BLOG

NORTH AMERICA’S PREMIER SALES RECRUITMENT AGENCY


02_ebooklargecta_blog
ebook-cta1

Sign In to SalesForce Search

Email Address

Password

Forgot your password? Click Here

Join SalesForce Search Today!

First name
Last name
Email

Password
Confirm Password

Already Have An Account ? Sign In

Follow Us

Subscribe via E-mail

Your email:

Posts by category

Current Articles | RSS Feed RSS Feed

What is a Sales Process?

  
  
  

what is a sales processThe term 'sales process' is largely self-explanatory: it's defined as a logical, systematic progression through a set of defined steps with the expectation that at the end of the process, you'll complete a sale. Many definitions and descriptions of the sales process will begin with receiving a lead and terminate when you close the first sale, but don't be fooled--a proper process goes further back, to lead generation, and further forward, through at least a single follow-up. In this article, we'll give a rough explanation of what people usually mean when they talk about sales process, the benefits of utilizing one over 'winging it', how to make your own, the tricks you can work with one, and the pitfalls that you might encounter--valuable knowledge no sales person should be without.

Overview

When people discuss developing a sales process, they generally mean defining one--chances are, you already have s sales process or something close to one which you're using in your daily work. However, sitting down and setting out a true sales process isn't as common; it's not rare for a sales person to dismiss such a concrete form of their methods as 'too rigid' or 'damaging to flexibility and creativity'. This sort of thinking represents a misunderstanding of the sales process: a good sales process, acts as guidelines for each sale. It's a living, breathing thing, and the good ones have plenty of "If's" and "In Case Of's" included.

Benefits

A fixed process gives you a baseline to compare your every effort to. It reduces anxiety, gives you somewhere to go when a sale goes astray, and makes hard data far more useful. A sales process also helps to remind you of those simple tasks that tend to slip even the savviest sales person's mind and keeps you from wandering off on wasteful tangents. But perhaps the greatest benefit of the sales process lay in its creation: laying down a process gives insight into your own methods, a second objective look you've likely never taken at yourself.

Development

Developing a sales process can be a bit messy. You more or less start with what you think your sales process looks like, noting down everything that comes to mind. Then you start tracking yourself--every action you take that's part of your interaction with the customer, beginning with lead generation and heading through any follow ups after the sale. Then you start cutting the fat and adding in missing details. This is the important bit--as you trim and add, you'll start to recognize aspects of your 'game' that you'd never considered. Parts that are crucial to every closed sale...parts that show up in a disproportionate number of failures. Simply taking these notes and trying to create an ideal process will push you closer to a true ideal. 

Advanced Applications

Once you're comfortable with your process, you can really put it to work. Once you have consistent data, you can experiment with steps--add an anecdote and track how it plays with different demographics, move a step and see what happens. You can also use a polished sales process to quickly teach newcomers, offer insight to team members, and explain yourself to superiors as needed. A fixed sales process has quite a few applications, once you've developed it.

Warning!

Always remember to include flexibility, wiggle room, in your sales process. When you spot an opportunity, you should seize it--if nothing else, you can later compare your results to your baseline and refine those instincts. Creativity is a skill to be trained, and the results of that skill can be quantified in sales, unlike other creative disciplines. Your process is a single tool in your belt; use it without relying solely upon it and you'll achieve amazing results. 

Sales Management Worksheet

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Tags: 

Master Your Sales Recruiting in 5 Easy Steps

  
  
  

master your sales recruiting in 5 easy stepsFew things can impact the bottom line of a company so much as skilled sales recruiting. Bad sales recruiting practices result in more than just a few bad apples that can't sell well enough, they give you mediocre workers at premium salaries, technically perfect individuals that clash horribly with the company and damage other workers' output, and, most destructively, sales people that will hurt your reputation and relationships with past, current, and potential customers. 

