Successful sales people are masters of details and timing, dealing with each sales opportunity slightly differently depending on the people involved, simply put - they adapt.
1. Always do what you say when you say you will do it!
Well that might sound like an obvious thing to do but how many people do this consistently? Well, successful sales people do. Equally, calling a prospect every week when they have said they don’t want a call for 1 month is something you should not do without good reason either!
2. At what stage is the sales opportunity?
Every deal will have its natural stages, some deals will run through the stages faster than others but making the right moves at each stage will improve your conversion rates.
3. Understanding the customer’s specific interest
Sometimes it is easy to forget why the customers started talking to you. Remembering their initial pain and keeping the focus will make sure your proposals hit the mark.
4. We are all unique – so, adapt to different types of buyers
Understanding your prospective customer and adapting your approach accordingly will raise your conversion rates. Someone who wants to go into lots of detail cannot be treated the same as someone who just wants the ‘big picture’. Some you can have a joke with some need to be treated more formally.
Utilising your CRM to prompt and guide you with all these aspects is just good selling practise. So:
- Take Good Notes
- Know when to call
- Hit the Right Buttons at the Right Time!
By James Bogue, Director webCRM UK, a customer relationship management system gives companies a clear structure to help develop and retain customers.