The Best Sales Strategy: Keep it Simple!

This is not the time to boil the ocean.?

Really, there’s no time to boil the ocean, but?now especially, it’s time to keep your activities and processes?simple.

So what works best if simplicity is the name of the game? Check out these eight strategies.

1. Sell urgency.?

Urgency works. Your customers have situations, and things they need to accomplish.?Make it easy for them to do business with you.?

They may have money that they need to spend. Help them spend it! They may need to put what you offer in place before moving on to something else.

There’s even urgency that you can create in terms of,?“Hey, if we don’t get this order in by this date, we’re going to run out of inventory. Or, we’re not going to be able to wind up providing you with this until X date.“

Please, don’t do any of your self-created urgencies unless they’re real.?Don’t manufacture fake urgency.?Customers can smell that.?

2. Sell the high value needs.?

Since the pandemic, customers are focused on just those one or two key priorities.

You’ve got to identify that most critical need they have and focus on that. When they say something to you, come back and ask them a question about it. Ask them?another question.

Flush that out as much as possible and leverage the information you gain.?

3. Routine orders.?

Yes, you’ve got routine orders that are coming in all the time. Make sure that they continue. Watch your customers to make sure that no order is forgotten.

Monitor routine orders so they happen on schedule, on time, and they include all of the items that should be in there.?

4. Daily target.?

Set yourself a daily objective. These are the number of calls I’m going to make. Make that your plan for the day.?

5. Referrals?

Referrals are the easiest way to?grow your business.

It’s so easy to grow your business with referrals, and yet so few salespeople ask for them.?

When you get referrals, these are many times people who are already motivated to buy. They’re qualified, they’re ready. Make it a focus of your time to be out asking for referrals. Then, when you get them, follow up.?

Here’s a little trick: If someone gave you a referral three to six months ago, and something came of it, call them back up and say, “Hey, I was just thinking, thank you again for that referral that you gave me six months ago.?They turned out to be a great customer.” You know what’s interesting? Many times they’ll respond, “Oh, you know what? Here’s somebody else I should refer to you.” Excellent!?

6. Make it easy.

One of the things I love doing in terms of making it easier, when I have a new customer that’s coming on board, I’ll say, “Hey, let’s go ahead and get the credit app filled out right now. And let’s get me set up as a vendor in your system right now.” The reason being is because when the order comes, you want to be able to push it through quickly.

That also means don’t pummel them with 10,000 decisions to make. Make it easy. How many times have you seen a new product come out, let’s say smartphones, and there are so many new smartphones on the market you don’t know which one to get, so as a result, you don’t buy anything.?

Make it easy for your customer by just giving them?one or two choices.?It’s A or it’s B. That’s it.

7. Paperwork?

Don’t allow yourself to start getting behind. Many times what happens is when sales people get behind, they start not putting stuff into their CRM system. They start losing track of things.

Don’t fall into that habit! You’ve got to stay on track.

8. Speed sells.

If you have a customer with an opportunity,?you have to help them with it?right now. Now more than ever, once you get an inbound lead, you have one minute to call them back. One minute.?

Speed sells because they have an itch, and if they don’t get it taken care of, they’re going to go someplace else.?

This applies to follow-up meetings, too. Gone are the days of scheduling something for next week. No, let’s get a meeting on the calendar?for tomorrow.

What is the Sales Logic System?

My business partner?Meridith Elliott Powell,?and I will give you the entire blueprint of this sales process at our one-day event, Sales Logic LIVE!

Contact: It’s not about spraying and praying. It’s about getting very specific with your ICP, and tailoring the message.?

Connect: It’s about follow-up, and taking the customer through their journey by listening and looking downstream. When we do that, it’s amazing how we don’t just land a sale, but we land?and expand.?

Close: If the first two steps focus on individualization and personalization, and there’s a high degree of trust, the sale closes faster and the close is the easiest part. Things don’t get bogged down because both sides know where they’re coming from!

The?Sales Logic System?is going to help change how you sell. This has been a brief overview, but we’ll go in-depth?at Sales Logic LIVE on May 24th. Don’t miss it, this is imperative to your growth as a salesperson, and reaching success.?

We want you there. We know we can help you meet your sales goals not just next quarter, but every quarter.

Join Mark Hunter, Meredith Elliott Powell, and Paul Fuller as we focus on Simplifying Sales, and creating predictable paths to revenue.

B2B Sales is at a Crossroads.

Techniques that have worked before are not working, and the value of sales is being questioned.?

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Due to decades of quantity focused prospecting, information overload, and a shift towards efficiency over service, and pitching over leadership, customers are saying enough is enough. They are tuning out average performers in sales, and choosing to take most of the buying journey on their own. This results in up and down sales results, forecasts that are all over the place, and salespeople that are half-committed due an inability to truly connect with their customers.

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Leaders must make a choice.?Most will choose to do nothing and fail.?Some will choose to do more of the same, and get the same results.?

Others will choose to tackle the hard things, and get better. They will focus on the cores of Talent, Technology, and Training to lift their organizational performance.

1. TRAINING:?Sales leaders must implement strong methodologies and sales processes to ensure quality of sales teams, to help sales representatives to be able to hold impactful and meaningful business conversations, and to communicate effectively with their own organization as well as their clients.
2. TALENT:?Business owners must invest in talent. They need to continually empower sales practitioners with continual resources and effective coaching. Sales requires leadership. Leadership empowers talent.
3. TECHNOLOGY:?CEOs must enable their sales teams with streamlined, useful technology that focuses and helps a salesperson succeed. It must reinforce great habits, rather than wastes their time on filling out fields for reporting

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The Sales Logic system with Membrain is about Simplifying Sales, and helping companies focus on the 3 T's. It is focused on making the complex simple, walking the buying process with our clients, and elevating the sales profession.

With methodology and skills for Contacting, Connecting, and Closing at the core of the system, along with a team with a focused drive for coaching and enabling through technology, this partnership enables companies to drive revenue and growth effectively through B2B sales.

Don't get stuck Doing Nothing. Don't just Do More. Make a decision to Get Better, and effectively drive revenue now and in the future through leadership in human centric sales.

Sign up today, right here!

(Note: Stay until the end to be informed of a groundbreaking event, and a special offer for all webinar attendees.)

Great selling!

MH