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Being motivated to perform as a leader is one thing, but how do you get your sales teams to work just as hard to delight customers and grow what you are promoting?
There’s little doubt about it—to be a salesperson, you have to be a people person. Some of the most successful corporations in the world are simply because they put their customers first.
How salespeople communicate with customers, from acquisition to close, is the difference between making a sale and losing the ability to control the narrative and build a popularity.
Customer experiences, teaching your sales teams to understand context and pricing, and strengthening your differentiator will give your team all the pieces they need to take what you are promoting to the top.
Sales and Marketing Strategies
Make your sales team aware that they are welcome guests, not nuisance pests.
Sales reps often get a bad rap for being too pushy or dishonest. People’s time is helpful, and the last item your teams needs to be doing is making potential buyers feel cheated or pressured into buying something.
If you do not have customers, what you are promoting has nothing. Treating them like people, not a source of profit, is the only way to authentic customer connections which bring mutual advantages.
A pacesetter’s job is to encourage sales teams to want to get to know their prospects—to really care about delivering something that may make a difference in their lives.
Relying on marketing to inform your audience about your brand is also key. Tell them who you are, what you do, and what you may do to solve their problem.
With a strong marketing strategy that clearly communicates what you are promoting to potential customers, half the battle can be won before they even hear the sales pitch.
Context and prices
When talking with your team about the pricing of your product or service, context is key.
Leaders and their sales teams should all the time concentrate to how people buy their products, taking into account aspects resembling the market, business climate, price and demand.
This is where price elasticity comes in. If demand for a product or service increases based on a change in price, it is considered elastic. If demand changes little or no or not at all with an increase or decrease in price, it is considered inelastic.
Take fuel, for example. This resource is widely considered essential, which makes it inflexible. Without it, drivers can’t get from point A to point B using a fuel-powered vehicle. While consumers may select one gas station over one other based on cost per gallon, for example, they still need fuel.
The same goes for things like bottled water in areas with limited access to clean water, electricity, housing, etc. Pricing flexibility can work to what you are promoting’s advantage if prices are presented in the right context.
Like price, many aspects can influence a person’s decision to purchase a product and their ability to purchase it, so emphasizing the importance of context in the work of the sales team is key.
If you encourage your teams to promote confident pricing and use decisive billing strategies, your likelihood of creating a sale will increase significantly.
Differentiation
There are many billions of brands of dining furniture on the market, just as there are billions of brands of toothpaste, brands of formal wear, and even brands of gardening tools.
If your sales team spends their days pursuing leads, whether it’s making phone calls, sending emails, or going door-to-door, they need to know how to effectively promote your brand.
Telling a potential customer about your product or service is one thing, but convincing them that your product is higher than others requires that your sales reps understand what makes your organization unique.
If a prospect is going to ask, “Why should I buy your product instead?” a sales rep should have a compelling answer. In fact, they need to have a list of 10 explanation why your product is higher than the competition. If they will’t do that, they’re wasting their time, quite frankly.
Arming your sales team with the knowledge needed to persuade customers that your offer is the only option in a sea of options is how you may go from a few sales a week to 1000’s a day.
Brainstorming with teams, workshops, and open feedback are transformational ways to spark creative considering about your sales model and establish a set of unique value propositions and market positions.
Getting a sale
No matter what industry you use in, gaining quarter-hour of fame as a brand, let alone becoming a market leader, is hard.
There will all the time be competition, but if what you are promoting is supported by a well-prepared, motivated and tactful sales team, you’ll all the time give you the chance to count on rewards.
As a leader, reinforcing your customer support values, understanding the relationship between context and price, and what makes your product or service the better of the best is the surest way to make your sales team impenetrable.
Develop your sales teams at all costs – your future business will thanks for it.