The importance of excellent sales recruiting, then, cannot be overstated. Fortunately, once you've dedicated yourself to the task of mastering sales recruiting, you can be fairly sure that you'll avoid the biggest pitfalls of the process. In this article, we'll discuss 5 easy steps to mastering sales recruiting, and getting the workers your company deserves. 

Get The Right Recruiters

Sales recruiting being so important to your company's function, it's not a task to foist on whoever seems handy. Someone from HR, the team leader, a member of upper management...any of these people might be an excellent sales recruiter, but that's not something you should merely hope for. When possible, make sure you have someone with experience recruiting involved in the process; that might even mean asking a coworker for insight, or it might mean looking at an external sales recruiting agency for help.

Consider Your Needs 

You may have a vague idea of what you're looking for, but sales recruiting mastery means understanding EXACTLY what your company needs in its sales recruits, and being able to discern those needs from wants. Serious consideration will likely reveal needs you hadn't recognized before and wants you thought were needs until you thought it over. If not, you either have excellent instincts or you've not really thought about it enough. 

For example, does your company NEED someone who understands your ERP of choice, or is that something they'll have time to learn if they're an otherwise excellent candidate? You may want employees that can walk in and do everything like a master on day one, but that's not a realistic goal for any sales recruiter. Knowing your true needs gives you more opportunity to find exceptional talent and lets you waste less time on choices that wouldn't work out long-term.

Recruit People, Not Pedigrees

Is that genius sales agent with experience with Fortune 100 companies really going to fit your team and sell better than the fresh college graduate? Maybe, maybe not--there are countless factors that matter more than pedigree in sales recruiting. It's very easy to overlook the value of hiring people that will fit your corporate culture, that will get along with coworkers and inspire greatness--without spending all their time hunting a better job. 

Reserve Judgment

Your instincts are a powerful tool hiring sales people, because in theory someone who sells themselves to you can sell themselves and your product to prospects. But give them the chance--don't make snap judgments on things that ultimately don't matter. If you're looking for experienced workers, consider the recent graduate--you can mold them to your culture and if you recruit cleverly you can find the geniuses of tomorrow at a fraction of the expense you'd pay if they were experienced. If you're looking at grads only, consider the experienced worker--he might be more flexible than the norm, better in touch with technology and the latest social media fads than you'd anticipate.

Master Incentives

Few things can be as difficult as learning how to get skilled people to work hard for you without hunting better pay, but once you've done so you can claim true sales recruiting mastery. This comes down to understanding people, how they interact with your company, and what motivates them. Money isn't the answer, unless you can pay more than any competitor. Company car access, paid vacations, excellent health benefits...personalized incentives tied directly to work are the key to getting and keeping workers at your company.

01_10interviewQuestionsCTA_blogPost

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

3 Secrets to Developing Sales Strategies

  
  
  

3 secrets to developing sales strategiesDeveloping sales strategies for your company can help you to more successfully get your products and services in front of the right people, and they can also help your sales reps and employees to focus their time and energy on the activities that will be the most profitable in the long run. Sales strategies are plans. They're different than marketing strategies. Marketing strategies are all about strengthening your brand and becoming more visible to the public. Sales strategies focus more on closing deals and making sales.

The following are three secrets to developing sales strategies for your company.

1. Create Sales Objectives for Each Product or Service

Not all of your products and services should be sold the same way, and if you try the same strategies with all of them, you may find that some of your products or services don't sell well

Developing sales strategies for each of your products and services by analyzing them individually. You can use the following questions in your analysis:

  • Why do clients need this product or service?
  • Who needs it?
  • What are five or six reasons that customers are better off using this product or service?
  • What benefits does this product have over the competition?
  • What are the sales costs associated with this product or service?

Having answered these questions, you can create sales objectives that will help you with developing sales strategies for each of your products and services.

