Sales Tip 1. Continuous Prospecting
You can’t always rely on your existing customers to hit your sales targets. Existing customers are always looking for ways to reduce costs in their businesses and maybe you and your product or service were one of those costs?
Prospecting should be done on a continuous basis…
Sales Tip 2. Educate yourself on the competition
If you truly want to be able to sell against your competition, you’d better know them… inside and out. You need to know about their marketing and promotion, their sales campaigns, their products and services, their strengths and weaknesses and much of this in the public domain.
Sales Tip 3. Write a Sales Plan
Not War & Peace but a specific document, written down, with a focused plan of how the team or business is going to secure business.
It does not need to be any more than a page of A 4 but without a proper sales plan in place, most people will miss opportunities that they could have converted and miss other opportunities they weren’t even aware of.
Make sure you have a sales plan in place
Sales Tip 4. Focus On Your Pipeline
I have spoken to many managers throughout the year that had stopped doing sales meetings, stopped doing joint field visits with their team and stopped checking their sales pipelines. Surprised?
When I’d ask them when the last sales meeting they conducted with their entire team was, they’d say things like… “It costs a lot to get everyone together for a whole day” or “I don’t know what we’d do for an entire day”.
I am afraid that it doesn’t give you a lot of faith, does it?
Sales Tip 5. Sharpen up your sales skills
Does this sound familiar …...
- Prospects are taking longer to make decisions
- Higher level decision makers were getting involved
- Return on investment needed to be proven at every stage
- More competitors were involved in every sale
- Prospects were looking to negotiate all your profit out of every deal.
Many of the basic sales skills that are needed for success had been taken for granted as invariably training is the first item to be axed from the company budget.
Are your basic sales skills in place?
A few further questions to ponder…
- How did you and you team’s sales skills measure up?
- What are you going to do to improve that this year?
- Can old dogs be taught new tricks?
Consider training as an investment and not a cost!
Focusing on these 5 key tips and they may well help you convert some more prospects to clients and good luck and let me know how you get on.