Almost all companies, from the smallest to those in the Fortune 100, frequently – if not continually – face the challenge of getting sales fast: next month, next week, even “tomorrow.”
Sometimes you should rely on the tried and true methods, but sometimes you should shake things up. Often the well-established selling principles may need to be shelved.
Here are some of our key tips for improving your and your company’s sales results:
1.Set clear sales objective. Determine what sales you are being asked to make in this situation and then set a strategy for getting them. Make a plan and put it in writing, even just a couple sentences will do. Refer to your plan every day and don’t hesitate to make revisions when necessary.
2.Be certain you have pre-call credibility. Proper pre-call credibility will telegraph what benefits the buyer can expect from your sales call and get him to look forward to meeting you, or to at least listen and learn about what you have to offer.
3.Make use of sales support. Use every ounce of sales and marketing ammunition available to you: telemarketing appointments, email, pre-call letters, literature, testimonials, referrals, leads, ads, etc. Test them, then use what works and discard what doesn’t.
4.Skim the “cream” of your customers, prospects, and suspects. Make a list of prospects most ready to buy. Sort them into groups and then target them in priority order.
5.Rehearse. Even if you’ve sold the same product or service for years, one or two mistakes can kill a sale. Practice, record your presentation and review, role-play with your team; practice and perfection will pay.
Check back next week for more of our top tips to quickly improve your sales success rate.