Harry Djanogly — December 21, 2016 As the inside sales market grows, sales managers need to stand out. Outstanding salespeople should be aware that markets are dynamic and so are client needs and requests. The ever-changing society we reside in requires professionals to be aware of these changes, and to respond adequately while still remaining flexible.
To keep up with the pace and accelerate sales, Sales Managers should always consider reviewing and improving their sales strategies.
5 Inside Sales Strategies You Should Consider to Become the Next Sales Guru:
1) Get to know your client & your product well
The first step to grow your sales exponentially is to study your clients in depth: Try understanding the needs and requests and have a clear idea of what they really want.
Make sure you know their past experiences as well as future plans. Once you have a clear idea of who they are and what they really expect from your sales strategy, you’ll be able to approach them in the right way. Remember that each client is different and you need to learn how to ‘customize’ your approach. Be ready to listen carefully to clients and to understand what is standing between them and their goals.
Secondly, know everything about your product. Every customer expects you to be the reliable expert of what you’re selling. There shouldn’t be anyone that knows the product better than you do! If you have the knowledge of what you’re selling, you’ll be more self-secure even in front of the client. Customers look for someone that can help them feel more secure. Self awareness is key to close any deal!
2) Optimize, empower & customize your sales strategy
After acquiring a deeper knowledge of your client, you’ll be able to concentrate on optimizing your strategy. This means taking into account all your sales experiences in order to provide the best service and product. That’s what clients expect and that’s exactly what you need to provide them with. Real professionals can optimize their impact by focusing on clues that the client has revealed through mention.
This approach guarantees two things. First, it helps the salesperson decide which product best fits this particular client. Second, it avoids wasting time on details that the customer doesn’t really need. Optimization strengthens the entire sales process allowing a more in-depth focus on the right places where maximum return is ensured.
Empowering your sales strategy always starts with empowering your selling tools. Tools are the actual instruments that help you build the perfect selling strategy, effectively and with less effort. Provide yourself, or your sales team, with the right tool and you’ll speed up the whole sales process. Times have changed and so have the most effective sales tools. Learn to rely more on technology and to be at peace with the latest innovations that it can offer you.
Finally, always remember to customize your strategy based on the clients you’re dealing with, and on their unique point of view. Don’t ever be scared of trying different approaches to accelerate your sales, be adventurous! The perfect strategy just doesn’t exist. The winning plan for one client may not be the same as the next.
3) Learn how to sell remotely
Take advantage of digital tools and interact with clients all over the world. This is what most of your customers expect these days. Create an individualized profile of your customers and anticipate their needs and wants.
4) Always consider marketing as a priority
Sales and marketing were considered as two completely separate things, but that’s obviously no longer the case nowadays. Sellers must be ready to go out of their comfort zone and approach different dimensions in order to succeed in today’s crowded market. The bound between sales and marketing becomes inextricable and the most successful salespeople manage to marry the two functions as closely as possible.
Personalization is important! Generic advertisements, mail outs and phone calls are not nearly as impactful as personalized content. Never underestimate the impact of sending the right message at the right time to the right customer.
5) Track results and follow-up with clients
You always need to consider the outcomes in order to improve your sales strategies. Keep track of how you have dealt with the whole sales process and you’ll be able to improve and to adjust, if necessary along the way.
More than that, remember to schedule follow-up calls and contacts with your clients and use their feedback both to keep your customer happy and improve your future sales. Often, clients need a little encouragement and if you can’t provide that you could be missing out.
To conclude, follow these steps and combine them with experience, research, open mind and you’ll become the Inside Sales Guru you have always wanted to be.
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