Improving sales performance on a budget CAN be done. Yes; the selling process has never been more complex, and yes; there’s more competition than ever. But that doesn’t mean tapping into you stream of potential clients can’t be done. It can, and it doesn’t need to cost you a fortune.
Here at JWPS, we’re experts in educating people on how to utilise their company’s strengths to improve sales performance. So grab a cuppa, and settle down to read these tips. Implementing them will benefit your business, we promise!
Many people make the mistake of delivering a one sided pitch, whereby a salesperson talks AT their client. Getting your point across is one thing, but using this alone as your pitch technique is riddled with problems. The most effective way to take your pitch to the next level is to get real and have a conversation. Ask relevant questions, really listen to your prospect, figure out what their problems are, and offer them a viable solution. Seeing your pitch as an interaction, with information shared on both sides, is the best approach to take; trust us.
Educate your Customers
We’ve established that your potential customers are looking for a solution to their problem. Now it’s time to show them that not only have you got the solution, you can explain it to them, teach them about its advantages, and in turn generate long term customer loyalty and sustainable profitability. Although it might take time and considerable effort in the beginning, collating your knowledge into helpful information that is easily accessible to your customers is a great way to educate them.
Whether it’s a user guide, an ebook, or a simple document containing frequently asked questions, your customers can use these recourses to learn more without wasting valuable time whenever a question crops up. Not only will this save time in the long run for you, your customers will be equipped with everything they need to make the most out of your product or service.
This is another great hack for increasing your productivity with regard to sales, without any financial outlay. It’s been proven time and time again that the most efficient, productive and successful people work using tried and tested systems that allow them to produce high quality work whilst doing so in the most streamlined manner. Templates allow sales representatives to replicate their best work time and time again; testing out different methods, sales strategies and communication systems to build templates of the most effective pitches, emails, and offerings.
Fine tune your templates as you go; but streamlining your method of working can save valuable time and money in the long run, whilst maintaining a high quality of work and excellent relationships with new and existing customers.
Use your Sales Leaders
The chances are, you have some talented and successful people in your sales team. Identify them, and use them to help other members of the team. Despite the competitiveness associated with sales that can occur in even a tight knit team, sharing techniques and successful sales methods is a sure fire way to utilise your current performing staff to coach those who may need a boost. Sharing best practices and special sales techniques will allow those sharing to enjoy the recognition, and allow other members to use the advice to increase their sales. If you have the resources in house; use them!
Got your sale? Great; but don’t stop there. It is absolutely critical to retain customers once you have them on board. Every customer is a valuable addition to your portfolio, and another potentially profitable account in the bag. Why replace lost customers, or endlessly hunt for new ones, when you can nurture those you already have?
Keep in close contact with existing customers in any way possible; sending them frequent newsletters, new testimonials, or recent case studies are all great ways to keep in touch, and keep your business at the forefront of their minds.
Sales Consultancy with JWPS
JWPS sales consultants offer tried and tested methods to help you unleash your company’s sales potential through analysis and planning, providing you with a roadmap for growth. To find out more about our sales consultancy services, or to book your free initial consultation, call us today on 0845 644 0637.