22 Sales Actions for a Successful 2022
What is this all about? Watch the introduction video here.
Find here the full list 22 Sales Actions to increase your closing rate or increase your team's sales performance below:
A well planned and robust process that you or your sales team can follow from start to finish in a set number of steps is the only way to ensure consistent results and monitoring. First document it and then train them to follow it.??
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2. Maximize relationships through upsales and cross-sales.?
It takes 5 times less resources to sell to an existing customer vs a new one.?
Maximize the relationships you already own by training your team in upselling and cross-selling.?
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3. Improve your customer’s situation with cross-selling.?
Don’t be shy to cross-sell. Great workshop idea with your team is to list your customer segments, where they are in their customer journey and note all other services that could improve their situation.?
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4. List your customer’s most pressing drivers to buy your solutions.?
Each group of customers has a unique situation and distinct drivers to buy your “stuff”. Knowing them “In your head” is not enough. List out what each customer group is really looking for when shopping around.?
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5. Don’t get stuck in talking about your solution.?
How do your solutions solve your customers’ biggest problems? Write out full benefit statements for each and practise saying them out loud.?
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6. Build rapport with new customers with their sector’s issues.?
Weather, parking, politics now outdated for building rapport. No need to dive into their business, as this is next in your meeting. Research ahead of time big picture items that have resonance with their industry to break the ice.?
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7. Defend your price with the “value add” in your service.
Giving discounts cheapens your service and your brand. Prepare yourself with the?“why your service costs that much” and how it brings value to the customer. Why should they pay less for that?
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8. Secure a commitment after every sales interaction.
“Call me next week” is not going to work. Specify the day and the time for your next sales chat. If you cannot get that commitment ask “why?” to get to the real issue.?
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9. After discovering a specific pain or goal, continue to dig deeper.
Initial sales meetings are about discovering pain and goals. As you find them, ask more questions like “What does that mean for you?” instead of moving to the next question quickly.?
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10. Dedicate a holiday month specifically to cross-sell.?
Need to motivate the team to bring in more revenue without extra resources? During a "dead" month or holiday month, create an attractive incentive plan for your sales team to visit all existing customers and sell extra services.?
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11. Document your step-by-step sales meeting sequence.?
Whether you are selling alone or on a team, you need a sequence to follow from “hello” to?“next buying step”. Map it out to determine what you are missing. More questions? Most customer-centric presentation? Robust close?
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12. Build a training program in bite size sessions.
The days of 3 full day training are over. Your team will forget everything 2 weeks later. Divide those 3 days into multiple sessions to allow time for digestion, application and feedback.?
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13. Ensure each sales coaching session has a focus.?
Plan your coaching sessions chronologically. Ideas for coaching sessions are:?
Don’t try to do it all in one session.?
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14. Find out the customer’s gap and fill it.
Selling is not pushing. Prepare sales tools for your team:
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15. Invite customer-centric language into your presentation.
When presenting your solution, select words about their pain points, goals, and benefits. If you are speaking with “our….” vs “your . . . “, you are using product-centric language. And that is not going to work.?
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16. Prepare your questions before the sales meeting.
Discover sales meetings are the most crucial to identify what the customer values. Plan ahead with a strong list of questions to find out exactly what drives the customer’s buying decision.?
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17. Sell benefits first, features later.?
Consider your angle before you pitch. What is the aspect, outcome or benefit that your customer is looking for??Share the features and details after.?
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18. Find a mini commitment to end every sales meeting.?
Predetermine your main goal and work backwards. What mini commitments can you ask for along the way to make sure your customer is interested and invested? This way, you will avoid getting ghosted.?
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19. Don’t forget the decision making questions.
“Who else makes this decision with you?” is a great question to find out who is in charge without hurting anyone’s feelings.?
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20. Accept: You are not going to win every deal.?
Sales people are driven and optimistic, but there are many factors on the buyer’s side that are hidden and stop our deals from materializing. Don’t take it personally. Aim for the market’s standard of 20% closing rate.?
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21. Take care of your mind and body.
Selling takes a lot out of us as we deal with people’s issues and a lot of disappointments. Be the best you can be at work by taking care of yourself, mind and body, outside of work.
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22. Be your charming self.
Your solution may have got you in the door, but your charm will keep you there. Be the person people want to talk to. Be interested in others. It will enrich your life and open many more doors than you thought possible.?
Follow these and watch your sales performance explode!
Happy selling.
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