Is selling really a number game? And if so, which numbers really matter? The purpose of a good sales metrics system is to provide reps and their managers with meaningful data about results achieved at each stage of the selling cycle. That way, both can determine which actions are most productive and where there is need for improvement.
For all the communications tools we have at our disposal, our verbal sales presentations are the most powerful. Through the many subtleties of the way we speak, intermixed with the way we listen to the customer, we accomplish so much to build customer confidence in the ideas and solutions we are offering. Mastering all of these subtleties is one of our greatest challenges.
Do you begin your sales meetings with an agenda that consists mostly of your telling your team what they need to know and what they should do? Well, think about your background in selling, where you learned to lead the customer to the best decision by asking smart questions, not by telling. In the same way, use questions to lead your sales reps to the best practices.
On every sales call – from the first hello to the final close – your success depends upon your defining and successfully executing three key components: defining your call Purpose, knowing your Audience, and getting the Logistics just right. Make sure you Take Your PAL On Every Sales Call.
In the long run, a skilled salesperson generates far more business from existing customers than from new prospects. Highly satisfied customers lead to years of repeat orders, upsells, cross-sells, and referrals – all resulting from delivering what is promised plus great customer service. But the intent to give great customer service is not enough.
Many of us think of sales scripts as outdated tools. “Today’s customers are so unique; I can’t just use the same lines on them.” But that thinking is wrong. There are many times in sales conversations where carefully constructed phrases work extremely well. It’s just a matter of knowing when and how to use sales scripts, and how to customize them to fit into your sales dialog.
When multiple people are involved in making a purchase decision, you can’t count on your primary contact telling your story accurately. Nor can your contact answer all the questions or objections that may be raised by others. During this time when most live group meetings are impossible, you need to master the skills of telephone and video conference sales calls.
Many customers will start out telling you exactly what they need, so it is easy follow that with telling them exactly what you sell and why it is the best fit for that need. But you’re both wrong. If that were the case, they might as well just buy off the Internet, or from the outlet that advertising the lowest price. They need more help from you than they realize, and providing that help is your competitive sales edge.
Every business can benefit from visibility in the media. Whether it is local publications, trade magazines, or online, repeat visibility in the media help reinforce your brand. Customers will say, “Oh yeah, I’ve heard about them a few places. They must be good.” The people who produce these media are always looking for something new, but you need to follow their lead on what kinds of information they want from you.
The trouble with interviewing sales reps is that the candidates are all in sales; they know how to present themselves in a way that may or may not reveal their true skills. Here are two simple questions you should ask every sales candidate — questions that will quickly and accurately separate those who have real sales talent from those who don’t.