2. Choose Sales Channels

When developing sales strategies, it's important to reach the right customers. This sounds simple and easy, and it is. But often, sales managers don't think through the pathway their sales reps need to travel in order to find the right sales channels. What sales channels are right for you? Consider the following:

  • Will people be researching your products and sales online? If so, is your website designed to educate, inform, and help your customers to move toward making a purchase?
  • Are your products and services best sold in face-to-face or on-site meetings? If so, how can you most efficiently get your sales reps where they need to be?
  • How is your conversion rate for phone sales? Is cold-calling a good sales strategy for your products and services?
  • How has direct mailing worked for your products and services in the past? Have you considered developing sales strategies associated with direct mail?
  • Could you use an agent or intermediary to get your products in front of potential clients?

3. Consider Developing Sales Strategies for Existing Customers

Don't forget that developing sales strategies for existing customers can add significantly to your overall revenue. These sales strategies include the following techniques:

  • Up-selling. Are your sales reps attuned to the additional needs of existing clients? Getting customers to buy a more expensive model of a product they already know and like is an effective way of developing sales strategies for your products and services. Consider options for adding features or warranties to products to give your sales reps ways to up-sell.
  • Cross-selling. Cross-selling is similar to up-selling: it's getting customers to buy more products from other categories. For example, if you sell paper products and a customer is currently buying office paper from you, consider selling them printer toner or cardboard shipping boxes.
  • Integrated Solution Opportunities. Solving customers' problems should be the goal of your sales reps. Think about how your products and services can be combined to offer more comprehensive solutions to customers' problems. When integrated solutions are presented, not only will your sales reps make more sales, but they'll also be seen as problem solvers who have the tools to truly make a difference in your customers' lives.
  • Retention. Developing sales strategies is not just about acquiring new accounts and reaching new customers. It's also about retaining the customers you've worked so hard to acquire. You can build stronger client relationships by staying in touch and regularly following up.

Sales Management Worksheet

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

5 Ways to Improving Your Sales Letters

  
  
  

5 ways to improving your sales emailsNo matter what type of sales presentation you are doing, you need to grab and hold the attention of your potential buyers right from the start.  This is especially true when you are writing sales letters.  If you do not gain the attention of your buyer within the first few words, it is more than likely that your letter is going into the recycling pile.

There are several ways to make sure that your sales letters are noticed and read by your potential buyers.

What is your objective?

Even before beginning to write the letter, make an outline of what you hope to accomplish. You need to know what you want the sales letters to do before you begin.  Making a list of objectives and determine which of the objectives is most important. This will help you to write a letter that will help you to meet your goal.

Who are you writing to?

The best salutation is one that is personal. Sometimes the cost of personalization of sales letters can be prohibitive but it is usually worth it.  Sales letters that begin with a generic salutation will not grab the attention of the potential buyer the way a personalized letter will.  You can also consider using the professional salutation such as "Dear Professional Buyer" or whatever is most appropriate. 

Also, think about who the target of your sales letters is going to be.  Put yourself in the buyer’s shoes as you write the letter and read it back to yourself. Your goal is to let the reader know that you have something that can help them. Make sure your sales letters are target specific.

How to you get the attention of your buyer?

Your sales letters need to start out strong with a statement that will make your buyer want to continue to read.  A statement like "You are not going to believe this!" followed by a story or explanation of a situation that your buyer can relate to is more likely to keep someone reading.  If you are limited in space or situational sales letters are not appropriate, you can offer the buyer something right off the bat. "I want to give you a special gift just for reading this letter."  Providing an incentive for follow up for the letter right away is a great way to keep your buyer engaged and keep them reading.

How do you keep them reading?

Everyone is busy these days and very few people are going to take the time to read a long winded letter. Use a conversational style in your sales letters and make sure to keep it simple.  Short paragraphs and information that can be easily skimmed will help to make sure your sales letters are read. Make sure there is good, open spacing for easy reading.  Also consider using pictures and other attention grabbers.

What do you want the reader to do?

