It has been an age old practice to align the mindset of salespersons in mass towards a desired result in Sales by motivating them and dumping a set of “Solution Features” in their minds by the rote strategy of finding out.
As a practicing sales trainer for last 23 years, I am writing this blog with a distinct objective to look into the faculties, which requires to be activated in a salesperson to make them sales qualified sales training.
1. Recognize the laws of sales probability
a) The far more no of sales calls created in the right T.G.(Target Group) will result in far more no sales.
b) The far more no of high quality sales calls made in the appropriate T.G. will result in far more value of sales.
c) The more no of “pleased shoppers” one particular has, the extra will be the “reference leads” that one particular gets for converting into far more new customers.
d) The extra no of sales closings, much more is the possibility of attempting to cross sell. (8% development in sales comes from cross promoting)
e) The additional no of visits to the buyer after promoting, far more is the chance of monetizing the LTV (Life Time Value) of the customer.
f) For just about every complaint that reaches your ears, there is a probability that one hundred other individuals have equivalent complaint with you or your solution or service.
two. Sales Planning
a) Fully grasp the notion of Beats, Routes and Journey Cycles in Sales. You have to “carpet bomb” the geography assigned to you. Every single feasible TG should get an opportunity to listen to your sales story. Terminologies modify in Digital promoting but the concept remains the exact same.
b) To sell a lot more to existing clients in your market place, you should really know who they are and what has been their acquiring history.
c) To obtain new prospects, apart from the touchpoints serviced by the salesperson directly, there must be auxiliary sources of building touchpoints each day. E.g. ghl expert , SMS, Whats app, Telecalling, Social Media, Ecommerce, CRM leads, Complaint desk Mgt.
d) Incoming enquiries and footfalls generated out of every day “new contacts” created in the market by the salesperson will have to be serviced with care in absence of the salesperson.
e) The front office and back workplace of the sales group need to support the “hands” and “legs” of the body like “ears” and “eyes”.
f) Lost Case Evaluation is sacred. No consumer is ever lost if you do not want to shed them and have the back finish support to track them till their death.