Sales strategies are one of the most important pillars in any company in order to achieve good economic results and growth.
Sales strategies define the actions that will contribute to the growth of the company so that it can achieve the expected profitability. Not all sales require the same strategies, as the channel, product or service changes the rules of the game.
Sales experts have written extensively about strategies and tips to increase credibility and successfully encourage the closing of the sale; in this article we will delve into strategies, sales tips, and entrepreneurs advice all summarised in a few words.
As a company that provides management for other companies, we know how hard is to start and maintain your own business. Sometimes you may feel a little lost about what your next move will be or simply afraid of failing in your task to have a successful business. In this piece, we bring to you 9 sales expert advice directly from Martin Zwilling, the Founder, and CEO of Startup Professionals, a company that provides services to startup founders around the world.
âMost aspiring entrepreneurs believe that a great idea alone will assure business success. Experts argue that itâs more important to have a great plan and personal business acumen. Hardly anyone mentions selling principles. Yet in this age when customers have a thousand alternatives and are overwhelmed by a multitude of messages, sales efforts can make or break a business,â
Focus on what customers want to buy not what you want to sell:
You can either find customers for your solution or you can find solutions for your customers. The smart answer is to find solutions your customers need. As entrepreneur advice, putting all your effort into driving your favorite solution can lead to forgetting the problem being addressed in the first place.
Your first idea about where pain resides is nearly always wrong:
Smart founders and smart salespeople look for customers with a painful problem, rather than pushing a nice-to-have solution. No pain usually means no sales. Then every startup has to learn to pivot because their first understanding of the real problem is usually not quite right.
Your price and their value are not the same thing:
Entrepreneurs set the price of their solution based on their costs, and their perception of value. Customers set value based on similar products found. For example, with smartphone apps, most are free. Thus, no matter what your value, itâs hard to build an app business that makes money today.
You and the customer have to be on the same side:
Too many entrepreneurs, especially ones with work-at-home schemes and multi-level marketing, believe that someone has to lose to help them win. Like many salespeople, they see themselves as hunters. With the best solutions, the customer gets a value that exceeds your revenue.
You are not the servant of your customer:
At the same time, every customer isnât always right. Entrepreneurs need to be customer advocates but not slaves to their every whim. Businesses must part quickly with low-profit or abusive customers to focus on those who deliver a greater return and appreciate the value their solution provides.
Proactively look for problems, rather than react only:
In every new business, as in every sales territory, problems happen. Reacting to a customer crisis is always more expensive to recover than to view a problem brewing, and head it off with proper actions. That mentality has to be part of the culture of every startup team member from the start.
Make the tough decision rather than no decision:
Itâs easy for entrepreneurs to postpone decisions in tough situations, in favor of more study. Yet a startup image can be destroyed more quickly than a big auto company, by not taking action on a customer problem today. Salespeople alike, who wonât face their fears, lose in the long run.
Telling isnât selling:
Having a snappy presentation on your solution or startup is great, but itâs only half the battle. Entrepreneurs need to actively listen to customers, investors, and other constituents, just like salespeople need to listen before they talk. Push marketing doesnât work well today, in the age of interactive networking and peer reviews.
People buy from people and companies they like:
Entrepreneurs who fail to invest in establishing rapport with their customers will suffer the same consequences as salespeople who donât put themselves in the shoes of their prospects. Through social media and customer interaction, you must convince customers that your culture matches theirs.
Best Sales Strategies for Beginners
Starting out in sales can be daunting, but with the right strategies, beginners can succeed and build a strong foundation for their career. Whether you’re selling a product or service, these five key strategies can help you navigate the sales world more effectively.
1. Know Everything About Your Product
As an entrepreneur’s advice, you must know your product inside and out, which is one of the most fundamental aspects of successful selling. This means understanding its features, benefits, and unique selling points. When you have a deep knowledge of what you’re selling, you can confidently address any questions or concerns that potential customers may have. Take the time to familiarize yourself with your product’s specifications, uses, and advantages over competitors. This expertise will instill trust in your customers and increase your credibility as a salesperson.
