October 16, 2014
From lead nurturing to closing the sale, important tips to grow as a professional sales rep
Sales professionals who want to grow, learn and become better are like a diamond in the ruff. Taking an opportunity from lead nurturing to final sales is a great value to a team. But someone who is closing and wanting to increase their ability is of even greater value. They are so incredibly important to their respective teams and offer such strategic value. Here are some of our greatest suggestions to become more successful and valuable to your organization.
Creating value for customers – means having valuable communication
It is so easy to default to sending e mails and hiding behind computer screens in our day and age. Taking an opportunity from a lead nurturing campaign and sending off a quick and impersonal e mail can be like second nature to us. While e-mail is an excellent tool for communication, it is not the right communication method of someone wanting to create value with their customer. In a world that is increasing in social connection, the gift of face to face conversation is become even more rare. Addressing issues, selling your services, creating value for your customer are the kinds of activity that need to be done though face to face meetings, video conferencing and phone calls. The relationships we have in our personal lives value personal connection. Your clients deserve that same kind of honor and they tell the difference a sales cycle that honors mindful communication makes.
Being a truth teller means being a better seller: There comes that moment in every sales persons life where they can have the difficult conversation, or by pass it for a pushy sales tactic. If you have been a mindful listener, brought your potential customer through a lead nurturing program with great qualification, you know their pain. You will have intimate knowledge of your customers biggest and most difficult problems that your solution can solve. If you see an issue coming their way, if you foresee a difficulty standing in the way of their pain being solved, you must speak up. Address the issues that you can see, and become more than a sales person and watch how your client treats you as a trusted adviser.
Charge only for the value that your solution can bring: We all know that the competition exists. We know they are lurking in the shadows ready to take over the that you have done and the opportunity should we not be able to close. But your pricing, the value you are giving, should be based solely on your solution. If you have cared for your client as more than just a lead nurturing If you believe in what you are selling and the solution you are buying, this guides your pricing. The value you can give, is what you charge for. Nothing more, nothing less. Your clients will come to know that you are fair and balanced and repeat business and referrals will be yours.
Not taking initiative: So many opportunities for repeat business and increased revenue die before they ever have a chance to grow. Lead nurturing means more than just getting the sale, you can continue to nurture your client long after the sale. Once you land the sale, and deliver the value, if you sit back and rest, you have already lost. As a trusted adviser to your client, you are charged with the tasks of looking for the latest and greatest opportunity to serve. If you don’t, if you rest and wait, the competitor will come in with their latest and greatest idea and leave you behind. Being a strategic sales person means that you are ready and willing ot elp with the next product and service that you can offer.
What changes can you make today to become a more effective and valuable sales rep?