Salespeople are always looking for ways to improve their performance, as new challenges arise on a daily basis. Whether it’s bigger territories, higher sales targets or an additional number of calls, salespeople need to step their game up to meet the rising demands of the market.
At CPM we have gathered 5 tips that will help you to increase your sales productivity.
1.- People Buy Benefits
Before starting the selling process, you need to answer the question “What are the biggest benefits the product/service offers to customers?” The benefit you offer should be the starting point of your sales speech, as people don’t buy products, they buy the results that the product will give. The bigger the benefit, the strongest the selling appeal.
One way to achieve it is by emphasizing the features that reduce costs and solve problems for the customer. When salespeople focus on product features, they speak the manufacturer's language which is of little interest to the buyer.
2.- Dramatize Feelings
Another aspect that you should include in your sales speech is the emotional reward that your customer will experience when using your product/ service. Customers are usually driven to buy on impulse, not logic. They base their buying decisions on how they feel about your product or service. And what better way to create a deeper connection than to get your customers excited about using your product or service? This will not only help you to make strongest connections but also will help you to increase sales.
To achieve this goal, use vivid word pictures to help them imagine themselves already enjoying the benefits of your product/service.
3. Personalize your approach
Another way to improve your sales performance is by personalizing your sales speech. By targeting the individual needs of the customer, you will increase your chances of closing the sale.
For that reason, you need to develop customized versions of your sales message to cater to the specific needs of your potential customers. An excellent method to achieve it is to use the language and communication style of your audience.
4.- Minimize time spent on administrative tasks
Salespeople are not always selling. Their work also requires dealing with non-selling administrative duties. But to get the most out of your day, make sure that the non-sales issues get routed to the right department. If you identified any process that is holding you back, discuss it with your manager. With clearly aligned goals, all activities can be quickly evaluated. Activities that don’t support these aims can be eliminated or updated to bring them into alignment.
5.- Track performance and identify areas for improvement
And last but not least, don’t forget to review your sales performance on a regular basis with the aim to identify opportunities areas and then create a plan to boost your productivity. If you consider that you need to improve in a particular field, don’t hesitate to ask help to your manager. Effective sales teams always share their best practices.
Each of these 5 selling tips will help you increase your sales. They produce immediate results, and they won't cost you anything to implement.