Google, blogs and other internet trends have transformed the way people and business purchase products. Much business have outdated sales techniques for prospecting for qualified leads. 60% of the sales peoples time is spend for prospecting, which can be effectively used for sales closing and account management. Its time to rethink the sales strategy within the organization. Here are the four essential areas to focus on to gain efficiency in the business.
- Focus on the need
During the sales process, the focus should be on the customer challenges and uncoveing their need. Solution needs to be recommended only when the need is clearly understood by the customer. In order to satisfy customer needs companies have to optimize its resources to proactively answer the solution and find means and ways to support the company. Focus in the core business is the key. Clients don’t want to buy products, they want help. The best way to help them is with the solution & your expertise. Educating the customer is key rather than selling the solution you intend.
- Product is well known to the client before sales person strikes him
At present, 70% of the sales cycle would be completed before the sales person’s first meeting with the client. The information on any product and service is readily available in Google and in the era of strong inbound marketing tactics (leads generated through social media, blog and email marketing) companies are well versed with the market knowledge. As outbound sales (meetings, trade shows & business cards) is an expensive proposition, it is recommended to educate customer through long term inbound marketing to attract them than chasing.
- Prospecting is not the responsibility of the sales person
Qualification of the sales leads are outsourced as the internal lead hunting leads sales team with lack of motivation, lack of focus, lack of proper training and support and unclear metrics. Specialize the sales team on closing and account management. If you can’t specialize today, create a plan on how and when you can.
- Objective of your customer in mind
Objective of any company should be with the customer to help him to achieve his objective. The resources are to be aligned in such a way that the solution to their issues and objectives are imbibed by the team to offer them the best solution. What we really need is the mindset shift that will make company relevant to customers today.