It doesn’t matter if you have the most amazing product in the world – if your sales strategy isn’t on the right track fundamentally, then it’s difficult to move products.
There’s no secret formula to becoming an amazing salesperson overnight, but making sure that you can answer the following questions positively is a great way to check whether you’ve got the basics down.
Q.1 – Are you targeting a specific audience?
The best way to waste time is by trying to sell a product to someone who doesn’t want it.
If your sales team are not focusing their time and energy in the right place, then their efforts will be for nothing. Make sure that prospect customers are researched well, so you can decide whether there is a demand for your product or service before you start trying to get in touch.
A good place to start is by looking at the products that prospects usually buy to gauge potential receptiveness. You also need to make sure that to target the right industries, supply chain levels and locations. These factors will help you to narrow down the pool of people to contact, so that you’re not just shooting in the dark in the hopes of landing a deal.
A great way to create highly targeted sales campaigns is by using Xpo’s Sales Lead Generator tool. Our guide to how to create an effective campaign and reach new prospects is coming soon, stay tuned!
Q.2 – How much do you talk vs. How much do you listen?
If you’re interacting with a potential customer, you need to remember that talking too much will quickly put off even the most interested prospects.
It doesn’t matter how passionate you are about your product, if you go on endlessly about its features, people will lose interest fast. The way to keep people engaged is to ask them open questions and listen to what they say.
Ask prospects what their problems are and what challenges they face, and then let them speak. It’s basic psychology: let people talk and they will automatically like you more. Whatever you say should have value for the prospect. So, instead of listing features, try explaining how your product or service benefits them.
Q.3 – Are you nurturing leads efficiently?
Once you’ve made first contact with a prospect, you have to maintain a positive relationship. Guide them towards closing sales, rather than forgetting them or bombarding them with messages and calls.
How do you do this? Through efficient contact management.
Making sure you keep track of your interactions, meetings and phone calls with every prospect means that you’re never caught off guard. It also ensures you avoid the mistake of repeating yourself, or moving in for the close too soon or too late.
Handling and maintaining several prospects and customers is not easy, but Xpo’s free CRM tool allows for efficient, collaborative contact management across companies. Start managing your contacts better today, on xpo-online.com.
Did you find these tips useful? What other questions do you think are important for sales professionals? Let us know your thoughts in the comments section below.