Developing a strong sales program is the most critical aspect of any business. Without effective sales strategies, companies will not be able to compete and grow. Sales professionals must learn how to implement proven sales strategies that work. These sorts of sales strategies do more than just help them to close individual sales; they help to generate additional prospects for future sales.
As a sales team manager, one of your responsibilities is to provide your team with effective sales training and sales strategies that will increase your company’s profits. Effective sales strategies are not just about working hard and putting in long hours. In fact, many sales teams work long and hard without experiencing results.
What are sales strategies?
Sales strategies serve as a structured approach outlining how a company intends to reach its sales objectives and targets. It encompasses a comprehensive plan detailing various aspects of the sales process, including customer engagement, generating leads, conversion tactics, and post-sale support. Essentially, it is a roadmap designed to guide sales teams in effectively navigating the complexities of the sales cycle while creating opportunities for success. By carefully crafting and implementing sales strategies, organizations can streamline their efforts, optimize resource allocation, and drive revenue.
Why are sales strategies important?
Sales strategies are essential for businesses to achieve their objectives and maximize revenue. They provide a clear plan of action for reaching targets and staying ahead of competitors. Without a defined strategy, companies may struggle to take advantage of opportunities and properly allocate resources. Having strong sales strategies ensures alignment with business goals, enhances efficiency in sales processes, and enables adaptability to market changes.
Effective sales strategies involve employing the best strategies in the right situations. Here are 20 sales strategies that can work for sales teams in every industry.
1. Be persistent with leads and develop the habit of following up with each customer.
According to the latest sales research, 80 percent of sales transactions require 5 interactions after the first contact with a customer. Many salespeople are primarily concerned with immediate sales. If they do not get the sale at the first meeting, they silently give up and continue their hunt for the next immediate sale. However, savvy sales professionals understand that they must nurture viable leads until an action is taken. These ‘rockstar’ sales professionals send emails, direct mail, make phone calls or send brochures to customers at designated intervals. By taking this action, your customers will think of you when it is time to make their next purchases.
2. Solve your customers’ problems.
Successful businesses thrive in competitive industries because they provide solutions to meet their customers’ needs. There are many sales professionals who do not fully understand their roles in the transaction. Consider this fact. As many as 70 percent of your leads are reaching out to you to solve their problems. When customers contact your sales team, your sales professionals must be able to demonstrate to them how they can quickly and easily solve their problems. Through strong sales strategies, you can ensure that your team is fully prepared to help your customers
3. Develop the ability to actively listen to customers.
Customers have access to pages of information on the internet. In many instances, they may be as knowledgeable as your sales team. When sales professionals interact with knowledgeable customers, they might be tempted to talk constantly to show them that they are qualified. It is important to remind your salespeople that they should never get into a knowledge power struggle with customers. Sales professionals should always listen more than they talk. Simply listening to customers’ answers can be one of the most effective sales strategies in your team’s arsenal. They should ask questions that probe into their clients’ thought processes and carefully consider the responses. The goal is to make customers feel as if they are respected throughout the sales process.
4. Use polite terms when you discuss the competition.
Your sales team should always strive to present themselves in a positive light and use professional language. There is nothing that screams unprofessional like using derogatory terms to discuss other people or companies. Although customers may participate in the negative conversation, bad mouthing any person or company is never a good sales tactic. If a competitor does not have a good reputation, the members of your sales team should remain neutral.
5. Earn your referrals before you ask for them.
Sales professionals know that referrals are the proverbial ‘holy grail’ of marketing. In fact, 91 percent of customers will provide a referral contact to a salesperson that they like. Before you think about asking your customers for referrals, you should focus on providing them with a quality customer service experience. During the transaction, your goal is to develop positive relationships with your customers. After you have determined that they are happy with your services, it is a good idea to pursue the referrals. When it comes to soliciting referrals, timing is important. Always be mindful of the conversation and relationship that you are building with the customer.
6. Ask for referrals from your customers.
You might not believe it, but only 11 percent of sales professionals ask clients for referrals. According to this data, the majority of salespeople are leaving money on the table. Most customers are generous, and they would happily share your good customer service with friends, family members and colleagues, but you have to ask. If your sales team waits for their customers to initiate a conversation about referrals, it might never happen. Teach your sales team how to integrate referral conversations into the sales process at the appropriate time.
