18 proven Sales Tactics that Work anywhere in any Industry – round the World
Follow-up, Solve Problems, Listen, Referrals, Relationships, Needs, Leads, Pain Points, Story-Telling, Guarantee, Goals & Plan, Proof, Positive Mindset.
Developing a strong Sales program is the most critical aspect of any business. Without effective sales strategies, companies will not be able to compete & grow. You must learn how to implement proven sales tactics that work. These sorts of sales tactics do more than just help to close individual sales; they help to generate additional prospects for future sales.
Duty. As a CEO or Manager, one of your responsibilities is to provide key individuals with effective sales training and sales strategies that will increase your company’s profits. Effective sales processes are not just about working hard and putting in long hours. In fact, many sales persons work long and hard without experiencing results.
Tactics. Effective sales strategies involve employing the best strategies in the right situations. Here are 18 Sales Tactics that can work for sales in any industry.
1. Be persistent with Leads and develop the habit of following-up with each Customer.
According to the latest sales research, 80 % of sales transactions require 5 interactions after the first contact with a customer. Many people are primarily concerned with immediate sales. If they do not get the sale at the first meeting, they silently give up and continue their hunt for the next immediate sale. However, savvy professionals understand that they must nurture viable leads until an action is taken. These ‘rock star’ professionals send Emails, Direct mail, make Phone calls or send Brochures to customers at designated intervals. By taking this action, your customers will think of you when it is time to make their next purchases.
2. Solve your Customers’ Problems.
Successful businesses thrive in competitive industries because they provide solutions to meet their customers’ needs. There are many in sales who do not fully understand their roles in the transaction. Consider this fact: as many as 70 % of your leads are reaching out to you to solve their problems. When customers contact your company, your sales people must be able to demonstrate to them – how they can quickly and easily solve their problems.
3. Develop the Ability to actively listen to Customers.
Customers have access to pages of information on the Internet. In many instances, they may be as knowledgeable as your sales people. When your sales interact with knowledgeable customers, they might be tempted to talk constantly to show them that they are qualified. It is important to remind your sales-people that they should never get into a knowledge power struggle with customers. Sales should always listen more than they talk !!! Simply listening to customers’ answers can be one of the most effective sales tactics in your team’s arsenal. They should ask questions that probe into their clients’ thought processes and carefully consider the responses. The goal is to make customers feel as if they are respected throughout the sales process.
4. Use polite Terms when you discuss the Competition.
Your sales team should always strive to present themselves in a positive light and use professional language. There is nothing that screams unprofessional like using derogatory terms to discuss other people or companies. Although customers may participate in the negative conversation, bad mouthing any person or company is never a good sales tactic. If a competitor does not have a good reputation, the members of your sales team should remain neutral.
5. Earn your Referrals before you ask for them.
Sales know that Referrals are the proverbial ‘Holy Grail’ of marketing. In fact, 91 % of Customers will provide a referral contact to a sales person that they like. Before you think about asking your Customers for referrals, you should focus on providing them with a top quality customer service experience. During your transactions, your goal is to develop positive relationships with your customers. After you have determined that they are happy with your services, it is a good idea to pursue the referrals.
6. Ask for Referrals from your Customers.
You might not believe it, but only 11 % of sales ask Customers for referrals. According to this data, the majority of salespeople are leaving money on the table. Most customers are generous, and they would happily share your good customer service with friends, family members & colleagues, but you have to ask !!! If your sales waits for their Customers to initiate a conversation about referrals, it might never happen. Teach your sales how to integrate referral conversations into the sales process at the appropriate time.
7. Adhere to strict Deadlines with your Customers.
Sales must create a sense of urgency with customers, or the deals will take much longer than necessary. Changing deadlines according to the whims of each customer makes sales lose credibility. The old adage, “Where there is a will there is a way”, applies here. If customers want to meet the obligations of a transaction by the deadline, they will definitely find a way to make it happen.
8. Develop Relationships with your Customers.
Without customer relationships, it can seem as if you are always in the vicious cycle of trying to ‘drum up’ new business. Your past customers can be an excellent source of new transactions for years to come. When your initial transaction is completed, you do not have to end the relationship at that point. Find creative ways to keep in contact with your customers even after you close the deal.