2. Understand the Prospectâs Pain Points
Effective selling involves more than just pitching your product; it requires understanding the needs and pain points of your prospective customers. Take the time to listen to your prospects and ask probing questions to uncover their challenges and objectives. By understanding their pain points, you can tailor your sales pitch to address their specific needs and demonstrate how your product or service can provide a solution. This personalized approach not only increases the likelihood of making a sale but also fosters stronger relationships with your customers.
3. Know Your Customer in Advance
Before engaging with a potential customer, take the time to research and understand their business or personal preferences. Utilize available resources such as social media profiles, company websites, and industry news to gather relevant information about your prospects. Understanding their background, interests, and pain points can help you tailor your sales pitch to resonate with their needs and priorities. Additionally, demonstrating that you’ve done your homework shows professionalism and dedication, which can positively influence the prospect’s perception of you and your offering.
4. Always Follow Up
Following up with prospects is essential for maintaining momentum and closing sales. Many deals are lost simply because salespeople fail to follow up consistently. After an initial meeting or communication, make it a priority to follow up promptly with additional information, answers to questions, or to schedule a follow-up discussion. Persistence is key in sales, and consistent follow-up demonstrates your commitment to helping the prospect find the right solution for their needs. Implementing a structured follow-up process, such as setting reminders or using a CRM system, can help you stay organized and ensure that no opportunity falls through the cracks.
5. Use Rejection as an Opportunity
Rejection is an inevitable part of the sales process, but it’s essential to view it as an opportunity for growth rather than a setback. Instead of letting rejection discourage you, use it as a learning experience to refine your approach and improve your skills. Ask for feedback from prospects who choose not to move forward with your offering, and use their insights to identify areas for improvement. Remember that each rejection brings you one step closer to a successful sale, and maintaining a positive attitude in the face of adversity is crucial for long-term success in sales.
Sales Advice by Sale Type
Sales requires a diverse set of skills and strategies, tailored to the specific context of each sales interaction. Whether you’re prospecting, emailing, calling, engaging in conversations, delivering presentations, or closing deals, understanding the nuances of each sales type is essential for success. In this comprehensive guide, we take sales advice proved by sales experts, we’ll explore a range of sales tips categorized by different sales types, equipping you with the knowledge and techniques needed to excel in every aspect of the sales process.
Prospecting Sales Tips
Prospecting is the foundation of successful sales. It involves identifying potential customers or leads and initiating contact with them. Here are some tips to improve your prospecting efforts:
- Research your target audience: Understand the demographics, needs, and pain points of your ideal customers to tailor your approach effectively.
- Utilize multiple channels: Explore various platforms such as social media, networking events, and industry forums to reach potential leads.
- Personalize your outreach: Craft personalized messages that demonstrate your understanding of the prospect’s needs and how your product or service can address them.
- Follow up consistently: Don’t give up after the first attempt. Follow up with prospects regularly to maintain engagement and build rapport.
- Track your results: Keep track of your prospecting activities and measure their effectiveness to refine your approach over time.
Email Sales Tips
Emails are a powerful tool for sales communication, but they require careful crafting to be effective. Here are some tips for successful email sales:
- Craft compelling subject lines: Capture the recipient’s attention with concise and engaging subject lines that entice them to open the email.
- Personalize your message: Address the recipient by name and tailor the content of your email to their specific needs and interests.
- Keep it concise: Another sales advice on email marketing is to avoid lengthy paragraphs and get straight to the point. Focus on highlighting the benefits of your offering and include a clear call-to-action.
- Use visuals strategically: Incorporate eye-catching visuals such as images or videos to break up text and make your email more visually appealing.
- Follow up promptly: If you don’t receive a response, follow up with a polite reminder to keep the conversation going.
