Do you recall your first attempt at selling? How uneasy you felt and how unsure you were if you would be able to close just one sale?
With a couple of years down the line selling to clients, I have come to realize that there are 5 keys to selling right the first time and every time. These keys work across multi-sector industries. Be sure to drop a comment at the end if you have gleaned some value from this article.
Goal Setting:
You need to start from the expected results and work your way through.
Be sure you tick off the following:
- Leads you intend to generate
- No of the leads that will be converted to prospects
- No of the prospects that will be converted to customers
- No of the customers that will be converted to returning customers
- Realistic time frames
- Expected revenue.
Once your goals are clearly mapped out, you can then develop plans to meet your set goals
You must understand the sales process of your organization, product, or service
Sales is a science and a technology and it is as dynamic as marketing. Your business sales process is different from others so you must identify your Coy’s sales process or funnel by learning amongst several other things the following:
- Product positioning which helps you with pitching to the right prospect
- The right messaging for your target audience
- Identifying your ideal customer
Know and understand your customers business pains:
An authentic business pain is one that is critical to your customer’s business success and growth and knowing your customer’s business pain is key to the success of your pitch.
Most likely, a budget has been set aside to take care of this pain. If you are able to differentiate this core pain and proffer a solution for it, then you are on the path to success.
You see buyers need to be confident and assured that you can solve their problems and if your product or service actually did solve their business needs, then a relationship is birthed, grown, and sustained in the long run.
Always remember that a brand is a promise kept.
Track and measure every step of the way:
Avoid the trap of waiting for your monthly reviews before measuring the effectiveness of your plans. Track measure and solve your challenges on the go.
Check your current sales rate and do a forecast to help you determine if you will hit your projections at the end of the month. Are you converting leads to prospects and then to customers? If you need to tweak something, quickly do so before it is too late. While efforts are recognized and appreciated, It is always all about results at the end of the day.
You must sell to the right people:
Most salesmen get caught up in the web of reaching people who are not interested in what you have to offer. When you can curate helpful content for your prospects, you begin to add value, trust is built and your chances of closing sales are increased. Read here how to get your ideal clients.
If you have any questions, please drop us a comment.
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