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Success in Sales in a Troubled Economy

August 11, 2011

Three Approaches Our Clients Took to Increase Sales in a Troubling Economy

1. Solid Strategy

Over the past 12 months, many of our clients focused on developing solid sales strategies. Whether the strategy was for the year, the client relationship or their next client meeting, they were specific and well thought out. Since the strategies were specific, results and success could be measured by an increase in the number of sales appointments, an increase in sales and a more loyal customer base as measured by referrals and cross sales.

One type of strategy I would like to highlight was around client meetings. A strength in particular was that they focused on merging two agendas (theirs and the client’s) rather than trying to force their agenda onto the other person. This blending of needs brought a more collaborative approach to the meetings and the ability to drive results.

2. Focus on Skills

The two skills that our clients worked on to improve results were questioning and listening.  They planned their questions and promised to listen to the customer. This is definitely not a new concept but one which takes constant discipline and practice. It is not easy focusing on another individual. Letting go of your ego for a short time can be the difference between you getting the sale or your competitor. I definitely recommend fine-tuning these skills, especially now since the business that is available to you may shrink and you probably want to be the one who secures it!

3. Emphasis on Solutions

When meeting with their prospects or clients, our clients focused on solutions and product benefits, not just product features. What helped them drive sales results with this approach was they did this from the first point of contact. Their voicemails, emails, meetings all focused on how their product provided the solutions their customer needed. They focused on the customer more than they focused on themselves and learned exactly how their clients would benefit from their products or services.
What else do you think is important as you strive for sales growth in your organization?

 

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