3 steps to better sales conversations and improve sales performance!

Posted by Michael Knowles on 14/04/15 12:12

We’ve put together 3 simple steps to improve sales performance and help businesses improve conversion. We’ve chosen to focus on this because in today’s bustling digital world, the ‘hit and hope’ approach of selling died a long time ago!

Unsolicited ‘cold calls’ are no longer a good return on effort, and in today’s world, sales people must operate at a higher level by utilising technology and having responsive and purposeful business conversations.

Here is the durhamlane 3 step guide to ensure you and your sales team start selling at a higher level:

Do your homework

The classic phrase ‘fail to prepare, prepare to fail’ is so well known because it’s a fact of business. Doing your presales homework is one of the most beneficial changes you can make to affect your personal performance. Doing your homework isn’t just about you and your product either, it’s actually more important to focus on finding out about your potential clients. This approach to pre-sales research will give you a deeper understanding of your market and allows for more accurate planning. Before you begin a sales conversation, look at your current target market and answer these questions;

Why do people buy from us?
What added value does my product or service offer?
Who is the decision maker I need to speak to?
Who are the customers of my clients? Does my product improve the service to their customers?
Am I aware of any established relationships with competitors? If so, what makes us a better option?
What common objections do we face and how do I overcome them?

Answer these pre-sale conversation questions and you are off to a great start!

Improve you brand awareness

Making customers aware of your brand and business is imperative, as this improves faith, confidence and knowledge about your business and service. There are many free and cost effective tools you can use to rapidly raise your brand awareness. For instance, are you utilising social media? If not, why not? These powerful social media tools can be blended to quickly enhance your brand in a matter of weeks. It is estimated that consumers need to see your brand between seven and 12 times before they’ll engage and interact, so these useful tools can help you narrow that gap in double quick fashion.

A great way to see what your customers are saying is to look at their social media pages, this offers you an insight into their challenges and interests, and offers you an opportunity to get on their wavelength. Finally, do you operate in similar circles/networks? Social media allows you to find out and is a great way of gaining referred business.

So before making contact, make sure you are visible to your customers.

Realise it’s not about you!

Rome was not built in a day, and neither is success in sales. The crème de la crème of sales professionals don’t go for the quick wins, they play the long game. This mind-set change is sometimes difficult to adapt to, but once implemented will bear greater fruit than the common smash and grab approach. Creating long-term success is about having real business conversations, and asking inquisitive questions to get your customer interested and thinking. Once you’ve asked a question, it is important to allow your client time to think and respond, we call this ‘respectful silence’

This type of sales approach is less forceful and gives you a greater depth of understanding, it also puts you in a better position for future opportunities.

Apply these three simple changes to your sales approach, and we guarantee not only will have better, more effective sales conversations, your customers will respond more favourably to you too, leading to more sales, more profits and long-term success. WIN – WIN!

For more information about how we can help you to improve your sales conversations further, please call our business development team on 0191 481 3800 or email info@durhamlane.co.uk

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3 steps to better sales conversations and improve sales performance!

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