The power of selling out
By TRISOFT team
Selling is the art of matching product benefits with customer needs or desires. The best way to sell your products or services is to communicate their value to your potential customers. Leading them through the purchasing decision and facilitating a satisfying transaction will determine the success of the deal. Having the right sales strategy will definitely make or break your business.
It would be great to have an arsenal of effective selling techniques. But some sales strategies come and go with the bestselling book of the month. There is a lot of conventional wisdom out there, but in fact few techniques are firmly here to stay.
Let’s find 5 of those that really work.
1. Understand your market
Above all else, you can’t be an effective salesperson if you don’t understand who you are selling to and what the market landscape looks like. We’re not talking about just knowing their name, title, company name, website URL and email. We’re talking about really understanding what makes them tick.
It’s not just about who you’re talking to though — it’s also about who else is crowding your space. What does the competitive landscape look like? How does your solution stack up? Examine how the competition is selling and pitching, and do something different. You want to stand out and be unique, while still speaking to what your prospects need (and want).
2. Foster a sales-driven culture
While we’re all about strengthening the bond between marketing and sales, a great way to help ensure the success of your sales team, is to make sure you’re fostering a sales-driven culture.
That doesn’t mean that the company revolves around your sales team, it just means that there is an emphasis on sales — chasing prospects, winning deals and ultimately, driving more revenue for the company.
3. Focus on the data
When you’re a small company, efficiencies can help tremendously. Not just in spreading the workload and helping you feel more sane, but when generating revenue as well. Pay close attention to your metrics, find out what’s working and what isn’t. What’s helping your sales team close more deals? What seems to be something they’re stumbling over?
Data doesn’t lie (at least not most of the time), so listening to the numbers is a critical component to your sales success.
We know that data analysis can take a lot of time, so we suggest that if you’re not accustomed to measuring your sales efforts, start with bi-annual reports and make them as in-depth and detailed as possible. Once you’ve gotten to that point, start doing quarterly reports — these can be a little lighter than the bi-annual ones, but still contain a lot of detailed metrics. The goal is that each of the reports shows you something from a different perspective. By looking at different trends you can make smarter decisions that will ultimately get you more results in the long-run.
4. Build trust through education
Building trust can be difficult when you’re trying to sell someone a product or service. We’ve been conditioned to have a bad reaction to a “salesperson” — they’ve been made out to be slimy and untrustworthy.
So today, it’s important that you foster that relationship and build trust with your prospect. And a great way to do that is through education.
When we say education, we’re really talking about content. Use your blog, your premium content offers, your webinars, etc., to help educate your prospect on what your organization offers. Don’t just go in for the hard pitch right away. If you help to educate them, enabling them to make their own decisions (which you have helped guide towards your solution), they will begin to trust you. And once you have trust, you’re much more likely to be able to win the relationship.
5. Make the customer the hero
Every story has a hero. Who is the hero of your story? Is it your company and/or solution? If the answer is yes, then you need to rework your story — and make the customer the hero. The customer is the one who needs to save the day, not you. Your role is that of the mentor. You are there to help your customers see what has changed in their world and how they can adapt and better survive and thrive.
So, as you can see, sales is not a “one size fits all” solution. You need to employ the right tactics and hire the right type of salespeople, to fulfill whichever of the above techniques is most relevant for your business.
TRISOFT’s advice: Avoid the biggest mistake most entrepreneurs make: being so focused on selling your product that you forget to think about the solutions and insights your product offers. So, our advice is to do a critical assessment of your own needs, and more importantly your customer’s needs, and then plan your selling strategies accordingly. Taking into account all we have depicted above will help you make a great start in selling your business better and more efficiently.