Fundamentals are the most important part in any field. If you’re good at it, you’ll go places. If not, you’d feel like you’re in a wrong profession.
To those stepping into the world of sales, this article will help you to make your fundamentals strong so that you can build a career in sales.
Just follow this & develop good sales habits, that’ll help you close deals more often.
The Basic Concept of Selling
Someone wants to overcome a problem or fulfil a need. Your job is to convince that person how your product/service can best fulfil the demand.
Easy enough, isn’t it? Only if we humans keep things this simple.
The problem is that humans are too good at creating complications in decision making. It’s only fair in case of lengthy sales cycles which require multiple touches with the prospects.
It’s a sales guy’s responsibility to guide a buyer through the complex process of decision making.
This is where a ‘Sales Pipeline’ grows in importance.
The Sales Pipeline
A sales pipeline is an organized, visual way of tracking multiple prospects as they move through different stages in your sales cycle.
If used properly, a well defined sales pipeline can do wonders to your business sales, by giving you an idea of what’s happening with your business at any particular time & allowing you to forecast sales/revenues.
Already a CRM User?
A CRM we believe should always help you sell better. As simple as that. Just fancy effects & vibrant colors aren’t enough to make it click.
Hence, ensure the followings:
- Your CRM helps the sales team focus on their core activities
- The sales team is able to track everything that’s going on with a deal
- Your CRM is helping the sales team stay organized
Where to Start?
At the start, all you have is a list of people you think would be your ideal customers. If it’s a long list, you might want to start with something like a Google Sheet (only to start with, if CRMs are intimidating to you).
Contacts, check. What Next?
One thing you just have to accept is that you don’t have any control over your actions. What you can do is to give your best on the day-to-day actions.
Here’re a few actions that can help you achieve success:
- Reach out to the prospects
- Start a conversation
- Show them how you can help (don’t always just advertise your product/service)
- Send the Proposal
- Close the Deal
- Be in Touch
Build a Structure for Your Pipeline
Once you get rolling with the initial list of prospects, it’s equally necessary to keep an eye on the future. Keep the pipeline filled with new prospects. That’s the key!
It’s vital to know what’s the next activity of a prospect is going to be. Till the point he decides that he’s going to buy (or not), you should plan & perform the next activity without failure.
Also, activities that give you new prospects, need to be given more importance in your sales pipeline.
There’s no secret recipe that guarantees sure shot success. What’s in our hands is to dare to be aggressive, with a touch of professionalism. If you follow the above discussed points… it’ll surely help you in doing your sales better.
Did I miss anything? Please leave your comments below.