Provide a clear, personalized end result
Posted: Sun Jan 19, 2025 5:23 am
When customers come to your business, they aren’t necessarily looking for a product or service, but rather a desired end result. These customers want to purchase a means to improve their life or operations, or simply improve their strategies with the help of your offering.
After you explain your product or service offering, you need to personalize the benefits for each customer in a way that is valuable to them. If you’re selling customer service software to a small business that doesn’t have experience with this solution, it will be your job to educate them on its use in an SMB environment.
By doing so, it will be easier to see how they can use it and they will brazil phone number material spend less time debating what they will use it for. By painting a clear picture of the end result, your customer will be able to see the value of the purchase and will be more likely to accept the offer.
9. Consider the possibility of having to adapt your offer
In sales conversations, you will likely encounter customers with unique demands. This is natural when working with companies that have different structures and needs.
Instead of saying “I won’t” or “I can’t,” make sure your sales strategy is tailored to the customer’s desires.
10. Close deals with confidence
The way you close a sale is just as important as the way you start the conversation. Encourage clear, concise, and firm closing techniques to ensure your sales team sets the right expectations and delivers on their promises.
Maintaining a list of proven closing techniques will help salespeople routinely win deals. These techniques can include the now-or-never close (“If you commit now, I can get you 20% off”) or the question-and-answer close (“Does what I offer solve your problem, in your opinion?”).
11. Nurture existing accounts to generate future sales opportunities
Once a deal is closed, there’s no need for a sales strategy… right? Nope. Account management is an incredibly important part of the sales process, fostering loyal, satisfied customers and leveraging cross-selling and upselling opportunities .
After your sales team sees success with the strategy, go the extra mile and form a partnership between your sales team and customer support teams. By ensuring continued customer satisfaction with your product or service, they’ll be more inclined to do business with your company again—and even advocate for it.
Outbound Sales Methodology
In addition to upselling and cross-selling , there are 2 important types of sales methodologies : inbound and outbound.
In outbound sales, the legacy system of most sales teams, companies base their sales strategy on the actions of the salesperson.
They rely on manually entered data to monitor the sales pipeline and train salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers.
In inbound sales, the modern sales team methodology, companies base their sales process on buyer behavior. They automatically capture seller and buyer data to monitor the pipeline and train salespeople. They also align sales and marketing, creating a seamless experience for consumers.
In the past, buyers struggled to evaluate a product and decide whether to buy it using only the information provided by the seller. Today, all the information needed to evaluate a product is available online and buyers are no longer dependent on the seller.
If today’s sales teams don’t align themselves on the modern buyer’s journey and fail to add value beyond the information already available to them, then they will have no reason to engage with sellers.
Inbound sales benefit consumers at every stage of the buyer's journey: discovery, consideration, and decision .
Inbound sales teams help the buyer become aware of potential problems or opportunities, discover strategies to solve problems, assess whether the salesperson can help with a problem, and encourage the purchase of a solution to their problem.
They are helpful and trustworthy, and they build partnerships instead of power struggles. Not sure how to get started with inbound selling? Every sales team should have a sales strategic plan that outlines their goals, best practices, and processes designed to align the team and create consistency.
How to build a sales strategy
1. Set organizational goals
Setting goals is a no-brainer for most sales teams. Otherwise, how else will you know you’re executing the right activities to get the best results?
A key factor to keep in mind when developing sales goals is to avoid doing so in silos. Get input from stakeholders across the organization, as each department is responsible for the company's results. Each goal should be specific and measurable , such as "sell 150% of the projected sales quota in the second quarter."
This reduces confusion when it comes time to review goals and determine what worked and what didn't.
2. Create a customer profile that fits a specific product offering
This involves a detailed profile of the target customer – a buyer persona – including company size, psychographics, and buying process. The product offering should outline the product’s benefits and features, with an emphasis on those that solve the target customers’ pain points.
3. Hire, onboard, and compensate sales team members appropriately
After you explain your product or service offering, you need to personalize the benefits for each customer in a way that is valuable to them. If you’re selling customer service software to a small business that doesn’t have experience with this solution, it will be your job to educate them on its use in an SMB environment.
By doing so, it will be easier to see how they can use it and they will brazil phone number material spend less time debating what they will use it for. By painting a clear picture of the end result, your customer will be able to see the value of the purchase and will be more likely to accept the offer.
9. Consider the possibility of having to adapt your offer
In sales conversations, you will likely encounter customers with unique demands. This is natural when working with companies that have different structures and needs.
Instead of saying “I won’t” or “I can’t,” make sure your sales strategy is tailored to the customer’s desires.
10. Close deals with confidence
The way you close a sale is just as important as the way you start the conversation. Encourage clear, concise, and firm closing techniques to ensure your sales team sets the right expectations and delivers on their promises.
Maintaining a list of proven closing techniques will help salespeople routinely win deals. These techniques can include the now-or-never close (“If you commit now, I can get you 20% off”) or the question-and-answer close (“Does what I offer solve your problem, in your opinion?”).
11. Nurture existing accounts to generate future sales opportunities
Once a deal is closed, there’s no need for a sales strategy… right? Nope. Account management is an incredibly important part of the sales process, fostering loyal, satisfied customers and leveraging cross-selling and upselling opportunities .
After your sales team sees success with the strategy, go the extra mile and form a partnership between your sales team and customer support teams. By ensuring continued customer satisfaction with your product or service, they’ll be more inclined to do business with your company again—and even advocate for it.
Outbound Sales Methodology
In addition to upselling and cross-selling , there are 2 important types of sales methodologies : inbound and outbound.
In outbound sales, the legacy system of most sales teams, companies base their sales strategy on the actions of the salesperson.
They rely on manually entered data to monitor the sales pipeline and train salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers.
In inbound sales, the modern sales team methodology, companies base their sales process on buyer behavior. They automatically capture seller and buyer data to monitor the pipeline and train salespeople. They also align sales and marketing, creating a seamless experience for consumers.
In the past, buyers struggled to evaluate a product and decide whether to buy it using only the information provided by the seller. Today, all the information needed to evaluate a product is available online and buyers are no longer dependent on the seller.
If today’s sales teams don’t align themselves on the modern buyer’s journey and fail to add value beyond the information already available to them, then they will have no reason to engage with sellers.
Inbound sales benefit consumers at every stage of the buyer's journey: discovery, consideration, and decision .
Inbound sales teams help the buyer become aware of potential problems or opportunities, discover strategies to solve problems, assess whether the salesperson can help with a problem, and encourage the purchase of a solution to their problem.
They are helpful and trustworthy, and they build partnerships instead of power struggles. Not sure how to get started with inbound selling? Every sales team should have a sales strategic plan that outlines their goals, best practices, and processes designed to align the team and create consistency.
How to build a sales strategy
1. Set organizational goals
Setting goals is a no-brainer for most sales teams. Otherwise, how else will you know you’re executing the right activities to get the best results?
A key factor to keep in mind when developing sales goals is to avoid doing so in silos. Get input from stakeholders across the organization, as each department is responsible for the company's results. Each goal should be specific and measurable , such as "sell 150% of the projected sales quota in the second quarter."
This reduces confusion when it comes time to review goals and determine what worked and what didn't.
2. Create a customer profile that fits a specific product offering
This involves a detailed profile of the target customer – a buyer persona – including company size, psychographics, and buying process. The product offering should outline the product’s benefits and features, with an emphasis on those that solve the target customers’ pain points.
3. Hire, onboard, and compensate sales team members appropriately