How to increase sales? How to be successful in sales? - These are the questions on every sales rep’s mind.
Sales calls are more than just a sales rep’s attempt to close a deal. It involves planning, conscious thought, action, and a certain spontaneity which could be called luck; or, it could be simply called knowledge.
Most things can be learned, and a willingness to improve coupled with a keen thirst to know more is easily the best assets needed to slowly but surely increase sales.
Think of the standard sales process as a foundation - the bottom-most lego block. Boosting positive outcomes needs more than just a base, it requires structure. Below are 10 such building blocks which can enhance the quality of sales calls thereby bringing an increase in sales.
This might seem like a given. But you’d be surprised at how often reps fail to know the nuances of what they are selling. Knowing is not equal to having a basic understanding of the product or working off that one walkthrough you received. It involves digging deep.
Study what you’re selling like you are the customer. Identify the USP and learn how to present it. This is the most important step to boost your confidence during a sales call. You can’t be fazed by any query, since you know all there is to know. This is a vital step to increase sales.
“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.” – Roy Bartell
A motivated salesperson is not in a rush to make the sale. There is no hurry in their demeanor and patience radiates from their every word. When you are on a call, the pace is set by the customer. Listen to them.
When you listen, you gain valuable insight into what the customer needs. This allows you to provide the solution. Too often, sales reps provide a default explanation with details that have not been requested by the customer. This can be mundane and off-putting and are usually a result of not listening. Always listen, then respond.
After prospecting the ideal customer, you make your pitch. The customer, who seemed interested at the beginning, is gradually losing interest. What do you do?
At this stage, you already know WHY your customer might need your product. Remind them of it. Ask if they notice the problem your product or service can rectify. This draws their attention. Now, explain the solution.
In some cases, the customer is unaware of the problem they may be facing. Question them. Probe with intention and isolate the reason they might benefit from what you’re selling.
Just asking the right questions is not enough. Educate yourself enough that whatever the customer query is, you have the answer.
Not all customers are equal. Some take a passive stance and prefer to let you set the tone for the conversation. Others are aggressive and need to know every detail before they are satisfied. Knowing your product or service is key to winning over the latter customers. Learn every statistic and feature of what you are selling and know exactly HOW to present them in answer to any question.
Too often, salespeople create a rigid framework for how every call should go. This is done preemptively and can be a good starting point. However, to actively increase sales, the rep must adapt to the customer. Analyze the tone of the customer, read the cues.
If they seem uninterested, explain a different aspect of the product or service. If they are attentive, consider pitching. Read the situation and react intuitively for the best possibility of closing a sale.
A successful salesperson has a lot to learn from the experts to improve their sales practices. Right from knowing the topics to capture customer interest, to picking the right time to mention them; you can learn from their experience.
This is where Rafiki can help. You can easily track how expert salespeople close deals. Rafiki ups the ante by not only transcribing the calls but by providing detailed reports on the pattern of conversation. In short, Rafiki demystifies the sales calls, takes them apart, and provides the stats on what works.
Now all you have to do is apply the techniques.
The best sales reps know exactly what went wrong in each call and make the change in their next. This knowledge comes only by reviewing every call you make and breaking it down. Exactly where did the deal seem like it might fall through? Was there a trigger that cued the customer to close the deal?
These answers can be easily obtained using Rafiki. By seeing your topic pattern, and comparing it to those of successful reps, you can change exactly what went wrong the next time. You are sure to see an increase in sales.
Many sales reps flounder when customers have objections. These could be speculative questions as to why they don’t need the product or service. A good salesperson knows how to meander through this and put forth a strong case, which inadvertently can increase sales.
But how do you know what is the perfect time to pitch the product or service in such a conversation? Rafiki can again help. With a curated analysis of the best moments related to each topic, you'll know exactly when to say what. A smooth segue can save many a sale.
The goal is to increase sales. This doesn’t come easy.
Study your sales funnel. How many conversions are you achieving? Celebrate the wins. While there might be better performers, every call is a step closer to increasing turnover rates and achieving newer targets. An increase in sales is not an overnight achievement. Progress takes place with time, patience, and an endless willingness to learn.
This is a key aspect that is often overlooked due to a perception of lack of interest from the customer. One call is not the end-all unless a customer explicitly requests not to call again.
Whether it is repeat emails to nudge prospects or calls to understand the needs of the customer, it is vital to follow up to increase sales. Don’t be pushy, but persistent.
Sales calls are a meandering path that should ideally lead to one destination - closed deals. Getting there is a challenge, but by applying new skills and techniques, anyone can become an expert salesperson.
Now that you know the different ways to increase sales, it is time to know more about Rafiki.
You need to understand who your prospect is and what motivates them to buy your product. It is vital to understand their needs before making the sales call. By knowing the prospect, the product, and the sales strategy well, one can make a successful sale. Through this practice you will ensure that the prospect takes you seriously - This builds a good first impression.
Researching your prospect is not a difficult task. Finding details about them in their LinkedIn profile or company website will give you a handful of information that is sufficient for a personalized approach. Here is a thumb rule - learn 3 things about your prospect before you get on a call.
We all have our happy times. So do research and check the best time to reach the prospects. Nearly half the time, the calls will be handled by the Personal Assistant or Receptionist. Have a solid plan to get past these gatekeepers and reach your prospect.
One idea is to sound like a senior employee of your organization (if you are not). Be relaxed and keep your tone calm. Speak confidently, concisely, and slowly.
Make an impression that you already know your prospect well by using their first name and using the details that you found during the research. Importantly, don't try to sell your product to the PA or receptionist as they are not the decision-makers.
Ask as many questions as possible and make the sale look like it has already happened. The best way to sell a product is by connecting emotionally. Once you know them better it is time to talk about you as well.
Any prospect would like to connect with a trustworthy business and you should make sure that you take them through social proofs about your brand. Let them know how long you have been doing the business and how you worked to achieve what you are today. Closing a deal is a two-way street. Once you have built enough trust go ahead and complete the sale.
Rafiki is a comprehensive tool that takes apart any sales call and provides analytical insights. The ease of use coupled with its various features makes it a breezy experience to break down the best way to increase sales. Whether an experienced sales executive or a budding new rep, Rafiki can help you up your game with real stats from real sales calls. To know more about Rafiki, contact us today.