By nature, salespeople are driven to excel.
However, at a certain point your resources, your time, your energy, and your focus, become stretched too thin and you need to start thinking about working smarter, not harder. Fortunately, there are a whole host of sales tips and strategies that can help you get more for your effort. Below are some tweaks that can increase your sales revenue without forcing you to spend more time selling or more money hiring salespeople:
The more opportunities you've got, the more likely you are to make a sale, right? Wrong! If you can't give each prospect the attention they deserve, you'll lose sales you otherwise might have made.
Get somebody else to handle your paperwork, expense reports, or whatever busywork is involved with making a sale. Use the extra time to get in front of customers.
Smartphones, tablets, and PCs can be important tools--but learning and supporting them can drain your productivity. Only purchase devices and programs that actually help you sell.
Suppose your company makes glue. If you're selling "glue" (a noun), you'll talk about product features. If you're selling "gluing" (a verb), you'll talk what your offering does for your customer's business.
Stop thinking that selling means "convincing" the customer, "overcoming" objections, and "winning" the business. Instead, view yourself as the customer's ally in solving a problem.
The moment you find out that a customer really doesn't need what you're offering, point them in the right direction, then politely withdraw from the opportunity.
Rather than talking to the customer about what your product can do, ask intelligent questions so that the two of you can discover whether the customer really needs you to help solve a problem or achieve a goal.
Based upon your own experience, observe who's just interested and who's actually buying. Hone your lead generation efforts to find more of the ones who are actually spending money on your offering.
Make sure that you're talking to the real decision-makers, and not just the influencers and sideliners. When you meet a decision-maker, stay in regular communication throughout the sales cycle.
Don't lose track of what's changing inside the account. Build a short sales plan that documents the process and the players, so you don't spin your wheels trying to remember who needs what and when.
Find out who the other guys are calling on, and how they're approaching the account. Figure out who they're talking to, what they're saying, and defensively position your offering to counter their approach.
It takes just about as much effort to cut a $1,000 deal as it does to cut a $10,000 deal. The more revenue you book on each opportunity, the more money you'll make overall.
How do you work smarter in sales? Let us know in the comments below.