In this way, you prove that your company is willing to take the time and effort necessary to solve the problems and pains of customers , instead of just wanting to sell to them. A B2B sales process can take on average between 3 and 5 contacts. What are you going to do on those calls? Your sales team must prepare, so that each of these meetings provides new decision tools to the prospect. You can use creative forms of follow-up such as mass mailings, sending materials that are useful to them, answers to their questions, teaching resources, live classes or invitations to events. Discovery calls These calls have only one main purpose: to gain the trust of your potential client.
If you can’t achieve this, all of your other sales goals will be much harder to achieve. Fortunately, there’s a simple yet powerful idea that can make it all so much easier: Listen to your prospect . Traditional sales Chile whatsapp number list have trained salespeople to attack customers with all their arguments as soon as they pick up the phone. Big mistake! Active listening is the key to gaining the trust of prospects . Pay honest attention to their doubts, wishes, problems and help them make the best decision, without harassing them with your product. In this way they will feel understood and gain confidence. The other half of the equation is simple: ask open-ended questions. Closed “yes” or “no” questions lead to the end of the conversation.
Time Implementing Activities
During a call you should invite prospects to talk about their problems , what they have tried to solve them and what their ideal solution would be. Encourage them to keep talking. 6-ways-to-achieve-your-sales-goals-with-concrete-and-sustainable-actions-4Source: Giphy 5. Do something different and monitor your results The creation of new sales habits in your teams involves repeating good practices for at least a month. That extra call, that value follow-up, those questions that you developed, put them into practice consistently. Then evaluate the results to see if they worked. Month to month, take different measures.
Make a change, no matter how minor, and keep an eye on the results it generates: does it speed up your sales process, does it stall it, do prospects respond well or remain indifferent? Take the pulse of your actions to make decisions accordingly. Eventually, the repetitive becomes boring. Eventually, your prospects will get tired of receiving the same incentives from you. Nowadays, innovation is what makes the difference and it will definitely bring you better results. Do not be afraid to change your sales strategies. Have a mentor and a student Not all sales teams are big enough or developed enough to have an internal training process to help everyone move forward.
Vision Contemplates At The Same
If you don’t have anyone around you to challenge your decisions and offer feedback, that doesn’t mean you have to work alone. You can find mentorship in a profile higher than yours, also in books or sales certifications that help you reach the next level. At Impulse we trained with the Hubspot certifications and it has given us results. You can also use social media to find sales-focused people with whom you can share best practices of the trade or find inspiration. Now, to remain open to new points of view regarding sales strategies, nothing better than teaching. Having an apprentice with whom to share your knowledge will help you get out of the prospect/colleague cycle in which you usually move.
Teaching someone is a very powerful resource to stay current. When you share your knowledge, you make new neural connections that will help you remember practices that you may not have applied for a long time. You may remember theories that are still valid and, above all, experiences that have helped you in the past, that you can bring back to your day to day life. In addition, it will motivate you to review what you already know and learn new methods. If you want to be the best in sales, you must keep yourself in a constant learning process . Challenge yourself and your environment. Help those around you to improve and learn from them as much as you can.