Its a safe bet that many companies have made New Year’s resolutions to increase revenue streams and sales potential as so many companies, large and small, were hit hard in 2009. While becoming leaner organizations can help reduce expenses, there are other strategies that can be employed. This might be the year that your business should focus on creating more efficient, streamlined sales efforts for your company. Think in these terms: moving less, but nevertheless gaining more sales. To do so, you will need to identify key areas where your business can improve to streamline your sales process.
Five areas where businesses can concentrate to improve their sales potential
1. Poor Lead Stewardship.
The number one reason sales are lost is that they are forgotten. Many companies have poor systems, or no systems in place for tracking leads from the moment they are aware of them to the time a customer deal closes. Take a hard look at the “lead leakage” in your business, adopt or modify your existing process, and you’ll see sales climb quickly.
2. Are you Listening?
Any successful salesperson knows that “Sales is a transfer of enthusiasm.” You must be enthusiastic about what you are selling, but you have to also keep your focus on the customer’s needs. Make sure you are asking focused questions about their business process, their sales needs, what’s working, what isn’t and how you can help them achieve their goals. Be relentless, “sell” less, and listen more. There is no price tag on empathy.
3. Lack of Urgency.
Hand in hand with the previous point is how well you are managing urgency. You’ve probably heard many times: The most important question in sales is not “Why should I buy your product or service?” but “Why should I buy your product or service NOW?” Buyers are more cautious than ever, so come up with compelling reasons why they shouldn’t delay making a commitment to your products or services.
4. Craft a new elevator pitch.
The beginning of any dialogue often starts with: “So, what is it that you do?” Even experienced, savvy sales people may use a list of bullet points to explain what they do. What they’re not getting is that your prospects don’t care about what you can do. They really only care what you can do for them to solve their problems. Tell them why you are the best one to provide this solution. It is time well spent to understand exactly what your core value is to your customers and develop the strongest focused messaging to communicate this effectively.
5. Pay for Performance Marketing. True Influence has developed LeadPacs to help companies who don’t have the time, resources or money for in-house multichannel marketing campaigns but need more warm leads for Sales. Pay-for-performance leads mean you get exactly who you want, leads scored on the behavior you specify. Once you provide the content to us, we launch a campaign on your behalf and immediately deliver the results to your Sales Team!