4 fundamental techniques that you must incorporate into your sales plan
Posted: Wed Feb 19, 2025 10:27 am
It is proven that 70% of sales happen before contacting a salesperson. Therefore, sales managers must anticipate and train sales executives so that they are able to respond to all moments and situations in the prospects' purchasing process .
Some tips to streamline responses at each stage of the sale and improve customer relations are:
Don't waste time on unqualified prospects : How do you know if a prospect is worth investing time and effort in? Only if you have previously qualified them as a potential client, through their customer profile, their needs, their costa rica phone number data decision-making process and your competition . Remember that when you try to sell to the wrong people, you don't sell anything.
First impressions are what count: Do your salespeople have a sales script? Do they know the needs of their customers? How do they make the first contact? They often tend to be guided by perceptions and end up improvising, losing sight of the objective of the call and, therefore, losing the customer's interest. It is important to anticipate the doubts that may arise during the conversation , in order to formulate valid arguments that answer them .
Focus on the customer, not the product : The key to keeping prospects' attention is to focus on their needs and how you can help solve them. To do this, you must not only start a conversation, but you must know how to ask the right questions . Listen to your customer and think, what can you offer them that will be useful and valuable?
Add value throughout the sales process: Many customers have been lost because salespeople became overconfident. It doesn't matter if your product or service is the most innovative, because, on its own, it hardly represents anything for the buyer. From the first contact to the closing of the sale, you need to add value to your offer , because this is what will make a customer choose you over your competition. To do this, think about why your customers return? Is it the quality, the speed of service, the customer service?
Some tips to streamline responses at each stage of the sale and improve customer relations are:
Don't waste time on unqualified prospects : How do you know if a prospect is worth investing time and effort in? Only if you have previously qualified them as a potential client, through their customer profile, their needs, their costa rica phone number data decision-making process and your competition . Remember that when you try to sell to the wrong people, you don't sell anything.
First impressions are what count: Do your salespeople have a sales script? Do they know the needs of their customers? How do they make the first contact? They often tend to be guided by perceptions and end up improvising, losing sight of the objective of the call and, therefore, losing the customer's interest. It is important to anticipate the doubts that may arise during the conversation , in order to formulate valid arguments that answer them .
Focus on the customer, not the product : The key to keeping prospects' attention is to focus on their needs and how you can help solve them. To do this, you must not only start a conversation, but you must know how to ask the right questions . Listen to your customer and think, what can you offer them that will be useful and valuable?
Add value throughout the sales process: Many customers have been lost because salespeople became overconfident. It doesn't matter if your product or service is the most innovative, because, on its own, it hardly represents anything for the buyer. From the first contact to the closing of the sale, you need to add value to your offer , because this is what will make a customer choose you over your competition. To do this, think about why your customers return? Is it the quality, the speed of service, the customer service?