As we start the new year it is important to reflect on what worked well for you as a sales person in 2016 and where there can be room for improvement.
Below are 5 New Year's Resolutions to help you improve your sales performance for 2017:
Don’t wait until the end of the conversation to think about how to close:
The entire sales process is a series of trial closes. Use charm, wit, and a series of leading questions in rapid succession to build rapport, understand the needs of the customer and relate them back to your offering.
In a B2B environment think digital before paper
In this day and age is it really necessary to give business cards to clients/prospects? After you’ve met with a client or prospect send them a LinkedIn request immediately to ensure you’re memorable and easily contactable. Ireland is the 3rd highest per capita workforce using LinkedIn in the world according to voltedge.ie after the US and Holland.
Make your sales presentations all about them
It’s so easy to get caught up in talking about how great your company is, what superb packages you offer and competitive pricing but really the buyer wants you to talk about them. What’s in it for them? What can you offer them? How will they benefit? So in 2017 stop talking about you and our company, us and I and start talking about them!
Make time for personal growth and development
Even the best sales professionals know that there is always room for improvement. Take responsibility for your own performance this year and always be on the lookout for ways to further develop your sales strategy. Shadow a high-performing peer, talk to your sales manager, or just set aside some time for self-evaluation.
Become a thought leader
B2B buyers look for vendors who understand their business and the challenges they face. Make it a point to do your research and stay up-to-date on what’s going on in the industry, as well as with your prospects and competitors. Being a trusted advisor to your prospects means being able to diagnose their business challenges and then to make the right recommendations that improve their situation. Remember – you are helping people and solving problems, not merely making sales
As an outsource sales provider with 80 years in business and 30 years in Ireland we believe there is always room for improvement in the sales process!
Feel free to contact us if you would like to be part of one of our award winning team or think your business might benefit from outsourcing your sales channel to the experts.
Happy New Year