Want to take your business to next level? If so, take these actions. They’re guaranteed to make a difference in your sales results.
1. Clarify your value proposition Strong value propositions are essential for getting in to see corporate buyer. Make sure you can clearly articulate business outcomes customers get as a result of using your product or service.
Be precise - numbers, percentages and time frames make your value proposition even stronger.
2. Target a specific market segment Don't chase every available opportunity. Focus. Focus. Focus. Increase your knowledge and expertise in a particular market segment.
Learn as much as you can about their business needs, terminology, issues and marketplace trends. This significantly increases your client desirability.
3. Prepare Ad Infinitum Today's customers suffer no fools. Unprepared sellers are quickly escorted out door. Before you meet with any new prospect, research their business.
Read their annual report, check out their website, interview their clients, review analyst's reports. Find out what's important to them, their challenges, goals, and strategic imperatives.
4. Create Seductive Ideas Use your brain and think for your prospective and existing customers. They’re so busy putting out fires, they lack time for problem-solving, strategic thinking, creative alternatives or even reflection.
A seller who consistently brings business ideas to relationship becomes indispensable - winning contracts with minimal competition and at full dollar value.
5. Slow Down, Lean Back Don't try to rush sales - even if you’re desperate. Customers feel your push and immediately erect a wall of resistance. On first sales calls do NOT lean forward.
To maintain a consultative approach you must LEAN BACK. The minute you lean forward, you're "selling" - trying to get your customer to buy. Lean back. Slow down. And you'll get business sooner.
6. Pursue Quality, not Quantity Make fewer sales calls - but much better ones. Focus all your efforts on preparing for call. Determine logical next step for each meeting. Then, working backwards, think about what you need to do to make this outcome a reality.