Tips to be Successful in Sales

Concentrate on making a difference

No one really cares about your solution, product, or service. And that is the most difficult part sellers have to realize. All they are concerned about is if you’ll make a difference for their organization.

For instance, I currently sell sales training.  And if I were to call a sales VP and mention that, chances are they would not be interested. But once I focused on the tangible results they would stand to gain from my sales training, they were more inclined to hear me out. Above all, they seemed particularly interested in bridging their sales cycle, minimize their ramp-up time for hiring new sales representatives, and drive up the revenue growth.

Read this article from IQVIA.

Slow down to ramp up your sales

This was among the toughest things I had to learn. I remember how I was so enthusiastic about success when I first embarked on the sales journey. I tried everything to impress my prospects with my product knowledge and ideas. I sealed deals often and early. And as I continued pushing things, my prospects started to become hesitant about proceeding forward. They would set in play obstacles and objections I could not handle. When I slowed down, started parceling information out over various meetings and advanced the sales process a step at a time, my sales bean peaking.

When you are not confident about closing a deal, prospects have the acumen of sensing your fear. One of the red flags is rushing a sales deal.

Pay the admission price. Do precall research!

To tap into the sales of big companies, you can’t expect 100 cold calls with the same message to make the difference. Very many years ago, decision-makers in the corporate world stopped answering such calls and began rolling out the calls to voicemail. The majority of messages are deleted within seconds of being recorded since they just sound like a sales pitch.

I found that the best way of capturing these corporate decision-makers’ attention was by creating a personalized message that aligns with the firm’s vision and goals. Once I began using this strategy, I started getting bookings.

Create an account entry campaign.

It can take up to 7-10 contacts to get yourself into a corporate account nowadays. The majority of sellers throw in the towel after 3-5 attempts. If you are adamant about setting up a meeting with a decision-maker, plan on using several touches from the get-go. It will take a while before breaking through to them and register on the Ritcher Scale, but it is doable.

You can utilize an array of formats in your campaign: direct mail, email, voicemail, invitations to teleseminars, and so much more.

Assess your sales approach from your client’s shoes.

What you say does not matter. The most important thing is what your prospects hear. For instance, I had tried reaching out to a decision-maker some time ago and decided to leave myself a message just to see how I sounded on the voicemail. Honestly, I was appalled. Just terrible! I scripted my message until I made a message I would respond to.