This is the goal of the letter. You need to be specific about what action you want the reader to take. Tell the buyer what the next step would be, how they need to do it and, most importantly, how taking that action will benefit them.  You want your reader to respond right away. If you give too many options or too long a window, you are not likely to hear from them.  Limited time offers will get a far greater response than something that has an indefinite time frame.

Sales letters can be a great way to introduce yourself, your product or keep your information in front of potential buyers.  You want your sales letters to be well thought out, specific to the needs of the buyer, attention getting and interesting. Writing good sales letters will help you to achieve greater sales success.

Find Sales Jobs

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Tags: 

3 Reasons Why You Might Fire Your Whole Sales Force

  
  
  

3 reasons why you might fire your whole sales forceOne of the most difficult tasks of any sales manager, or anyone in a managerial position, is having to terminate members of the staff.  Firing people is not only difficult, it can be time consuming, have legal implications, and can leave remaining staff upset and out of sync for some time.  Situations where you need to fire one staff person are fairly common.  You can find that there may also come a time when you find yourself in the position of having to fire your entire sales force.

1. Technology has made your sales force obsolete.

Not too long ago it was common for companies to use door to door sales people to peddle their goods and services. This type of sales is virtually non-existent these days.  Gone are the men who sold bibles, vacuum cleaners and encyclopedias directly to the buyer in their own home.  In today's market place the need for sales people can continue to dwindle as more buyers access the internet for information and buying. Buyers can search for the goods and services that they need and never have to leave the office or have any sales person come to their office.  As buyers become more computer savvy, they can research and compare similar products, find out prices and shipping information, and, perhaps most importantly, they can find reviews of the product or services they need and the company they are buying from.  If you are in an industry where it is easier for a buyer to purchase products on line, you may find that you will need to fire the sales force and look to replace sales people with staff that can build and maintain web sites.

2. Your sales force is not performing to expectations.

Sometimes you simply have the wrong person or the wrong group of people.  Every company has a culture. Within the company there are also sub cultures that can be broken down by departments.  If you have a group of sales people who are more entrenched in their own departmental culture than in the culture of the company, and that culture is not helping the company to succeed, then you may find yourself in the position of having to let everyone go and start over. This happens frequently when members of the management team change. Some people who report to the new management or who are effected by the change may not be able to adapt to the new requirements or the new style of management.  Your first step would, of course, be to offer training and professional development opportunities to help the staff back on the road to success. If this doesn't work, or the staff refuses to buy into the new way of doing business, then you may not have any other viable options than to fire your sales force.

3. The economy has had a negative impact on the company.

With the last recession, many people who had been with companies for several years suddenly found themselves out of work.  Companies were forced to down size and find new ways to promote business.  In dire economic times, you may be forced to outsource your sales department in order to save money to keep the company afloat. Saving money through these means is a common occurrence in tough economic times and can be a reason that you would have to fire the sales force.

It is always unfortunate when you have to fire an individual and it can be devastating to have to fire your entire sales force.  There are, however, times when circumstances force your hand and you need to do whatever it takes to keep your company successful. That can mean taking the extraordinary step of firing your whole sales force.

Sales Management Worksheet

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

3 Tips to Not Losing a Sales Client

  
  
  

3 tips to not losing a sales clientLanding a sales client is only half of the game. The other part, that is even more important, is making sure you keep that client. Losing a sales client can throw off the whole game plan for your business, requiring time and employee hours to regain what was lost. As with most other things, prevention is the real name of the game. Here are 3 tips to not losing a sales client.

Listen Closely

Keeping a sales client involves more than just listening before the sale. Avoid losing a sales client by continuing to work to maintain the relationship after the sale. Customer needs change and evolve over time and you will need to be constantly listening to the direction those needs are taking. Open communication and active listening will help you to discover what your customer needs from you the most, and will keep you perfectly positioned to be the one to address and solve those needs.

In addition, touch base with your client on a regular basis. Even a brief weekly phone call will keep the lines of communication open and keep you in the forefront of their minds. People will often maintain relationships and keep business relationships intact if they have a positive relationship.