Calling Sales Tips
Cold calling can be intimidating, but with the right approach, it can yield positive results. Here are some tips for effective sales calls:
- Prepare a script: Plan out what you want to say in advance, but remain flexible to adapt to the prospect’s responses.
- Focus on building rapport: Start the call with a friendly greeting and aim to establish a connection with the prospect before diving into your pitch.
- Listen actively: Pay close attention to the prospect’s responses and ask open-ended questions to uncover their needs and pain points.
- Highlight the value proposition: Clearly communicate the benefits of your offering and how it can solve the prospect’s problems or fulfill their needs.
- Handle objections gracefully: Anticipate common objections and prepare responses to address them confidently without being pushy.
Conversation Sales Tips
Successful sales conversations involve more than just pitching your product or service. Here are some tips to make your conversations more engaging and productive:
- Ask open-ended questions: As entrepreneur advice, encourage the prospect to share their thoughts and feelings by asking questions that require more than a simple yes or no answer.
- Practice active listening: Focus on what the prospect is saying without interrupting, and demonstrate empathy by acknowledging their concerns.
- Tailor your message: Customize your approach based on the prospect’s responses and feedback to ensure it resonates with their needs and interests.
- Provide value: Offer insights, advice, or resources that demonstrate your expertise and help the prospect address their challenges.
- Guide the conversation: Lead the conversation towards a desired outcome, whether it’s scheduling a follow-up meeting or moving towards a purchase decision.
Presentation Sales Tips
A compelling presentation can make all the difference in closing a sale. Here are some tips for delivering impactful sales presentations:
- Know your audience: Tailor your presentation to the interests and needs of your audience, and adjust your content accordingly.
- Focus on benefits: Highlight the benefits of your product or service rather than just listing features, and illustrate how it can solve the prospect’s problems or improve their life.
- Use visuals effectively: As per the entrepreneur’s advice, incorporate slides, images, or videos to enhance your presentation and make key points more memorable.
- Practice delivery: Rehearse your presentation multiple times to ensure smooth delivery and confidence in your message.
- Encourage interaction: Engage the audience by asking questions, soliciting feedback, and inviting participation to keep them actively involved in the presentation.
Closing Sales Tips
Closing the deal is the ultimate goal of any sales conversation. Here are some tips to help you seal the deal:
- Ask for the sale: Don’t be afraid to directly ask the prospect if they’re ready to move forward with the purchase.
- Overcome objections: Address any remaining concerns or objections the prospect may have and provide reassurance or additional information to alleviate their doubts.
- Offer incentives: Sweeten the deal by offering discounts, bonuses, or other incentives to encourage the prospect to make a decision.
- Create a sense of urgency: Highlight any time-sensitive offers or limited availability to motivate the prospect to act quickly.
- Follow up promptly: After securing the sale, follow up with the prospect to confirm the details and express appreciation for their business.
General Sales Tips
In addition to the specific strategies outlined above, here are some general tips to help you succeed in sales:
- Stay organized: Sales experts recommend racking your leads, contacts, and interactions using a CRM system or other tools to stay organized and follow up effectively.
- Continuously learn: Stay updated on industry trends, sales techniques, and product knowledge to remain competitive and adapt to changing market conditions.
- Build relationships: Focus on building long-term relationships with your customers rather than just making a sale. Foster trust and loyalty by providing excellent service and support.
- Stay positive: Sales can be challenging, but maintaining a positive attitude and persevering through rejection is essential for success.
- Celebrate successes: Acknowledge and celebrate your achievements, whether it’s closing a sale, reaching a sales target, or receiving positive feedback from a customer.
Work With Connect2BPO
Thank you for making it this far. We hope that this complete guide, built with advice from entrepreneurs and sales experts, will lead you to success in the commercial world and that your sales will become a reality!
At ConnectBPO, we have worked with sales agents who easily achieve their goals; we have permeated the legal, insurance, real estate, and other industries; if you are more interested in outsourcing your sales team, we can help you.
Book an appointment with us to discuss your business needs and develop a solution that will take your company to the next level.