7. Adhere to strict deadlines with your customers.
Sales professionals must create a sense of urgency with customers, or the deals will take much longer than necessary. Changing deadlines according to the whims of each customer makes sales professionals lose credibility. The old adage, where there is a will there’s a way, applies here. If customers want to meet the obligations of a transaction by the deadline, they will definitely find a way to make it happen.
8. Develop relationships with your customers.
Without customer relationships, it can seem as if you are always in the vicious cycle of trying to ‘drum up’ new business. Your past customers can be an excellent source of new transactions for years to come. When your initial transaction is completed, you do not have to end the relationship at that point. Find creative ways to keep in contact with your customers even after you close the deal.
9. Identify your customers’ needs and meet them.
Sales professionals should never lose sight that the only purpose of the sales transaction is to help customers. Since transactions are closely associated with money, it is easy to lose sight of this fact. Create a list of questions that you can use to pinpoint exactly what the customer needs from the transaction in your sales strategies. These questions will enable you to save time with customers and get to the heart of the matter. Once customers believe that you understand their predicament, they will work with you to meet their needs.
10. Be able to distinguish a lead from a customer and act accordingly.
Brace yourself for this disheartening fact. According to a report by Gleanster Research, only 25 percent of all leads are legitimate and ready to complete a transaction. Leads are potential transactions, and you cannot bank your future on potential. You should categorize your leads and create campaigns to interact with each type. For example, warm leads should have a different marketing strategy than cold calls. Time is a limited resource. It is best to use it wisely.
11. Solicit targeted leads.
A difficult lesson for many sales professionals to learn is that every person with a pulse will not be a customer. Since this is the case, sales professionals must create a strategic plan to attract customers that fit their target markets. One way to do this is to make good use of technology to find leads that could use your services. For example, credit professionals who are targeting people who are recovering from bankruptcy can use the public record to find people who fit this profile. Once you have found your potential customers, create a customized sales pitch that will appeal to each demographic.
12. Learn to uncover each customer’s pain points.
Television advertisements are known for pushing the viewer’s hot buttons in order to get them to take action. Fear of loss is the most common pain points that advertisers address. The primary mission of every sales professional, as emphasized in our negotiation training courses, is to find a customer’s pain point and use them to their advantage. Ron Shapiro said it best when he stated, “In order to get what you want, help them get what they want.” Sales professionals can start the search for pain points by asking closed-ended questions that only require a ‘yes’ or ‘no’ answer. As the customer begins to feel comfortable, the salesperson should ask open-ended questions that will prompt customers to reveal additional information. Once the vital information is discovered, salespeople can use it to help their customers take action.
13. Master the art of storytelling.
When sales professionals meet with customers, they are usually armed with all sorts of facts and data. Although data may seem important, studies suggest that only 5 percent of people remember statistics after a presentation. However, an impressive 63 percent of people remember stories after a presentation. Sales professionals need to arm themselves with stories about relevant experiences of people who have received favorable results after using their products and services. By integrating real-life narratives and experiences into your sales pitch, you create a deeper connection with your potential customers. Storytelling makes your message more relatable, memorable, and emotionally resonant. It allows you to illustrate the value of your product or service in a compelling way to better engage customers on a personal level. Not to mention, stories have a lasting impact, making your brand more noteworthy and fostering stronger customer relationships. Incorporating storytelling into your sales strategies is essential for effectively communicating your message along with driving engagement and conversion.
14. Stand by your product or service and offer some type of guarantee.
If your customers are willing to part with their cash, your company should at least be willing to offer a guarantee on the product or service. The guarantee can be a refund or replacement. If you are afraid of most of your customers taking you up on a money back guarantee policy, you should not be. Less than 10 percent of customers return items each year. A product or service guarantee provides your customers with peace of mind that lets them know that they are protected in the event that something goes awry.
