The Top 10 Questions to Ask in the Sales Process

The Top 10 Questions to Ask in the Sales Process

Questions help you uncover the information you need to best connect to a lead when making a pitch and increase ROI. Are you asking the right questions? Here are the 10 questions we recommend companies should be asking themselves in the process of sales. Who is the decision maker?   Don’t waste your time pitching your products to the wrong person. Always find out who the decision maker is, and pitch that person. How have similar decisions been made in the past?  When you know a company’s approach to making decisions, you can gauge how to make your pitch land that much more effectively. Don’t be afraid to ask about this; the most persuasive sales people definitely tailor their pitch based on knowledge of a client’s decision-making process. What is your top priority for making this decision?  Knowing how decisions have been made in the past, you next want to know what is their key priority in making this particular decision. Their answer allows you to more directly tailor your sales pitch to the most pressing concerns at present. What do you want to achieve?  When you know a client’s goals, you can better connect your product or service with their goals. As you speak from this perspective, you will connect better with them and quite possibly land the deal.   What is your budget?  Regardless of how perfect your product or solution is, a client will not bite if your product is over their budget. Do some digging around their price expectations and budget before you get in too far. What are your biggest concerns?  You want to...
3 Sales Playbook Tips Straight from the White House’s Official Playbook

3 Sales Playbook Tips Straight from the White House’s Official Playbook

The White House had released an official US Digital Services Playbook, in which, there were many ‘plays’ and ‘keys’ which had been drawn from practices which have remained successful. These practices have been used in both, the government and private sectors. The focus was mainly, on the improvement of facilities and services provided by the government. However, the content is applicable for sales if applied correctly. Specifically, there are three tips which can prove to be very helpful for B2B salespeople and marketers. 1.    Understanding People’s Needs In order to reach the top of the B2B market, you need to firstly understand what your customers want and need. A sales playbook is most effective if it has been built around the concept of consumer analysis. Which means that the playbook should be designed in such a way, that the customers is the first and topmost priority. Through this, B2B sales representatives can establish a clear and better understanding of who their customers are and what they want. Since every B2B company or business has a different focus, it will help representatives understand what’s important. The playbook should include a number of questions, customer related, which will help narrow down things so that they become even simpler. Questions can include, who is the target audience? Why are they the audience? Is our product made for that specific audience? Is it for both genders of the audience? 2.    Addressing the Buyer’s Journey – From Start to Finish Just like it is important to outline the specific businesses sales process in a sales playbook, it is also highly important to concern the...
Raising the Bottom Line With Smart Sales Strategy

Raising the Bottom Line With Smart Sales Strategy

The bottom line looms below every company, balanced precariously on a series of expenses, earnings, and estimations. Trying to step into the black while simultaneously avoiding the red often proves to be a challenging endeavor, and sales executives often find themselves bearing the brunt of the strain. They must, after all, close the deals and maximize the profits. They can do this by relying on proven sales strategies, foremost among them being Consultative, System Selling, and High Probability methodologies. These help to raise the bottom line and improve overall earnings.  Choosing the Right Sales Strategy Implementing an effective sales strategy is essential. With so many options to consider, however, marketers and sales executives quickly become overwhelmed. They’re uncertain which options are effective and which are inefficient in terms of their overall goals.  Consultative The Consultative methodology is a solution-based process. It focuses on examining problems and then offering viable suggestions for those problems. This is what makes it different from traditional methods, which push specific products or services without providing a context. It’s intended to enhance the customer experience, increasing overall service, support, and connectivity. It establishes long-term relationships and inspires brand loyalty.  System Selling System Selling is the process of packaging products or services together, highlighting their complementary functions and stressing the benefits of ‘bulk buying’. This, unlike single-model methods, creates a sense of savings. It also showcases different inventory elements and creates a series of cause-and-effect purchases. Customers buy more each quarter.  High Probability The High Probability method is aptly named, focusing all marketing efforts toward the customers most likely to purchase goods or services. It emphasizes...
Superior Sales Management: Five Essential Skills to Have

