Our clients have told us that it can be really hard to know where to begin when developing a Sales Strategy. They feel bombarded with the endless development of new technologies and programs, the latest ‘on trend’ ideas streaming in from their bosses and social media, an endless swirl of performance metrics, and of course, good old self-doubt.
It’s a lot of pressure, because what you plan today, you’ll have to show ROI on tomorrow, and the way consumers make purchasing decisions is constantly changing – so it’s important to continually re-evaluate your strategy and adapt.
The good thing is, with a solid strategy in place, you can make sure your company is staying consistent and closing more deals.
So, where to start?
Every Sales Team should have a Sales Strategy Plan outlining their goals, best practices, and processes designed to align the team and create consistency. These are the essential components of a good Sales Plan.
Here are some basic steps to help you start building an effective strategy to ensure your business stays on top:
1. Know who the decision maker is
It doesn’t matter what industry you work in; knowing the decision maker is crucial to closing a deal quickly. Often the decision maker will send someone down the decision-making chain to learn about your company and what you are offering.
If this is the case, be one step ahead and ensure you customise your sales pitch to the decision maker, even if they aren’t there.
It is of course better if you can set up an initial meeting with the decision maker, but if you can’t, pitch to them anyway!
2. Be honest and true
A client knows straight away if you are being genuine during the sales process. Let the client know that you care about their business and not just the sale.
Coming off like a robot and not seeing who it is sitting in front of you can not only turn them off, but it shows that you haven’t taken the time or effort to show them that their business is important to you.
It is good to be prepared, even over-prepared. Be ready for every question that comes your way.
3. Create a sense of urgency
Have a deadline to the offer you are presenting to help give the client an incentive, a little push, to commit. Whatever the offer is, whether it is a freebie or a discount, make them feel like they have the upper hand.
But don’t rush the customer; just give them a little extra nudge to show them why your service is the right choice, and the right choice right now.
4. Be ready for the unexpected
Does everything always go 100% to plan? Most likely, your answer will be ‘no’. Prepare your Sales Team for the unexpected. Brainstorm where there could be speed humps along the way, issues with your services which might cause a potential customer to hesitate.
Make a list of possible problems and then brainstorm realistic solutions where the benefits will far outweigh the risks to your customer.
Maybe do some role plays with your Sales Team. You can test out your sales pitch and have a team member respond with hesitations – now see if you can confidently reassure your customer.
5. Know the market
The business world is competitive. No doubt about it. Knowing where your strengths are and focusing on these can lead to a quick sale.
This relates to point 2 – be prepared.
Research, research and research some more. Know where you product is superior to your competitors and make sure you point this out. Sell yourself in the areas that really count!
6. Be aware!
Don’t say something you are going to regret the moment it comes out of your mouth. No matter what happens during your sales pitch, be professional and remember not to make things personal.
Be polite, friendly, honest and respectful at all times – your professional demeanour will show your clients you are proud and confident in your product. Preparation is always the key!
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