Stay Current

Every industry must adapt to new developments and technologies. Maintaining current knowledge of the changes affecting your industry is a necessity. Your customers want the most up to date information and solutions, and it is essential that you can be the one to provide it to them. The company that does not keep up will find themselves losing a sales client. But you will need to be active on many fronts to keep up. Attend seminars, read trade journals, pay attention to those press releases and yes, even follow what your competition is doing.  

Provide Real Value

Your business is offering more than just a product or service. You have an entire team of staff members backing you that can extend real value to your client. Avoid losing a sales client by making sure that every member of your team is focused on keeping your client satisfied and happy. From the receptionist to the sales support to delivery personnel, every encounter the client has with someone from your company is a potential make or break experience that can either reinforce the client relationship with you or risk losing a sales client. 

Every business will eventually face the experience of losing a sales client, and you can learn from it when it does happen. But it is a lot better to prevent that loss by focusing on the successful recipe for winning sales clients: stellar customer service, an excellent product your clients can't live without and offering real value. Put all those components together and you can to a lot to avoid losing a sales client. 

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Tags: 

Take the Stress Out of Hiring a Sales Person

  
  
  

take the stress out of the hiring a sales personHiring a sales person can be stressful. Not only does the hiring process take you away from your day-to-day responsibilities, but it also creates another level of anxiety: if you don't choose the right person for the job, your team could take a hit in decreased sales and lower morale. Fortunately, there are specific things you can do to take the stress out of hiring a sales person. 

Hire Some Help

You have a lot on your plate, and delegating some or all of the hiring process can make a huge difference in your daily schedule and your overall stress. Hiring a sales person is a lengthy and involved process, and you can significantly cut down on the time you put into it by delegating. For example, you could hire a recruiting company to handle the screening process for you. In this way, you can skip all the reading of resumes and first rounds of interviews and just get involved when the field is narrowed for you.

Use Your Online Network

Consider reversing the hiring process by going out and finding the person you want to hire. This can be easy to do when you use your online network. With sites like LinkedIn, you can look at resumes, experience, and career achievements and find people who would be good candidates for your sales opening. Approach the best candidates, and talk to them about what your company has to offer that they may not be getting in their current position. This method of hiring a sales person is less time-intensive for you, and it can help you to find just the person you're looking for.

Ask Your Other Sales People for Referrals

Your current sales people can really help you with hiring a sales person, especially because they have friends and former co-workers in the local industry. You can encourage your employees to give referrals by offering bonuses for successful hires they refer. Like the strategy using your online network, using referrals can reduce your stress by helping you to weed through a bunch of ill-qualified resumes.

Improve Your Interviewing Skills

If the thought of interviewing candidates makes you feel ill at ease, brush up on your skills. Learn to ask questions that allow you to get a good feel for how a potential sales person would react in difficult situations, how motivated the person is, and what qualities he or she could bring to your organization. Keep control of the interview, and don't let interviews consume too much of your day.

Know What You Want

Perhaps the most important thing you can do when hiring a sales person is to know what you want. When you post a job opening, you'll probably receive a landslide of resumes and applications, and it's easy to get overwhelmed with the variety of people and skills you'll read about on these applications. Before you even begin hiring a sales person, make a list of your desired qualifications and use this list to prioritize the applications. This will keep you focused and help you with hiring a sales person who will truly meet your needs.

Hiring a sales person doesn't have to be stressful. You can keep this task manageable by getting some help, using your online network, asking your current employees for referrals, improving your interviewing skills, and knowing what you want before you ever start reading applications. By doing these things, you'll find the person you're looking for without sacrificing your day-to-day operations.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Cold Calling: Do's and Don’ts

  
  
  

cold calling do s and dont sSales reps might put cold calling in the same category as visiting the dentist, but that's probably just because they haven't been taught the Do's and Don'ts. By giving your sales reps some valuable tips and training, you can help them to become experts at cold calling. Not only will their calls go better, but also they'll feel more comfortable with assignment.

