Google, blogs and other internet trends have transformed the
way people and business purchase products, much business have outdated sales
techniques for prospecting for qualified leads. 60% of the sales peoples time
is spend for prospecting, which can be effectively used for sales closing and
account management. Its time to rethink the sales strategy within the
organization. Here are the four essential areas to focus on to gain efficiency
in the business.
- Focus on the need
During selling, the focus should
be on the customer need and solution to their issues. Solution needs to be
provided by the company upon the demand from the customer. In order to satisfy
customer needs companies have to optimize its resources to proactively answer
the solution and find means and ways to support the company. Focus in the core
business is the key. Clients don’t want to buy
products, they want help. The best way to help them is with both your
product & your expertise. Educate rather than sell.
- Product is well known to the client before sales person strikes him
Now a days 70% of the sales cycle
would be completed before the sales persons first meeting with the client. The
information on any product and service is readily available in Google and in
the era of strong inbound marketing tactics (leads generated through social
media, blog and email marketing) companies are well versed with the market
knowledge. As outbound sales (meetings, trade shows & business cards) is an
expensive proposition, it is recommended
to educate customer through long term inbound marketing to attract them than
chasing.
- Prospecting is not the responsibility of the sales person
Qualification of the sales leads
are outsourced as the internal lead hunting leads sales team with lack of
motivation, lack of focus, lack of proper training and support and unclear
metrics. Specialize the sales team on closing and account management. If you can’t
specialize today, create a plan on how and when you can.
- Objective of your customer in mind
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