People buy your product or service because they believe something good will happen as a result of the purchase. This is especially true for highly experienced business buyers who have seen it all and heard all the promises from everyone else. They buy to satisfy some specific purpose, and they look for results in satisfying that purpose.
To reach your goals and create the life you want in 2021, forget about resolutions. Instead, start with upgrading your attitude and making yourself the priority. Here are the first 10 of 17 radical personal commitments to make 2021 your best year yet. There is a lot to learn here, but each one can help you reach new heights of selling success.
At this point in the year, it is probably clear which of your salespeople will have a relatively strong year and which ones will not. Clearly, the general business disruptions caused by COVID-19 have affected most companies, but some sales reps still outperform, and some underperform. Before you write off those who have been slipping, read these strategies for turning around a marginal sales performer.
Networking events are a great opportunity to meet and get to know people who might help grow your business – as customers or as associates with whom you can exchange leads and referrals. But you have only a brief opportunity to make a first impression. Your well-planned 20-second networking informercial must engage and interest people you meet, and open the door to new opportunities.
Some sales transactions take just a few minutes from beginning to end; others drag on for months. Whether long or short, they all consist of discrete customer buying stages. At all times during the selling process, you need to know where buyers are in these stages and manage your selling process to best fit each of them. Rush a step in the customer buying stages, or skip a step, and you may never recover.
Sales managers, business owners and reps themselves are always seeking ways to shorten their sales cycle. A shorter sales cycle means fewer time-consuming steps to close, revenue generated sooner, and more closes per month. But is it really possible to shorten your average sales cycle without losing too many deals? Yes, because small improvements at key steps can make the difference.
When it’s time to buy, a buyer will reach out to a seller who left a memorable impression. No one likes to start from scratch and take a chance. No one likes to go through the vetting process of talking to multiple sellers (and then dodging their follow-up calls for months). We’d all prefer to have a seller top-of-mind who has already become memorable.
Your prospects are busy and inundated with marketing-message overload, so they have set up barriers to reaching them. Gaining their attention has never been harder. How can you sell anything to anyone if you don’t get a chance to tell your story?
If even your most skilled salespeople are delivering poor sales results, the cause may not be a lack of skills, pricing or products. The problem may lie in multiple aspects of your overall sales and marketing processes. This may be a good time to conduct a top-to-bottom examination of every component and make incremental improvements in all areas.
When your LinkedIn posts are all about you, your company, your products and your ideas, what reason do people have to keep reading? Before you can tell your story, you need to create enough interest in your topic so people want to read further. This is especially true when your market is busy businesspeople who already have too much to read. They will spend their time only on the most engaging LinkedIn posts.