Let's get the Don'ts out of the way first.

The Don'ts of Cold Calling

Don't call a company, client, or agency without first checking to see if your company already has an established relationship with them. Cold calling an existing client is just plain embarrassing, and it makes you look disorganized and thoughtless. Even worse, it makes your client feel unimportant, that they're not valuable enough to show up on your company's internal radar.

Don't try to position your products or services into a situation where they really don't belong. Yes, you might be desperate to make a sale, but you can't fit a square peg into a round hole. Keep your integrity by only selling your goods or services to people who could really use them. Otherwise, your reputation (and the reputation of your company) is in jeopardy.

Don't be rigid in your message. Yes, you've worked hard to craft your message and you've chosen your words carefully, but conversations can take interesting turns and twists. Go with it, and be prepared to adjust your message to the situation. 

Don't focus your cold calling on the close. It's good to have goals like setting up sales meetings or making sales, but your cold calling should really be about determining whether a prospect is interested. Laying on the pressure during your cold calling can be a real turnoff.

Now that we know what not to do during your cold calling, let's look at the positive things you can do to be successful.

The Do's of Cold Calling

Do remember to ask, "Is this a good time?" People are busy, and you might be catching them just as they're leaving for an important meeting or when an important client just walked through the door. Your courtesy can go a long way toward a business relationship. If it's not a good time, offer to call back when it's most convenient. You can also get an e-mail or postal address so you can follow up with detailed information that they can read when they have more time.

Do call in additional help if someone asks questions you're not prepared to answer. It's okay to say that you don't have that answer right now, but you know someone who does have the answer. Either you can call that person in right away, or you can set a time to call the person back and offer your well-researched answer to the question. 

Do remember that "no" isn't failure. When you're cold calling, it's easy to take rejection as failure, but remember that a certain percentage of people are going to say no to what you have to offer. You have to wade through a certain number of no's to get to the yeses. Also, you can think of cold calling as market research. With each call, you gain a little more clarity and learn about what people are really looking for.

Do keep things short. You don't need to chitchat at the beginning of each call. People are busy, and directness is appreciated. Instead of focusing on what you're going to say, focus on being a good listener. Excellent listening skills go a long way with cold calling.

Do leave voicemail messages. When you hear a voicemail message, don't hang up. This is another opportunity to get your name and mission out there. Leave your name and number, the reason you called, and then leave your name and number one more time.

Job Search Readiness Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Tags: 

3 Ways Stress is Helping Some Sales People

  
  
  

3 ways stress is helping some peopleIf you've been involved in sales for long, then you know the havoc that stress can wreak on an agent. Many of the common problems you see in a sales team can be tied directly to the stress levels of the members of that team--sales is rather infamous as a mentally exhausting profession, for good reason. But there are two sides to every story, and as with so many other things stress in moderation can have unexpected benefits. That's right--controlled properly, stress helps sales people. In this article, we'll discuss three key ways that stress helps sales people when kept under control as part of a healthy work environment

#1-Focus.

A bit of stress helps sales people maintain their focus. Without some level of stress, there's a tendency to waste time, become easily distracted, and underperform in general. The importance of a healthy level of stress can't be underestimated when it comes to focus--if there's no worry, no concern about the outcome of a given sale or group of sales, motivation lags, edges dull, and sales people fail to achieve their potential. Studies show that when we feel anxious, we release adrenaline. The improved alertness, awareness, memory, and cognitive function caused by that release can greatly improve a sales person's productivity. 

#2-Challenge.

A bit of stress helps sales people by letting them feel challenged. If your sales team isn't a bit challenged, you're going to see a big drop off in the bottom line and in your team morale. Stress helps sales people stay invested in their work and avoid the listlessness that follows when one finds they never have to 'try'. If your team isn't feeling any stress at all, expectations have been under calibrated; more work could be done and better outcomes achieved. Unchallenged employees are also more likely to move on to bigger and better things--few sales reps want to waste their talents at companies that don't give them work to match their potential.

