The recession hasn't left us just yet. It's on the way but we still have hurdles to bypass and sales goals to meet. With the advent of new technology and social media, clients have become more savvy and resourceful. Demonstrations and presentations are still prevalent but selling has become more sophisticated and challenging. Here are some ways to you can evolve your methods for 2013 and beyond.
1. Transitioning
In this connected online world, people expect results fast. It's time to expedite your implementation process. Whether that means processing orders faster or running a quick and smooth installation, you have to show your clients that you can efficiently take orders and implement them without hassle. This compels people to buy faster and with more confidence.
2. Sympathize with their Business model.
They want to hear how your product can positively impact their business. Clients get enough salespeople clogging their phone lines with pitches but do you really understand how your product can help them? Sure you want to make a sale and think your product is beneficial, but clients can find that anywhere these days. A sales pro needs to research the company and provide specific examples of how their product can save time, money and make the end users’ work day more efficient through your product. You shouldn't try to sell to a company if you don't know what they do or who they are, it’s just ignorant.
4. Be honest
Clients don't want to talk to a stranger who is trying to sell them something. They view you as a used car salesman, but instead of them coming to you (most of the time) you are calling them. Instead of offering your pitch from the get go give them the truth. Ask if they have a minute to speak, tell them this is a sales call and let them know you aren't trying to waste their time. They will respect your honesty and give you the same back. Being honest is a sure sign that you are a professional that understands the clients’ schedule. At the end of your introduction tell the client you don't want to waste anyone’s time calling every so often; you should ask for an appointment. If they say no then you don't have to waste your time leaving unanswered voicemails. If they say yes you have made a good impression. If they are finicky (or don't know a good time) tell them when you have available and respectfully ask for an opportunity to further the solution process. Any way you do this, you will have a definite answer and will be able to spend your time doing more productive activities.
5. Be Consistent and Smart
Many of us call over and over once we have had the introduction and then never hear from the client again. Stop doing that. Consistency in sales means you are utilizing all the facets of communication to keep your company fresh in the mind of the client. You have multiple communication tools within your reach like voicemail, email, texting, video calls, social media connections and (if you still have one) fax. Be persistent in your communications but don’t beat the horse to death. Social media has become a default requirement in the sales world. Be inventive in your means of communicating with your clients.
6. Be genuine and show it through content.
Attempts at mixing friendships with selling may fall flat. A salesperson who genuinely listens to their clients will win more business than those who hear but keep to their sales pitch. When contacting them you can add content about yourself by giving them your blog address, newsletter or social media sites. Companies appreciate the value of providing helpful content to potential buyers.
These are just some of the advances the modern salesperson could benefit from. There are plenty more ways to enhance your methods and strategies. The main point of this list is to let the sales rep know to be faster, intuitive, caring, honest, creative and consistent if they want to survive in this new world of social media and technology. Times are changing and sales must adapt with them. The more adept you become at these characteristics the better your relationships with your clients will be.
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