Who’s Your Successful Sales Team?

Over the last two decades, sales and salespeople have seen astonishing changes in the industry. Some good, some not so good. There have been platforms that ranged anywhere from acceptable all the way to epic.

Once, I read about a Sales Head of an organization announcing that a salesperson, in one sale, made more than the CEO did in an entire year! Is that possible? Think about it — one sale. Really let it sink in. Was it by chance? Luck favouring him? I further read that the person used his skills and team very diligently. But is this all that ensured his success? Or is there something else that led to this result? Below are a few points that were discussed as tried and tested ways to successful sales. I hope to share this knowledge and help small business owners and their salespersons adopt some of the same tactics.

Sales Team Build Rapport

When you have a strong relationship with a customer, you tend to have more influence with that customer. That means the customer respects your experience and advice, they are more likely to value your contribution to the decision process, and there is a greater chance of such customer becoming a lasting customer. It’s these strong relationships combined with a deep understanding of their business and an expert knowledge of how your product can help that leads to winning (which, of course, leads to your bonus). As a salesperson, this is the most important part of your job. You need to be in front of your prospects and customers, not always behind a desk

Building Rapport

Use these simple ways to build rapport with a prospective or existing client/customer:

Contact

• 1. Use pre-crafted email templates
  2. Communicate
  3. Reuse emails

 

Take advantage

• 1. Build rapport with an existing client
  2. Make offers to get attention

Be persistent

• 1. Set reminders to touch base with customers
  2. Auto-generate tasks based on data updates

Collaborate

There is no ‘I’ in team. Winning is a team sport. Collaborate with your team or your customer. This is another powerful rapport building technique – find common experiences with the customer and then bring those up during the conversation. This is something we all do when we first meet someone talk about the weather, sports or current events. This is a fast way of building rapport, and it also works as a collaboration technique. Be sure that you don’t focus only on this step.

Talent wins games, but teamwork wins championships. Also learn to collaborate with your team. When it comes to success in sales, you win as a team. And collaboration is very important to win.

• Share best practices, wins, losses, and lessons across the organization
• Collaborate on opportunities with all parties (e.g., sales, product, and engineering)
• Create groups to foster selling (e.g., industry-specific groups, competitive groups)

Use Technology

Finding success as a salesperson shouldn’t be some pie-in-the-sky thing. Ordinary people accomplish amazing things with some effort and dedication all the time. With social media, any salesperson can promptly research their customers and find potential common experiences such as career background, current work situation, education background, hobbies, etc. Social media has now made it easy even for inside sales reps who don’t have the benefit of visiting the customer in person, to uncover common experiences with the customer quickly.

Follow these tried-and-true tips and, who knows, maybe your bonus will be bigger than your CEO’s salary.

Focus

Recognizing your customer’s communication/processing style and adjusting how you communicate is critical in making a sale. People communicate and process information in different ways. Some people may have an emotional communication/processing style, so they welcome a substantial amount of rapport building chit chat before getting down to business. Others may be action-oriented and results driven; these type of customers want to get down to business. Some customers are analytical and focused on data; these customers want the facts and don’t value lots of small talk.

Remain focussed and understand what will work with each type of customer. Contact HyperEffects to chart out a tailor-made business marketing strategy for your company and see your business show up on television ads, press releases and on major channel partners. A poorly designed website can repulse people from your business and can cause you to lose customers before you even have them. We also work on creating, enhancing and making the website of your company more user-friendly. For many target customers, social media is becoming an ever more popular focus for advertising campaign as it can be a very inexpensive way to reach many different users. Use social media to get more sales for your business.

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