Making sales is the most important task for every profit-making organization. It keeps companies alive. You need to sell to be able to make profits. Once you begin to struggle to make enough sales to cover your overheads, such a company is probably heading out of business. So, you need to continue to improve your sales performance, which means working on the performance of your sales team. This article discusses a few tips you can apply to help you increase your sales performance.
1. Concentrate on selling benefits
Whether it is through face-to-face marketing or through online content, many companies keep making the same mistake over and over again. They dwell more on the features of their products, but customers pay for benefits and not features. So, ensure you sell benefits to them.
However, if you must mention any feature, tie it to benefit. For instance, when you intend to sell a pair of shoes, you may not sell much when you keep hammering on only statements like the shoes are black in color and they are made of tough leather. This is because you have just mentioned two features, but no benefit.
It will make more sense when you now say that the shoes are black so they will go with all outfit colors and they are made of tough leather for durability. These statements will attract more potential buyers. Always remember to focus on benefits.
2. Don’t joke with sales training
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You need to keep enrolling your sales team to sales training courses regularly because sales strategies keep evolving and new ones emerge every day. Today, for instance, many companies have blogs that they update on a regular basis, just to retain and engage their customers. This might not have been necessary several years ago. Another new sales strategy is social media marketing where companies attract new customers on social media.
3. Empathize with your prospects and sell to their needs
Your product or service definitely meets a need, right? You need to first empathize with your prospects by demonstrating that you understand their plight and their needs. Then you can now present your products to them, explaining how the products meet the needs. For instance, to sell anti-wrinkle cream or lotion, you must first demonstrate that you understand how it can be embarrassing when wrinkles make you look older than your real age. Show your prospects that you also understand the likely causes wrinkles before you now present your lotion as the solution.
4. Don’t expect everyone to buy
Not everyone that comes across your advert (verbal or online) will buy and that does not make you or your team member a failure. In fact, for most successful products, those that won’t buy are usually more than those that will buy. So, if only 1 out of 5 prospects eventually turns up, don’t let it get you down. You are okay. It means for you to make 5 people buy, you may have to advertise to at least 25 people. Widen the sales funnel.
5. Improve your sales performance by raising the sales targets
Any time your team gets to meet their monthly sales target, celebrate and reward them; and then and increase the targets. Sales has to be continuous for you to keep making profits. As long as they remain realistic, increasing the challenge will help prevent your sales team to remain active and focused on the task at hand.
After applying the tips above, it will be amazing to crown your efforts by hiring a sales consultant if you can afford it. Most importantly, watch out of complacency and avoid it like a plague. If you met your February sales target, let the celebration end in February. In March, it is history.