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What do you do if you want to gain a competitive edge in outside sales?

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In the high-stakes world of outside sales, staying ahead of the competition is crucial. This means sharpening your skills, understanding your market, and leveraging every tool at your disposal. Whether you're a seasoned sales veteran or new to the field, there are always strategies to enhance your performance and secure that competitive edge. Let's explore how you can elevate your outside sales game.

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Jeferson Rodrigues

Executivo de vendas | Levando saúde para seu time | Vita Check-up | Relacionamento empresarial
Cortney Hewitt

Director of Marketing

1 Know Your Product

Understanding every aspect of the product you're selling is foundational to success in outside sales. You need to be able to answer questions, provide detailed explanations, and demonstrate value convincingly. This requires not just a surface-level understanding but a deep dive into the features, benefits, and potential drawbacks of your offerings. By becoming a product expert, you can confidently address client concerns and tailor your pitch to meet their specific needs.

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Olanrewaju Jubril

Business development manager
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eep Understanding of Products/Services: Develop a comprehensive understanding of your products or services, including features, benefits, and unique selling points. This knowledge will enable you to effectively communicate value to prospects and address their specific needs

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David Berndt

Factory Sales Representative at KLINGSPOR Abrasives USA
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One thing that I have done is to do your research on your product compared to your competitors. If you answer the hard questions with confidence. Your customers and also prospects will start reaching out to have you solve their problems. The biggest thing for me is to have your customers try out different products and test them together. You will become their expert.

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2 Understand Clients

To excel in outside sales, you must truly understand your clients. This involves researching their business, industry, and even the individual decision-makers you'll be engaging with. Knowing their pain points, challenges, and goals allows you to position your product as the solution they've been searching for. Personalize your approach to resonate with them on a deeper level, fostering trust and a sense of partnership.

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Paul Moseley

Seasoned overachiever in business management, Sales Management,Sales, Customer Retention and Profit Center Management.
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Just as important, stop and take the time to ask them if your research is factual and applicable to them. Form a relationship of caring and trust. You will find that most clients love to share their real concerns to a professional willing to listen.

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3 Refine Skills

Continually refining your sales skills is essential for maintaining a competitive edge. This means practicing your pitch, improving communication and negotiation techniques, and staying updated on best practices. Seeking feedback and being open to constructive criticism can also help you grow and adapt your approach. The more skilled you are, the more effectively you can connect with prospects and close deals.

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Jeferson Rodrigues

Executivo de vendas | Levando saúde para seu time | Vita Check-up | Relacionamento empresarial
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Ter curiosidade é fundamental para aprender e fazer a empresa evoluir. Se você é um empresário e quer que sua equipe melhore os resultados de vendas, instigue esse aspecto nos funcionários. Nesse sentido, é possível utilizar os treinamentos e garantir que todos tenham acesso aos melhores materiais do mercado. Além disso, vale a pena premiar e oferecer promo??es aos que demonstrarem interesse em avan?ar na carreira e curiosidade em se desenvolver. Tais pessoas podem ser grandes talentos que v?o auxiliar a organiza??o em seu crescimento.

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4 Leverage Technology

In today's digital age, leveraging technology can give you a significant advantage in outside sales. Utilize customer relationship management (CRM) tools to track interactions and sales progress. Embrace mobile technology to access information on the go and respond quickly to client inquiries. By integrating tech solutions into your sales strategy, you can streamline processes and stay organized, giving you more time to focus on selling.

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5 Network Constantly

Networking is a powerful tool for outside sales professionals. Building relationships within your industry can lead to referrals, partnerships, and insights into market trends. Attend industry events, join professional associations, and engage with peers online. The connections you make through networking can open doors to new opportunities and provide a support system for sharing strategies and advice.

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Jeferson Rodrigues

Executivo de vendas | Levando saúde para seu time | Vita Check-up | Relacionamento empresarial
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Apesar de o networking ser explicitamente praticado, é importante lembrar que é necessária uma?troca profissional?para que ele funcione bem. Portanto, sempre que você for para eventos, congressos e feiras, busque oferecer algo em troca de um bom contato. Nesse caso, como vendedor você pode se apresentar brevemente e mostrar como o produto ou servi?o que vende?pode ser útil para a pessoa com quem busca conex?o.?Quanto maior a afinidade, nesse caso, maior é a chance de networking. Outra dica é mostrar que?sua carteira de contatos pode ser relevante para a pessoa abordada.?Assim, servindo como “ponte” entre dois conhecidos, pode ser mais fácil criar uma rede profissional de alto nível.

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6 Stay Adaptable

The ability to adapt to changing market conditions, client needs, and industry trends is what separates top-performing salespeople from the rest. Be proactive in learning about new developments in your field and be ready to adjust your sales tactics accordingly. Flexibility and resilience are key to overcoming challenges and seizing opportunities that arise in the dynamic environment of outside sales.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Cortney Hewitt

Director of Marketing
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Follow-up is crucial; many sales professionals lose a sale because they do not follow up. Ensure you have a good CRM that offers the ability to set up a multi-channel marketing drip/plan for follow-up. Then block off time in your week (and honor it) for follow-up. There are numerous statistics to support this. Here are my three favorites: 3% of your leads are looking to purchase today. 48% of salespeople never even make a single follow-up attempt after a cold call. 44% of salespeople give up after one follow-up call. What you do today pays your bills later.

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What do you do if you want to gain a competitive edge in outside sales?

1

2

3

4

5

6

7

1 Know Your Product

2 Understand Clients

3 Refine Skills

4 Leverage Technology

5 Network Constantly

6 Stay Adaptable

7 Here’s what else to consider

Outside Sales

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What do you do if you want to gain a competitive edge in outside sales?

1

2

3

4

5

6

7

1 Know Your Product

2 Understand Clients

3 Refine Skills

4 Leverage Technology

5 Network Constantly

6 Stay Adaptable

7 Here’s what else to consider

Outside Sales

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