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40+ Sales tips for 2022
Sales meeting tips
After every sales meeting send a personalised diagnosis and proposed prescription.
Always be asking - never leave a meeting without asking for an order, the next meeting, the path forward, etc.
At the end of every appointment put a date in the diary with your client for the next appointment even if it's for a review/update meeting.
Before every sales appointment have a good night's sleep - go into every meeting full of energy, enthusiasm and a fresh face!
Go to the University of the Car! You spend more time in your car than the average university undergraduate spends at lectures. Spend this time wisely by listening to audio books rather than the radio. For £7.49 a month you can download any book from audible.co.uk (even those that cost £80) AND you'll get a free ipod! Listen to sales tips on the way to every sales meeting.
Know your numbers - keep a record of calls to appointments, appointments to quote and quote to margin (sale). If your ratio is 4 appointments to a sale then you can cope with 3 successive rejections easier as statistically your next meeting will be a sale!
Research the business and the person that you're meeting beforehand. You'll find the career histories of many directors on thinks like LinkedIn and Ecademy - 'gen' up beforehand.
Never launch straight into your sales pitch at an appointment - build rapport and be interested in them, their business and what they are looking to achieve.
Hitting sales targets
Buying cycles are 40% longer in tough economic times - make sure that you have the pipeline to cover this.
Focus on winning bigger accounts (and then keep them by consistent delivery) remember that 60% of IT spending comes from the top 2% of global 2000 companies.
Sell more to existing clients. Look after your major clients - 80/20 rule.
Ensure all ongoing contracts, like maintenance contracts., have a review date. Increase prices gradually in line with your own service providers - maintain your bottom line.
Never negotiate too early and never negotiate on price - always try to persuade to reach agreement without varying the margin.
Ask for referrals/testimonials in the letter accompanying every invoice.
Get repeat business and always get referrals - get more business from fewer clients - have rich relationships.
Don't chase every opportunity - thoroughly qualify beforehand and focus on the best opportunities. Save time by chasing everything and pour that time, effort and resource into the sales that you really want to win.
Closing a deal
'Sell' rather than 'Tell' - don't become a walking brochure and sell through effective questions to understand your client needs.
Be convinced - be convinced and proud that your product/service adds value.
Be realistic with what your product/service will achieve - always be honest.
Be yourself and remember the 3 'li's - i) Profit - how will my product/service improve efficiency, decrease cost, provide return on investment, etc. ii) Peace of Mind - what peace of mind will my product/service offer my client and iii) Purpose.
Avoid talking price to early - sell first, provide the value that your product/service offers.
Sell safety and reliability - sell the financial stability of your business , offer guarantees and detail your product reliability - sell on safety. In tough economic times buying decisions are more frequently made by committee and wrong buying decisions are scrutinised more carefully. 4 out of 5 will pay more if the chances of a successful result are higher (or the risks are deemed lower). Remember the famous advert "Nobody ever got fired for choosing IBM".
Remember that the person that 'orders' the work isn't always the one that 'authorises' the work.
Accept that you are a sales professional and ask yourself what it takes to be as effective a sales person that you can possible be.
Check daily your attitude and belief systems to be as successful in selling as you can possibly be.
'Eat your own Dogfood' - don't propose a product/service that you do not use yourself!
Forming client relationships
Always maintain solid eye contact.
Let your client speak - don't tell. Let your client identify and articulate the problem before you start to prescribe the solution.
Use mirroring at every opportunity both on the phone and face-to-face.
You're judged by what you do rather than what you say. How frustrating is the phrase "your call is important to us, please hold" when you've been holding for 30 minutes!
Personalise every sales correspondence that you send - email, letters, etc. If you send standard mails personalise them around the conversations that you've had.
Call after completing every piece of business to check satisfaction and gain referrals.
Offer 100% transparency.
Offer 24/7 contact to your clients.
Offer incentives and freebies that add value to your client.
Improving your sales process
Have scripts and guidelines - you don't have to follow that but it will help you achieve consistency in your sales performance.
Enjoy the sales process - enjoy the ride and the journey where it takes you. Learn something from every sales process.
Review your sales process on a regular basis - is it as successful as it can possibly be.
Work your pipeline, know your pipeline, pipeline is key!
Map out your customer experience and have feedback points along the entire path of your service delivery.
Keep abreast of the latest news and technologies. Know your client's market - cut out articles and send article links to your clients.
Have professional paperwork - make sure that the branding and message is consistent throughout.
For more advice, visit our page on Sales Training.
We hope that you find these tips useful. Happy selling!Published: 29th December 2021
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