It’s a New Year, which means it’s time to set new sales goals. Constantly assessing and adjusting your goals is important. Sales teams who aren’t consistently meeting their targets typically do not have an effective sales strategy in place. If that’s the case in your organization, it could be slowing down your overall growth. Use these tips to develop a sales strategy that will set your team up for success.
Identify Your Target Market
If you try to do business with everyone, you could miss connecting with anyone. Make sure your team knows who your target market is and can identify your ideal customer. Create a profile for this customer, identifying the age, gender and details of their lifestyle. This will provide a visual representation for your team to target the right type of customer. Your sales team should be able to eliminate the people who aren’t interested in your products or services, so they can focus on your target market.
When pitching your services to potential customers your sales team should not exaggerate. People can use body language and tone to identify when someone is not being genuine. Stick to the benefits of your products or services and answer customer questions honestly. Even if a team member gets a sale from a dishonest pitch, the customer will eventually find out the truth. Not only will you lose one customer, but that person can also turn some of your loyal customers against your business with a negative online review. Honesty is a policy you should make sure every team member abides by.
Know the Competition
Understanding who is also selling within your target market could set you apart from your competitors. Study their techniques, products and services so your team can clearly promote the benefits that they don’t offer. Competition research could also help you identify the gaps in the market and deliver exactly what your customers want.
Demonstrate a Need
People won’t just take your word for it. You need to find different ways to demonstrate the importance of your product or service by tailoring it to the needs of your target market. Sometimes people don’t realize how much they need something until they see it in action. Showing rather than telling could turn a cold shoulder into your latest customer.
Create a system for your sales team to monitor their sales performance. They should be able to analyze their numbers and identify which techniques were effective and which ones didn’t produce results. This will give you the data to determine what your team should start doing more of in order to increase sales.
Are you looking to sharpen the skills of your sales team? Coach Greg Emslie provides sales success training that will help your team meet their targets and maximize profitability.
For a free consultation please feel free to contact us.
About the Author
With more than three decades of experience in all facets of sales management, customer service, business growth, and staff coordination, Certified Business Coach Greg Emslie is a focused professional with the tools to help you grow and manage your business effectively.
Driven by his ability to implement proven business concepts and help improve teams, Greg affects all areas of the companies he works with, including sales, leadership, profitability, and decision-making. He focuses on improving efficiency and processes for his clients while helping them grow their revenue base.
Ready to begin finding other ways to make your company more productive? Let’s get the conversation started. Contact Greg Emslie for a business strategy discussion today!