Most likely your sales targets are set in place for 2017. One of the biggest challenges business owners encounter is attaining sales volume goals. There are many influences that are beyond your control and will impact reaching targets such as: the economy and competition. One manageable factor is your sales employees that are in direct contact with your clients.
Did you know that 48% of sales people never follow up with a prospect client? The following sales statistics are shocking.
Listed are some practices and questions to help achieve sales targets.
Allocate time for new business
Sales people typically depend on existing clients to make sales targets. Set aside time to search for new business opportunities either within an existing account or with a totally new business. The time you devote to seeking new business will reflect in your sale targets.
How can you improve your value proposition?
Concentrate on your prospect client and convey the results your company can help them achieve. Avoid over bragging about the awards your business has won. Do not inundate potential clients with information overload. Refine your sales pitch, develop a 30- 60 second sales pitch that covers all key aspects that will benefit the client.
Do you ask the right questions?
Many sales people tend to believe they are good at asking questions. Do they really ask the right questions at the right time? As a sales person are you really listening to the client and understanding their current position? Improve your listening and questioning skills. Ask valid and valuable questions that will make your potential client think, this will immediately set you apart from competitors.
Do you ask for referrals?
Referrals are a great way to effectively grow a business, however it takes time to achieve. Firstly, be excellent at your job, your clients will only refer you if you’ve pleased them. Go the extra mile with your clients to gain referrals. Do you have a referral mindset? If you want to get referrals, you should give referrals. Help your contacts and business connections grow their business by linking them with people in your network, and they will tend to return the favour to you. Do not treat a referral as a cold call, enter into the conversation with a friendly tone and build the relationship.
Personalise your presentations
Do you use the same presentation for each prospect? Modify each sales presentation to address the target needs of each potential client. Therefore, prepare and practice each sales presentation before you meet with your prospect. Research as much information on your prospect and ensure your facts are up-to-date and correct.
Get the go ahead
As obvious as this is, many sales people fail to gain some type of agreement or confirmation when they communicate with a prospective client. Ensure to ask for commitment at each phase of the process, in order to get closer to closing the deal. Gain agreement by asking questions such as “Here is the next stage, are you ready to move forward?” or “What are the next steps you want to take?”.
Stay in the running
A follow up call is not enough to keep your name familiar with your prospect client. Find resourceful ways to keep at the forefront, this can be in the form of an invite to networking events or coffee, volunteering useful information or introducers to connections within the same industry. Get creative and find ways to keep your name in your prospects mind.
Whether it’s taking a new course, joining mastermind groups, attend networking events, listen to podcasts or business breakfast radio, read more business publications, follow bloggers or starting your own blog etc. Knowledge is power therefore apply the concepts into your business and improve your sales skills.
Why should customers stay with you?
We take our customers for granted in the hope that they will remain loyal repeat customers. However, in today’s business environment you need to continually demonstrate to your current customers why they should continue to purchase your product or service. Source ways to retain customer loyalty.
How do you achieve your sales targets?