9. Identify your Customers’ needs, then meet them !!!
Sales should never lose sight that the only purpose of the sales transaction is to help customers. Since transactions are closely associated with money, it is easy to lose sight of this fact. Create a List of Questions that you can use to pinpoint exactly what the Customer needs from the transaction. These questions will enable you to save time with customers and get to the heart of the matter. Once customers believe that you under stand their situation, they will work with you to meet their needs.
10. Be able to distinguish a Lead from a Customer and act accordingly.
Brace yourself for this disheartening fact. According to a report by Gleanster Research, only 25 % of all leads are legitimate and ready to complete a transaction. Leads are potential transactions, and you cannot bank your future on potential alone. You should categorize your leads and create campaigns to interact with each type. For example, warm leads should have a different marketing strategy than cold calls. Time is a limited resource. It is best to use it wisely !!!
11. Solicit Targeted Leads.
A difficult lesson for many sales people to learn is that every person with a pulse will not be a customer. Since this is the case, sales professionals must create a strategic plan to attract customers that fit their Target markets. One way to do this is to make good use of technology to find leads that could use your services. Once you have found your potential customers, create a customized Sales Pitch that will appeal to each demographic.
12. Learn to uncover each Customer’s ‘pain points’.
TV ads are known for pushing the viewer’s hot buttons in order to get them to take action. Fear of loss is the most common pain points that advertisers address. The primary mission of every sales person – is to find a Customer’s pain points and use them to their advantage. “In order to get what you want, help them get what they want.” Sales can start the search for pain points by asking closed-ended Questions that only require a ‘yes’ or ‘no’ answer. As the customer begins to feel comfortable, the sales person should ask open-ended Questions that will prompt customers to reveal additional information. Once the vital information is discovered, salespeople can use it to help their Customers take action !!!
13. Master the art of Story-Telling.
When sales meets with customers, they are usually armed with all sorts of facts & data. Although data may seem important, studies suggest that only 5 % of people remember statistics after a presentation. However, an impressive 63 % of people remember Stories after a presentation. Sales needs to arm themselves with stories about relevant experiences of people who have received favorable results after using their products and services.
14. Stand by your Product or Service and offer some type of Guarantee.
If your customers are willing to part with their cash, your company should at least be willing to offer a Guarantee on the product or service. The guarantee can be a refund or replacement. If you are afraid of most of your customers taking you up on a money back guarantee policy, you should not be. Less than 10 % of customers return items each year. A product or service guarantee provides your customers with Peace of Mind that lets them know that they are protected in the event that something goes awry.
15. Find Prospects who “want” what have to sell !!!
The best way to navigate through water is to go with the current instead of swimming against it. In sales, going with the current means that if you are selling meat, your leads are people who like meat. If your prospects are vegan, then it will be nearly impossible to sell your chicken products to them. If you want to be certain that your Customers need the items you are selling, you should pre-qualify them before you actively market to them.
16. Develop compelling Goals and an Actionable plan.
Successful people know where they want to go, and they develop an Action Plan to help them propel toward their destination. Goal-setting & planning are critical to any sales team’s success. According to a study conducted by Inc. Magazine, sales that set goals realized a 28 % increase in sales. Teaching goal-setting strategies should be a mandatory part of every organization’s Sales Training.
17. Show Customers proof that your product or service actually works.
When you look at infomercials for weight loss products, they often show ‘before & after’ pictures of previous users of the products. They understand that new customers are motivated by social proof. Sales professionals should keep Customer Testimonials in a binder or in their laptops to share with customers. When customers are able to view the visible proof, they will be more likely to invest in your product or service.
18. Maintain a positive (+) Mindset.
This may seem like a no-brainer, but you might be surprised by the number of sales people who develop a cynical outlook because of sales slumps. Sales professionals must make every effort to remain positive in good or tough times. Developing a positive attitude has many benefits. 1) Customers can tell when you are not in a good mood, and it will affect the transaction. 2) A positive outlook helps sales professionals look for solutions to pending problems. 3) When your sales people are positive, they will be better able to handle stressful situations.
Conclusion.
The above list isn’t just a collection of interesting tips—these are proven sales strategies that work. In this competitive business environment, sales needs to learn all the tricks of the trade in order to close a deal. By using these Sales Tactics that work, your sales can learn to thrive in any economic climate.
Comment: Do you know any other Sales Tactics that work well?
fm Shipiro Sale Trng 5/23 enhanced by Peter/CXO Wiz4.biz
For similar Info, click on Prospecting for Customers.