The ability for your team to sell effectively is directly connected to your business’s ability to grow sustainably.
As a business owner, a CEO or an entrepreneur, having the knowledge of how to sell effectively and installing this knowledge into your team is not only important, it is critical to your survival and prosperity.
Every business can be great with the right approach to sales. But often, there are limiting beliefs or gaps in knowledge that prevent businesses from maximizing their full potential.
Focus on Results, Not Effort
“Work smarter, not harder" is a profound statement that everyone knows they should live by, but few do live by this.
In sales, we must strive to live by this statement. Sales aren't about how many meetings you can arrange or how many impressions you can get on your social media posts. At the end of the day, it comes down to the quality of your interactions and your conversion rate, which will ultimately equal results.
Success in sales stems from how you can get your product or service in front of as many people as possible. But at the same time, these need to be the right people, and they must be approached in the right way.
A great way to achieve this is by having a multitude of high-quality sales & marketing strategies in place that focus on creating a tangible ROI. This means that when your people enter selling situations, they are of high quality, they are coming from a position of strength.
Business operations are about logic and reason; it’s easy to get bogged down in this day to day running of your company. Sales, however, is intrinsically tied to emotion.
For sales teams to be effective, they need to have the ability to grab the attention of their prospect and keep them absolutely focused on what they are offering. A logical approach won’t cut it. Instead, tap into the right-hand side of the prospect's brain which controls emotions.
The only way to create emotional connections with your prospects is to appeal to their motivations, their vision, their dreams. Only then can you customize your product or service offering in a way that will resonate with their emotional buying motivations.
Stop Fearing Failure
The fear of failure is a massive problem in sales, and it limits the growth potential of many an organization.
This sounds obvious. Surprisingly, a high proportion of salespeople don’t ask for the sale. Their efforts are so focused on making a good impression and not ‘messing up’ that they bypass the most important part of the sales process - the close.
There will come a time in every sales negotiation, where your prospect is ready to decide. Countless sales have been missed because salespeople fail to enter the closing phase of a sale through a fear of failure - instead they position for another call or meeting in the future, they accept the early objections from their prospect or they suddenly become ‘too busy’ to follow up - the reason this happens in many respects is a fear of failure. Eliminate this fear from you and your team and watch your business grow!