Sales intelligence guide for sales teams
You work in a sales environment, more than likely at a sales office, and are busy selling. Your job is important and you are tasked with selling a product, a service, or even yourself. When you think of sales, you think of closing the deal. You are told to close any deals, no matter how large or small. Many salespeople will not really worry about the quality of the deal. They will just close it if they are confident the deal will close.
I believe that sales are about bettering the customer experience. You want to close the deal but you also want to make sure that you are selling it in the right way, at the right time. If you are, you could not only close the deal but also boast a great customer experience.
If you feel you are a salesperson then hopefully, you will find this article handy.
A lot of salespeople focus their attention on closing the deal with an impactful sales pitch. It seems the easier way. You want to get to the closing stage and get to that million-dollar deal. How many times have we heard this? You close it, you earn it. However, this is wrong.
A good salesperson wants to build trust. They look at closing the deal as a milestone, practically. They want to do it, but it’s not the center of the wheel. The correct approach is to improve and add to your buyer’s experience.
How do you do this?
Slow down, think
It is critical that you slow down and think (priorities). You must be cautious with your intention around closing the sale at all times. You must still learn how to close a deal. However, you should still be your smartest and fastest self around the buyer.
Get as much information as you can about your target sales environment. You need to understand what the buying process looks like. What goals are theirs? What are their pain points?
Learn to listen
One of the worst mistakes that a salesperson can make is not to listen to their customer. Even if you think that you know what your target is trying to solve, you need to listen to them. After all, you are there to listen to them. Many other things come into play.
Sometimes, we receive a call from an interesting prospect but they are not really ready. They never want to commit. It’s at this point that you need to give information. You need to keep the conversation going.
Stay in touch.
Staying in touch is an art. It’s something that many salespeople struggle with.
Communication is great!
However, sometimes, communication needs to be brief, to the point, and you need to get your point across.
It all comes down to clear communication
Do not let your prospect leave the conversation without a clear message. Being clear with your prospects means they will walk away feeling satisfied and interested in moving forward. Being clear means that your prospect is looking forward to you calling them.
The better you understand your prospect the easier it will be to get there.
To close the deal, you have to add some value to the sales process. You need to learn.
The more you know the more likely your prospect will find you believable. You need to move on to the next stage of the sales process. You need to keep on improving and learning.
The more you know, the easier it will be to learn about your industry. This means you will be better positioned.
As sales roles continue to evolve and grow, so do their requirements. The sales process is not linear. It does not go from point A to point B and then through to C. The sales process is more like a circle. It’s continuous, fluid, and it never stops.
You are like a swimmer. You swim, you learn, you improve, and you keep swimming.
A salesperson stays in touch and keeps growing.