#3-Health.

Studies show that psychological stress is a lot like physical stress, i.e. exercise. In proper amounts, that stress helps sales people (and everyone else) become stronger physically and mentally. In excess, it breaks us down too far and we lose any benefits.

But a little bit of stress in a contained period can cause improve antioxidant mechanisms, free-radical defenses, and general immunity. Just take it easy--the cortisol that improves immune system function, for example, can suppress it if released in excess; that's why chronically stressed people end up chronically sick people. 

One Last Warning!

Only a certain form of stress helps sales people. The short-term stress you experience in the lead up to and duration of a phone call with a high value prospect is healthy and benefits you. A day of stress as you race a deadline may be good in some areas and bad in others--that sort of stress helps sales people, if it's not happening too often. The stress caused by a caustic work environment, by bosses that set unreasonable expectations, publicly humiliate employees, and threaten to fire anyone that messes up doesn't help.

In short: event-specific stress helps sales people; ongoing take-it-home-and-dread-the-next-workday stress hurts sales people. Constant stress causes high employee turnover, reduced morale, and chronic sickness, so keep things nice and moderate.

The B2B Sales Essentials Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

5 Easy Ways to Make Closing Sales Deals Easier

  
  
  

5 easy ways to making closing sales deals easierClosing sales deals faster shortens your sales cycle and helps you to accomplish more in the same amount of time. Sometimes sales reps avoid strategies that are designed for closing sales deals faster because they don't want to be perceived as overly pushy or aggressive, but there are things you can do to speed things along without resorting to high pressure. Try one of the following five easy ways to make closing sales deals easier.

1. Use Your Website

If you haven't already done so, develop an engaging, powerful website that offers electronic delivery of information that you would normally send to prospects via e-mail, snail mail, or in person. Giving them this information quickly and easily online will streamline your sales process by several days and help you with closing sales deals faster.

2. Provide a Response Time Frame

Open-ended offers often remain that way: open-ended. When you ask a prospect to respond within a certain amount of time, prompt them to make a decision. In the end, this does both of you a favor, whether or not they choose to buy. It saves you both time and energy, and often, it leads to closing sales deals faster. You can do this by adding the following line to your cover letter or email: "Please return this application within seven days; otherwise, we will assume that you are no longer interested in this opportunity."

3. Cover Common Objections in Your Initial Presentation

After selling a certain service or product for a while, you get to know the common concerns of your potential customers. Instead of waiting for these concerns to come up later, tackle them from the very beginning. This helps with closing sales deals faster because your prospects don't have time to stew over their objections; you've already covered those concerns, hopefully having given them satisfactory answers to their questions and concerns. Therefore, you can more quickly get to the next step in your sales process.

4. Follow Up Religiously

Professional, consistent follow-up is a basic sales strategy, but it definitely helps with closing sales deals faster. Sales managers can help their reps to follow up with clients by setting a good example themselves in following up with reps on their short-term goals. Here are some ways you can follow up with clients and move toward closing sales deals faster:

  • Email reminders and information
  • Send a hand-written thank you card
  • Get a commitment for a follow up call or appointment
  • Keep your commitments
  • Be polite and professional

5. Tie Your Product or Service to a Pending Regulation or Other Impending Event

You don't have to create your own artificial deadline if there's something going on in your industry that makes your services and products immediately important to a customer. It's not always possible to do this, but when it is, use it to your full advantage. If you keep up with industry news, you'll have more information at the ready for helping with closing sales deals faster. You'll know what's going on and be able to use this knowledge to your full advantage.

Closing sales deals faster doesn't have to be intimidating or difficult when you use your website, provide a response time frame, cover common objections in your initial presentation, follow up religiously, and tie your product or service to a pending regulation or other impending event. By practicing these techniques, you'll shorten your sales cycle and become more profitable.

The B2B Sales Essentials Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Tags: 
All Posts