Wouldn’t it be great if there were just one thing you needed to implement to be more successful in your sales efforts? Unfortunately, there is no silver bullet. Sales success takes hard work and commitment along with skill and savvy. And each of the 10 tips in this
RAIN Sales Training Blog by Erica Stritch takes work. You might already be doing some of these things. But, if you’re not getting the level of sales success you think you should be, review this list and pick out the areas you need to work on. It will certainly help boost your results so you can win more deals.
- Sell solutions to challenges. Mediocre sellers sell features, “My product has 10x more features than the competition at half the price.” Average sellers sell benefits, “Our 8-step process will uncover the levers that lead to great strides in operational efficiencies.” But rainmakers, who have the most sales success, sell solutions to challenges, “From our conversations, I understand A, B, and C are going on in your organization and I think that if you can alleviate C that will lead to an immediate savings of more than $200,000 and more than $1.5 million in savings annually. It will also free up your staff to spend their time on more productive activities.”
- Manage your selling time. It takes just as much time to sell a $25,000 deal as it does to sell a $100,000 deal. Why not invest your time in getting more $100,000 deals?
- Always be… You’ve heard the ABC’s of selling – Always Be Closing. But more important is ABP – Always Be Prospecting. The best way to get over that lost sale is to move onto the next sale in your pipeline. If your pipeline is empty, it is much more difficult to recover. To that end each loss feels much more devastating. Rainmakers are always working to fill the front end of their pipelines by creating new conversations every day.
- Focus on quality, not quantity. To some degree sales is a numbers game. But it is not just about the numbers. The key is to create quality The top rainmakers have strict qualification criteria and don’t waste their time with prospects that are at too low a level, companies that aren’t the right fit, or buyers that don’t have the funds to spend. Rainmakers work hard to find out this information early on, so they don’t spend their precious time on prospects that aren’t going to go anywhere.
- Always have a next step. Never leave a meeting or a conversation without a solid next step that’s been agreed upon. Better yet, always schedule the next step when you have the prospect on the line. Too often you’ll hear objections such as “just email me a few times that will work and we’ll put it on the schedule.” What ends up happening is the prospect goes into the witness protection program, never getting back to you or returning your calls or emails. When a prospect makes a commitment on the spot (putting the next meeting on their calendar), they are much more likely to follow through.
- Shoot high. It’s much more difficult to work your way up in an organization than it is to get referred down. When you start low it’s an uphill battle that is rarely won. When you start high however – at the C-suite – and get referred down, you’re more likely to find the right decision maker. And that person is more willing to take your call.
- Take a page from the boy scouts. Always be prepared. There’s no excuse for not doing your research before a meeting. Ask questions or do a pre-call prior to your meeting to get enough information so that your presentation addresses the company’s challenges.
- Provide value. In her book SNAP Selling, Jill Konrath stresses the importance of providing value in the sales conversation. She calls it being invaluable, and she also points out that it is absolutely the best way to build strong relationships and get the inside track with prospects. Buyers want to work with people who are experts in their trade and can provide value in each and every conversation. What value can you provide, not only once a prospect buys from you, but in your sales conversations leading up to the sale?
- Understand your buyers. There are different preferences and styles of buyers. It’s essential to understand what’s important to each individual buyer and their decision-making process. You might segment the buyers by generation or by using Purchasing Power’s Beyond the Generations white paper that details segments within the generations. When you know what’s important to your buyer audiences, you can more easily match your selling process to their buying process and ultimately win more deals.
- Answer the 'why?' Why should I stop what I am doing to listen to you? Why is your product or service better than the competition? Why does it cost more? Why do I need your product or service? Why should I believe you? In all of your communications and conversations, a series of ‘why’ questions are circling around your prospects’ minds. Don’t wait for your prospect to ask these questions (in many instances they won’t). Instead, be proactive and answer these questions head on.