Sales processes are like life: they are always in motion and need to be constantly improved.
Isn't this profound?
Many entrepreneurs make the mistake of thinking that everything is won and forget that they need to constantly reinvent themselves, which ends up causing losses and even the bankruptcy of a company in the long term.
Some principles that seem right and consolidated are not always what they seem and can, in fact, hide traps for your business.
Analyzing the sales scenario, Jill Konrath, author of “Snap taiwan email list Selling”, listed seven paradoxical sales principles that must be analyzed and taken into consideration for you and your company to be successful in the long term. Check them out:
1. To get more sales, stop selling
That’s right, you didn’t misunderstand. When people feel like you’re trying to sell them something, they automatically react negatively and create barriers. So, keep your focus on helping your prospects achieve their professional and personal goals, not just on selling.
Think about the new social selling techniques , which make use of social networks and new ways of connecting with people. This way of selling is less intrusive and contributes to a more genuine connection with potential customers.
2. To improve your sales cycle, slow down
The faster you accelerate and push to close a deal, the more resistance you will encounter. So take it one step at a time. When your prospects know that you want to help them make the right decision, not the quickest one, the process will move faster, believe me. Consider using inside sales to keep the momentum going and help with follow-up .
3. To make decisions easier, offer fewer options
When you increase the complexity of decisions, you decrease the likelihood of making a sale. To help your customers or prospects move forward, give them fewer options to choose from. Keep in mind that the simpler the better.
4. Prepare hard and look natural
Most clients are very well prepared when it comes to their interests. So if you don’t have a proper presentation and answers to all their questions, you’ll probably do poorly in a meeting. If you prepare thoroughly, everything will seem more natural and the presentation will flow more smoothly.
5. To get big contracts, start small
When you want to “embrace the world,” decisions are more complex and costly, causing you to waste a lot of time with clients who won’t approve your suggestions. Reduce this risk by starting smaller and proving your capabilities before growing. It’s much easier to have a solid foundation and then take on bigger goals.
6. To speed up your learning curve, overcome your mistakes quickly
It’s inevitable that you’ll make mistakes. They happen in every company, from the smallest to the largest. The key is to not wait until you find the “perfect fit” before moving forward. In sales, there are no mistakes, just lots of opportunities to experiment, learn, and grow. Remember that.
7. To differentiate your proposal, be the difference
Your products, services or solutions are secondary to your knowledge, expertise and the difference you make to your customers. Have you ever heard that a good salesperson makes the deal? So invest in yourself and be the difference your product or service needs.
The sales universe is changing and it is up to you to adapt to it and ensure that your offer has the perfect package to please your customers.
The important thing in this market is to always reinvent yourself, leaving aside preconceptions or consolidated opinions. Being open to change is essential to doing well in sales!
Discover seven paradoxical sales principles
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