How do you sell strategically?
Selling strategically is a phrase that most sales people have heard and wonder about. It’s no question that sales professionals are always looking for the most efficient and effective way to sell their products or services. While strategic selling isn’t necessarily easy, a carefully laid out plan can boost revenue and help your business gain an upper hand against your competitors.
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Is Selling an Art or a Science?
The Mentally Prepared Mindset
Top salespeople don’t just have meetings; they are mentally prepared for meetings. Just as you would make sure you have the demo, the samples, the PowerPoint or brochures as well as the product video all keyed up on the tablet, top salespeople also take the time to prepare mentally. Are you mentally prepared for your next sales meeting? Here are 4 key attributes of mentally prepared sales professionals.
1) Mentally Prepared Sales Professionals are Organized and Focused
Top sales professionals keep a great record of their clients and their information. They have the names of their clients’ spouses, information about their passions, hobbies, and the industry they are selling into.
Mental preparation for sales presentations and meetings are a part of mental discipline. It is often not boring or a lot of memorization if sales reps are genuine and authentic. Get into a problem-solving mindset rather than sales mode with clients.
2) They Study the Unique Sales Problems of Their Clients
Mentally prepared sales professionals consider the information on the client already known, what would be helpful to know in this meeting, and how the product or service offers value.
In this way, mental preparation is a lot like putting together a jigsaw puzzle. In going over current information, the mentally prepared sales professionals may find missing pieces. Reviewing client information provides a framework for details and data for the sales rep.
This is vital to understanding the story and challenges that the customer is facing. By discovering these details in authentic and genuine conversations, the product or service becomes the solution rather than just a part of the puzzle.
3) They Are Experts at Adjusting Their Sales Tactics Based on the Client
It is very common for a sales professional to find a method of selling which works very well with one client. A common mistake is to develop a thought that this sales technique or method is the “perfect” option for all customers.
Customers are very different. This difference extends even to companies within the same industry. What works as a solution for one company may not be needed or effective in another company. Locking into a mindset of one sales solution for all customers is not only self-limiting, but it is likely to be self-destructive.
A better option is to maintain an open mindset about trying new things. This also goes back to not taking rejection personally. In some cases, the deal-breaker may be the approach that was used. Experimenting with different approaches and methods differently will keep the sales professional focused on the buying signals sent by the client.
For example, one customer may want to spend 10 or 15 minutes sharing personal stories and getting to know you as an individual. Another client may want to talk about the problems they are experiencing, and a third client may want to include a team approach to making a purchasing decision. Some customers may want information emailed while others will want to hear your presentation at the meeting. Understanding each customer will impact how you structure and plan your time with the customer.
4) They Communicate in a Relaxed and Genuine Manner
By being flexible and carefully discerning what approach is best for the client, top salespeople vary their presentations, communication styles, and interactions with the customers. This flexibility comes across as authentic, natural, and not stilted or forced. It also gives you additional ideas for how to be comfortable in trying new approaches with future customers.
Not being rigid also allows the successful sales rep to quickly read a customer and adjust their style in the first few minutes of a meeting. Challenging yourself to meet the best style for working with a customer is a great mindset for success and one which will have an immediate positive impact on any meeting.
If you would like to learn more about the attributes of mentally prepared sales professionals, sign up for The Sales Coaching Institute newsletter to learn more!
If your sales revenue has been stagnant lately, you might need to incorporate some new sales strategies. New strategies can successfully drive more revenue for you and your organization. Here are five innovative sales strategies to drive more revenue for your business. We encourage you to look for some new sales strategies outside of this article and give them a try as well.
This may not sound innovative, but it’s something that often gets forgotten about. You already know how crucial referrals can be for pulling in new business, but expecting them to happen isn’t enough. Perfect your strategy for asking for referrals by trying new methods or tweaking your existing referral program.
Don’t take short cuts and just rely on offering benefits to those who make a referral. Come up with a compelling speech to ask for referrals without being too pushy, create a video, create a convincing email or send an actual postcard to your clients.
You might already tweet or have a Facebook page, but that’s not enough these days. Consider creating a YouTube channel for your product or service on which you can display detailed instructional videos. Take some eye-catching photographs for Instagram. Maximize your presence on all outlets, and don’t forget about influencers. YouTube and Instagram personalities are amassing huge followings that buy any product recommended to them.
Point Out a Problem & Solve The Problem
Don’t rely on expressing your product’s purpose(s) and features. Do the research to point out a problem your customers might not be aware of that your product can fix. Put a detailed document together that shows them what exactly needs to be fixed, how you can help them fix it and what it will cost them to fix that particular problem or set of problems. Evaluating the concerns and needs of the customer builds trust, improves your knowledge of a targeted consumer base, and improves the overall experience.
This will set you apart from your competitors who all have similar stories and products but just aren’t putting forth the time and effort to bring them to their client’s attention. This requires discipline so you need to go to work and start pointing out and solving client problems.
Related Article: Stop Pitching & Start Solving Client Problems
Do you have a company mission statement or a sales mission statement? If not, create one and keep it simple. Consumers are hit with hundreds of advertisements a day, so they don’t search through long, rambling messages to figure out what you do. Keep it short, simple and attractive.
If your goal is to collect more email addresses via your website, make sure that you have a compelling reason for people to provide their email address. This compelling call to action could be an exclusive White Paper or a $500 give away to someone that signs up for your newsletter this month.
Many businesses underestimate the power of content marketing. People spend hours every day on the Internet, so online content is a valuable resource. Many companies and freelance writers can create short articles using search engine optimization practices. These articles can pull online traffic to your site that can turn into sales. Ensure your content marketing has a Killer Content Strategy.