“Don’t lose your grip on the dreams of the past. You must fight just to keep them alive. It’s the eye of the tiger, the thrill of the fight.”
This motivational lyrics from the classic Rocky is apt for the sales world that is filled with challenges. This level of enthusiasm and an eye of a tiger is needed to overcome the roadblocks in sales.
Challenges are in every field. All you need to do is, stay determined, and fight. Explore the right tactics and find a way to succeed.
“In the middle of every difficulty lies opportunity” – Albert Einstein.
Even JK Rowling faced rejections, but she didn’t give up. Many publication houses rejected her book 12 times before it became the bestseller.
Did you know that even IBM faced a significant downfall in the late 90s?
IBM was one of the most profitable companies in the 1980s. It controlled 70% of the market share for the computer mainframe industry.
However, everything changed in the 1990s with new evolving trends and competition surging in the market. IBM lost approximately $16 billion, and its market share plummeted to 26%.
Their high-priced machine couldn’t keep up with their competitor’s smaller, cheaper machines.
But then a few changes and tactics helped them survive and move on the lucrative path again.
They focused on their strengths and used their selling point wisely to increase their profits.
Just because you’ve faced failure in the path that doesn’t mean you can’t succeed in the future. With a never-give-up attitude and a few sales tactics, even you can change your sales’ future.
Read on to find some of the most effective sales tactics you can use to drum-up your sales.
“67% of all salespeople miss their quota.”
This is because they do not pay enough attention to the sales journey.
Do not make this mistake. From prospecting to closing, each stage must be given equal importance.
If you failed in the past, then find out the reason for losing the deals. Learn from your failure and keep yourself motivated to manage and convert deals successfully.
Here are a few sales tactics to prospect, nurture, and close deals quickly.
Curiosity leads to success in sales. It is essential to be curious and learn about the prospects before connecting with them.
Research is an integral part of the sales process. By understanding a company’s background and the prospect you are trying to reach, you can frame a more meaningful conversation.
No two prospects are the same. So, the interactions will also be different. It is essential to amass information and create a personalized experience from the first touch.
42% of sales reps feel they don’t have enough information before making a call.
Potential buyers don’t have time to answer the basic questions. If you call without proper research, you might either infuriate the prospect or get hung-up in the middle of a sentence.
Instead of wasting yours and the prospect’s few minutes, it is better to invest a little time in research.
So, how to research prospects?
Thanks to the internet, you won’t face much trouble collecting information about a potential buyer.
Here is how you can research a prospect.
Cold calling is one of the most effective sales tactics if done in the right way. Even Travis Kalanick, the CEO of Uber, used this sales tactic to find his first few customers.
Therefore, be confident and make cold calls without any hesitation.
Successful cold calling requires proper preparation, structure, and strategy.
Cold calling is an old yet effective sales tactic. However, the rules of the game have changed. You can’t be cold calling the way sales reps used to call two decades. So, change your approach.
Here are a few modern cold calling tips to achieve success.
Avoid questions like-
Did I catch you at a bad time?
Using this statement to open a call makes your 40% less likely to book a meeting.
Do you have a minute to talk?
Almost 60% of salespeople get a negative response to this question.
The top sales performers talk for 46% of a call means they listen from at least 54% of it.
A sales call is undoubtedly an effective medium to connect with prospects. However, cold emails and social media are two equally powerful communication channels that can be used to reach the prospect.
One needs to be extra careful and creative to grab attention while using these two effective channels.
So how to send cold email effectively?
Well, if you want a positive response, you need to send compelling emails to your prospects, or else your emails might end up in the delete folder.
Here’s how you can do it.
Personalized emails increased CTR by 14% and conversion by 10%
Like emails, you need to even use social media effectively to capture your potential buyer’s interest.
75% of b2b buyers are influenced by social media when making purchasing decisions.
Sales reps who show interest in the prospect’s business problems and challenges often get into their good books.
Besides, you can effectively explain your product’s value when you know the prospect’s pressing needs.
So try to uncover your prospects’ business needs and challenges by asking relevant questions.
Below are a few questions that you can ask to determine your prospects’ most pressing needs.
Making a positive initial connection with the prospect can be very beneficial during the later stages of the sales process. Besides, building a good rapport helps in making the prospect comfortable to share their challenges and aspirations.
Rapport is the ability to enter someone else’s world, to make him feel that you understand him, that you have a strong bond- Tony Robbins
Here are a few ways to build rapport in sales
Besides, sales calls and meetings hold a wealth of information. That information can be very useful in closing a deal. For amassing this information, it is necessary to listen to the prospects.
So, be attentive and listen to the prospects.
Here are some helpful tips for active listening:
Prospects aren’t interested in sellers. They are interested in dealing with professionals who can help them address and resolve the ongoing business problem.
Prospects often don’t highlight their stress points. However, they like it when a company makes their life easier.
So like a consultant, guide a prospect to solve their problems.
But how would you do that?
Below are a few helpful ways:
Every business wants to be the front runner. However, bad-mouthing a competitor won’t help in being ahead in the race. Being the face of the company, a sales professional needs to be very careful with the words s/he uses while speaking about the competitors.
Bad-mouthing a competition creates a bad impression on the prospect. You might not do it deliberately, but the terms you use for your competitors might say a different story.
So, use polite terms for your competitors.
Setting an appointment is undoubtedly not an easy task. However, it isn’t an impossible one as well. All it needs is determination. So do not give up.
However, ensure you are on the right path while setting appointments, or you might face problems.
So, how to set successful sales appointments?
A presentation is almost the last opportunity to impress the prospect. If you fail to capture the interest here, the prospect might not meet again or receive your calls. So, make sure you prepare before giving your sales presentation.
Here are a few tips for giving effective sales presentation:
You wouldn’t want to miss out on a lucrative opportunity. After putting so much effort in the sales presentation, you would want to convert the deal into sales as soon as possible.
So for that, persistence is essential. In this busy business world, you won’t easily get a response. You’ll have to follow-up up consistently with the prospect.
Below are a few tips to follow-up effectively:
Many sales reps might have approached the prospect before you. Some might have overpromised. Due to bad experiences with sales reps, prospects don’t easily trust the words of sales professionals.
They want to see proof. So, give them real-life examples:
Negotiation is the most important stage of the sales process. Most of the deals are often lost at this stage. Several sales reps even make bad decisions in the heat of the moment during this stage and regret later. It is pivotal to be extra careful during this stage. Explore and use the right negotiation tactics during this stage of the sales process.
Some prospects use stalling tactics and delay the purchase. Deal smartly with such buyers. The more time a deal stays in a pipeline, the less likely it is to close. So try to create a sense of urgency to stimulate action.
Prospects will take their own sweet time to make a decision. For a quick closure, you need to push the deal forward. So where you are pursuing any deal, ensure you create a deadline and even make the prospect aware of it.
Sales are ever-changing. Competitors are trying all the sales tactics to stay ahead in the race. So, you cannot stay behind. Explore various sales tactics to close your deals quickly.
You can even take the help of a smart CRM software like Salesmate to manage, nurture, and close deals quickly. With this advanced CRM software, you can streamline your sales process, get vital sales insights to improve your sales performance, and use sales automation to save time and effort. There is a lot you can do with this high-end CRM software.