it’s time to sell, it will be much easier to overcome the barriers that prevent the sale from taking place.
And at feedback meetings, constantly review these strategies. Enhance. Share what worked best and create others in this sense for every existing objection.
4 – Create a sense of urgency
Creating a sense of urgency is one of the sales strategies that accelerate the closing of the deal. You pitched it and the customer liked your solution and proposal.
However, he asked for a few days to think and decide whether to accept or not. It’s time, then, to trigger some mental triggers.
Say that the condition you negotiated to close is valid only until the end of the week. Make him speed up his decision, especially if you noticed the negotiation was productive.
Regardless of the deadline, don’t forget to follow up. Do this activity, of course, without putting pressure on the customer.
Be friendly in the email you send – or in the call. Remind him that the deadline is running out and make it easy for him to accept.
Resubmit the proposal if necessary and reinforce the sales pitch you made, remembering the importance of the solution you sell.
Even if the prospect is convinced to buy, it is sometimes necessary to remind them to accept the offer as soon as possible. After all, the company has a sales cycle and needs,
5 – Plan the work routine
For sales strategies to be effective, you need to have a well-organized work routine. More than that, it is crucial to structure your team well.
The same person cannot be responsible for prospecting, qualifying and selling, right? At the same time, we know that not all companies manage to work within the ideal scenario.
There is not, in the sales force, a person performing only one activity. And that’s why the day to day needs to be very well planned and executed.
Within a reality that is not ideal, but that can work, companies need to have 2 people operating in the commercial area – at least.
- A salesperson;
- An SDR.
Based on this structure, we can plan the sales routine as follows:
- For the salesperson – one shift to actually sell and another to follow up on all stages of the sales funnel.
- For SDR – one shift for prospecting customers and another for qualifying leads and scheduling schedules.
Pay attention to sales metrics. As results improve, immediately increase your team.
Within correct sales management, the salesperson only sells. Moving it to other functions is losing money.
6 – Use technology to your advantage
How to handle a large number of leads generated? Or open business opportunities? The truth is, one of the most needed sales strategies is the use of technology.
And when it comes to accelerating business results, the use of an Online CRM is necessary for pipeline management within the company.
Provided, of course, he doesn’t limit you to just a sales funnel. Within CRM you’ll be able to create multiple points of contact with whoever is interested in your solution.
There are multiple funnels actually. Funnel of:
- marketing – to organize lead generation ;
- pre-sales – to keep the lead safe for the purchase;
- sale – to negotiate the acquisition of what you sell;
- contracts – to expedite acceptance of your proposal;
- Customer success – to ensure the best customer experience with the brand.
Create so many other funnels that made sense to your business. As a result, with a structured process and defined steps, it can be managed through CRM.
And with automatic actions and templates, you accelerate your business and make your sales strategies even more effective.
So, how can we help you?
Enjoy and read two articles that will help you hit your goals every month.
The first one has 5 tips on how to sell over the phone and be really persuasive.
The second addresses what growth hacking is and how it helps companies grow in sales.