Superior Sales Management: Five Essential Skills to Have

Sales managers are chameleons, forever changing their roles and responding to endless office demands. They serve as data analyzers, methodology masters, and human resource directors. Each day provides new challenges for them to solve, just as each day reveals countless ways to utilize five crucial skills. Becoming an Exceptional Sales Manager: Five Traits to Embrace The role of the sales manager is difficult to define. However, the five skills he needs are not. These traits – creativity, time management, identification, customer-centric thinking, and motivation – are instrumental in a sales manager’s success. Creativity Though metric examinations demand analytical minds, managers must also make use of their creative sides. Problem solving requires new perspectives and fresh ideas. Deliver out-of-the-box thinking to dominate both the market and the competition. Time Management Deadlines and timelines shape every office and lost hours translate to lost profits. Managing every second is essential when it comes to your success. Track every project from its conception to its completion, creating schedules that maximize each team member’s contributions. Set priorities, delegate activities, and push for efficiency. Identification A sales manager does more than solve problems. He also identifies solutions before they’re needed. He achieves this by hiring the best marketers, coordinators, and closers; monitoring emerging sales patterns; researching new methodologies; and by building extensive networks. He examines and plans for all potential issues. Customer-Centric Thinking A good sales manager studies buyer personas, while a great sales manager applies that information in new and rewarding ways. Consumer-centric thinking is key to the business field. It encompasses both an understanding of demographics (including age, locations, social and economical backgrounds,...
Creating a More Sales Conducive Office Environment: Tips for Sales Managers

Creating a More Sales Conducive Office Environment: Tips for Sales Managers

Chaos has arrived. Your office, once so pristine and calm, is a series of little failures, with project timelines shattered, paperwork stacked in every corner, and team members scrambling to return client calls. You can’t trace the source of this depressing spiral. You simply know that it’s now beyond your control. Creating a conducive sales environment proves challenging for even the most experienced managers. It requires patience, dedication, and an understanding of how to improve both the office and morale. It is also a major key to sales effectiveness, so it’s worth striving for. Inspiring Staffer, Creating Sales: Four Ways to Improve the Office To build a stronger office foundation, embrace these four elements: Hiring It may be hard to find good help, but it’s necessary. Employees are the foundation of any office, and your responsibility is to choose the best individuals available. Find complementary staffers, utilizing diverse skills and experiences to bolster each sale. Be certain to avoid toxic influencers (those with impressive resumes but less than stellar personalities) since they will negatively affect the team dynamic. Choose the right people for each position. Fostering Team Mentality To ensure steady sales and effective closes, foster a strong sense of community among your team. Schedule daily or weekly meetings to address any concerns as well as establish communication. Plan team outings to solidify bonds. Create an open environment, with staffers able to easily interact with each other. Stress the importance of teamwork and its effects on the company’s overall success. Providing Feedback Mistakes happen, and correcting those mistakes helps to establish a positive environment for self-correction and improvement. Provide...
5 Ways to Close B2B Deals More Efficiently

5 Ways to Close B2B Deals More Efficiently

  B2B selling is far more complicated than B2C selling. As B2B expert and noted author Geoffrey James told Forbes in 2011, closing deals at the B2B level involves more than just knowledge of “products and people,” but also of “industries, trends, organizations, and internal business processes.” Building that knowledge about your industry and your sales leads is obviously the most important thing you can do to guarantee success, but here are seven techniques that can help you close your deals once that knowledge has been attained. Build a library of testimonials from previous or existing clients Most B2B buyers tend to take everything said in sales pitches with a grain of salt, because they aren’t sure how much of the pitch is truth and how much is exaggeration. By building a library of testimonials from previous customers or existing clients, you can back up every part of your pitch with evidence. Offer sales prospects the chance to try your product/service on a trial basis It’s difficult to close a B2B deal on a pitch alone, simply because your prospects are always going to be hesitant to make a substantial investment in a product they haven’t tried or a service they haven’t seen in action. If you can provide potential clients with “hands on” time with your product—either in the form of a complimentary service, a product demo, or a trial period—then you will have a better chance of getting your foot in the door. Quantify the impact Whenever possible, offer quantifiable information about how your product or service can help your prospective client. Is your product cheaper than...