There is no shortage of sales strategies online, from “Do your research” to “Grow your network.” Unfortunately, most of that advice tends to be vague. They seldom come up with real-world examples or actionable suggestions to pursue.
The truth of the matter is that there is no single foolproof approach when it comes to reaching your monthly quota. Each industry is subject to unique trends, processes, and developments. Reaching the commission-based promised land takes more than just implementing vetted sales strategies. It also takes having a clear understanding of such techniques. (See Related: Close More Sales with These Awesome Cold Pitching Strategies)
Here are some of the best sales strategies today, and how to implement them to win more deals and qualified leads:
Offer multiple options
While providing prospects with too many options can lead to decision paralysis, studies suggest that taking the opposite approach frequently leads to negative results. Leads that are only given a single choice often end up declining altogether.
Presenting multiple options gives prospects a sense of autonomy during the sales process. It gives them the power to decide. The key is to avoid overwhelming them with too many choices. To determine the most viable options to offer, conduct a cross-company approach, product syncing, and bespoke marketing.
If you’re not prepared to offer several product choices, find other ways to bring variety to your sales. An excellent way to do this is to provide multiple payment options.
Expand your network
Our early ancestors were always a misstep away from being a predator’s meal, and it’s part of the reason why people nowadays are incredibly suspicious of positive prospects. Fortunately, they found security in each other, relying on each other and working towards a single objective to survive.
From a sales perspective, it’s highly likely that your prospects will initially view you as a predator —one that’s after their income rather than their lives. To change this, you’ll need to prove that you’re human. This is where networking comes in.
According to previous studies, individuals are five times more likely to return a call if they feel a personal connection to the caller, so build relationships. Always be open to meeting new people.
A great way to meet with experts, influencers, and prospects in your current target industry is to attend relevant events. “So what do you do?” is a great conversation starter once introductions are done.
Mingle, get business cards, and don’t forget to connect with your new acquaintances on LinkedIn. Share your experiences and encourage them to do the same. The secret is to ask questions that don’t entail a one-word answer. For instance, ask them where they see the most room for improvement with their current online presence instead of inquiring about whether they are satisfied with their current visibility.
Finally, always respond to new leads as quickly as possible. Research shows that fresh leads that are contacted within 60 minutes are six times more likely to convert compared to those that are approached beyond the one-hour mark. Make the most out of this phenomenon. Don’t lose opportunities due to delayed or reluctant responses.
Let’s be clear: there is no magic equation that will guarantee superb results overnight. Steer clear of articles and individuals who claim otherwise. These sales strategies offer a comprehensive guide for meeting your monthly quota but don’t limit your approach to just these.
Study up on your current target industry and tailor your techniques to it accordingly. Keep in mind that some strategies will work better than others, so don’t be afraid to try new approaches!