15. Find prospects who want the things you have to sell.
The best way to navigate through water is to go with the current instead of swimming against it. In sales, going with the current means that if you are selling chicken, your leads are people who like chicken. If your prospects are vegan, then it will be nearly impossible to sell your chicken products to them. If you want to be certain that your clients need the items you are selling, you should pre-qualify them before you actively market to them.
When creating sales strategies, pre-qualifying customers is crucial for efficiency and focusing on prospects with the highest conversion potential. It’s all about being efficient and focusing on the folks most likely to buy. You’ll want to figure out who your dream customers are and rank leads based on things like budget, authority, need, and timeline. Do some digging on your prospects to personalize your pitch. When you chat with them, throw in some questions to see if they’re really interested and ready to make a move. Keep tweaking your pre-qualification process based on feedback and data so you can use your time and resources wisely and rake in the sales.
16. Develop compelling goals and an actionable plan.
Successful people know where they want to go, and they develop an action plan to help them propel toward their destination. Goal-setting and planning are critical to any sales team’s success. According to a study conducted by Inc. Magazine, sales teams that set goals realized a 28 percent increase in sales. Teaching goal-setting strategies should be a mandatory part of every organization’s corporate sales training manual. Setting goals in your sales strategies means having a roadmap to success. It gives you and your team direction and keeps you focused on what you want to achieve. Whether it’s hitting a certain number of sales, landing new clients, or boosting revenue, goals give you something to aim for. Plus, they keep you motivated and help you track your progress along the way.
17. Show customers proof that your product or service actually works.
When you look at infomercials for weight loss products, they often show ‘before and after’ pictures of previous users of the products. They understand that new customers are motivated by social proof. Sales professionals should keep customer testimonials in a binder or in their laptops to share with customers. When customers are able to view the visible proof, they will be more likely to invest in your product or service.
18. Invest in sales training
Sales training programs are key for giving sales teams the tools they need to tackle tough challenges. By providing comprehensive training programs, companies equip their sales teams with essential skills and knowledge necessary for navigating complex sales processes successfully. These programs offer valuable insights, techniques, and strategies, empowering sales professionals to effectively engage clients, address objections, and close deals with confidence. SNI’s Negotiation Training is tailored to sales organizations thanks to having trained tens of thousands of sales leaders and professionals all over the world. With lots of experience and expertise, we’ve crafted a program that’s all about practical skills and strategies. Whether it’s learning how to handle clients better, communicate effectively, or navigate tricky negotiations, we’ve got you covered. And with flexible formats, like in-person or online sessions, it’s easy to fit into your schedule. Plus, happy clients rave about the real results they see, making it a no-brainer for anyone serious about improving their sales team.
19. Offer special deals and discounts
Providing special deals, discounts, or free trials is a strong sales strategy with several benefits. It motivates customers to make purchases by offering them value-added incentives. These kinds of offers distinguish your business from competitors by attracting attention and fostering customer loyalty. Free trials, in particular, allow potential customers to experience your product or service firsthand, increasing their likelihood of conversion. These sales strategies not only drive sales but also contribute to customer satisfaction and retention.
20. Maintain a positive mindset.
This may seem like a no-brainer, but you might be surprised by the number of sales professionals who develop a jaded outlook because of sales slumps. Sales professionals must make every effort to remain positive in good and tough times. Developing a positive attitude has many benefits. Customers can tell when you are not in a good mood, and it will affect the transaction. A positive outlook helps sales professionals look for solutions to pending problems. When your sales professionals are positive, they will be able to handle stressful situations.
The above list isn’t just a collection of interesting tips—these are proven sales strategies that work. In this competitive business environment, sales professionals need to learn all the tricks of the trade in order to close a deal. These strategies encompass a range of techniques, from relationship-building to utilizing referrals, discount offers, and effective storytelling. Whether you’re a novice or seasoned professional, implementing these strategies can significantly improve your sales outcomes. By experimenting with different approaches and finding what resonates best with your audience, you can elevate your sales game to new heights. By using these sales tactics that work, your sales team can learn to thrive in any economic climate.
To learn more about our sales, negotiation, or influence training for your organization please click here.
Very nice post. I just stumbled upon your weblog and wanted to say that I have truly loved browsing your blog posts. In any case I’ll be subscribing for your feed and I hope you write once more very soon!