Sales Strategies: To ensure high performance in the commercial sector and achieve better results in generating real opportunities, higher conversion rates, and closing deals, it is essential to have well-structured, efficient, assertive, and intelligent sales strategies.
This involves having complete knowledge of the company’s reality and the customer’s buying journey. In addition, it is essential to have the following:
- Transparent processes for attracting and prospecting customers;
- Strategic planning of sales strategies;
- Specific business objectives and sales targets ;
- Measurement and mapping of sales performance indicators ;
- Complete staff training.
Thus, with everything well designed and delimited, it is much easier for sales processes to be successful.
The Most Common Mistakes In Sales Strategies
According to a study by Sales mate, companies that close 30% of qualified leads are considered profitable. But how to reach these rates and be successful? The first step is to discover the mistakes that can harm sales strategies and affect results. Let’s go to them:
Failure To Prospect
The main problem that will impact the entire progress of sales processes is a prospecting failure, with low-quality lead generation on the prospecting list or outside the ideal customer profile ( ICP ).
If this happens, the entire sales forecast will suffer as it will be tough to convert leads. Not to mention that sellers will save time and effort on tips that will yield results.
Who Is The Decision Maker For The Purchase?
Your prospecting can reach potential customers interested in the product or service but need the purchasing decision power. Here, usually, representatives will end up investing more time and energy to win over this interested lead first, which will then trigger the decision maker, requiring a new convincing process.
And it may still be that that decision maker says he needs the budget. That is, you should have spent more time and closed the account. Therefore, it is essential to always know the decision maker and direct conversations and meetings to involve the decision maker.
You Are Not Valuing Research Over Leads
When the sales representative collects information after contacting a prospect or lead properly, the progress of these approaches and conversations will undoubtedly be affected since the sales pitch will not be adapted to the needs of that specific lead.
This may even happen due to the salesperson’s anxiety about calling the lead, but it is a factor that affects the performance of sales strategies.
Focus On The Product And Not On Pain Of The Potential Customer
The sales representative can be seen as a guide within the process to help leads make their purchase decisions in an informed way and with all the necessary information. Therefore, the speech should be balanced on top of the product or service offered.
The lead wants to know how this service will solve his life, eliminating his routine problems and challenges. It’s worth discussing your product and company but in moderation. Thus, you can increase your credibility and authority throughout the sale.
Not Identifying The Right Moment To Try To Sell
High-performance salespeople must know lead timing to present the ideal solution or service for that lead’s problems at the most appropriate time.
Therefore, it is essential to understand the urgency and need of the lead and the pace of each negotiation so that a proposal and budget meeting are early enough and forced, which could drive the information away from closing.
So, the tip is to conduct the conversations well and accurately perceive the potential client to get the synchrony between the ideal time and the genuine interest to step forward towards closing.
Lack Of Customization In Approaches
We have already commented on personalization in another topic, a big problem that can arise at any time in the buying journey and sales strategies. It is worth remembering that every potential client is unique, with a different reality, specific pain points, and their own needs.
Therefore, one should never offer standardized approaches via email, social media, or telephone. It is essential to use the previous research to understand the scenario of that lead and personalize each interaction.
Another highlight here to help with contacts is the capacity for active listening, customer focus, and empathy, putting yourself in the other’s shoes. From this, it is possible to further refine the understanding of the lead, ensuring increased personalization to create greater engagement.
It Needs To Find Out Whether Or Not There Is A Budget To Close A Deal
Here is another aspect that can directly influence the productivity and performance of the sales team. If you don’t find out early in the prospecting process if the lead has enough budget to purchase your product or service, you may be engaged in a sale that won’t generate results. That is, it is more wasted effort.
We Need To Understand Why Lost Sales
They are regular for some closings not to be successful and deals not to be made. But management can still understand what went wrong and why business was lost.
With understanding what went wrong, be it the non-agreement on the budget, some problem in explaining the benefits, or even an inadequate proposal, it is possible to improve the commercial approach and sales strategies.
Making Presentations That Do Not Generate Interest
In the presentation of the product or service, it is essential to have beautiful and creative material to capture the potential customer’s interest, filling the customer’s eyes and preventing the conversation from tiring. In addition, it is essential to generate value by showing how to solve the leads’ problems.
Also Read: Can A Collaborative System Help My Company?