6 March, 2020
More You always want to ensure that your business is getting the most from your sales resources. But in today’s economy, maximizing sales effectiveness is critical – and could make the difference between struggling for survival and generating growth. Below are seven of our most effective sales tips and tricks.
Drive more out of your team in 2019 and beyond with these sales tips provided with the benefit of trusted research and proven results.
Our Top 7 Sales Tips And Tricks To Drive More Effective Results
1. Develop A Distinct Point Of View
A unique point of view is a deliberate approach to changing your customer conversations in a way that puts you in the position of sharing useful insights. It helps your customer see around the corner at what challenges are headed his way and provides him with a way out.
How it creates more effective sales: Having a distinct point of view moves you out and to the left of the bake-off and puts you in a position of guiding the customer buying cycle.
2. Create A Context That Makes Your Prospects Care.
Too many salespeople want to lead with the strengths of their product or service. The problem is that the customer isn’t ready to hear about them. They have no frame of reference to put those strengths of yours into a situation that they feel is uniquely theirs.
How it creates more effective sales: You need to establish the right context to create urgency. It’s not your product that makes the customer care. It’s the changing context that makes it meaningful and gets the customer to consider doing something different.
3. Target The Status Quo, Not The Persona.
If you are like many marketers today, you have created personas with demographics, attitudes, and behaviors to help frame and target your messages. But demographics and attitudes have little to do with what motivates real prospects; you need to challenge the status quo so as to motivate them.
How it creates more effective sales: If prospects believe their status quo is at risk and they may need to do something different than they are doing today, they will be more receptive to your message.
4. Align Sales Content With The Sales Process.
The sales content that you provide your salespeople must not only match the messaging. This content must also align with actual selling tasks performed throughout the sales process. These activities include emails, phone calls, face-to-face conversations, team presentations, and other communications.
How it creates more effective sales: Your sales reps are more likely to use sales content if you provide it in the form factor in which they and your prospects want to consume your messages.
5. Use Grabbers.
Before your prospects are ready – and willing – to listen to your message, you need to capture their attention. Get them curious, have them thinking, “What next?” Use grabbers – the “wow” of your message – to create your hot opening, hot closes, and spikes in the middle of your message.
How it creates more effective sales: Grabbers get your prospects emotionally involved, literally and figuratively leaning into your message. They’ll become more openly receptive, not just passively listening to your messaging.
6. Use Visual Storytelling.
The white paper is a staple of the B2B sales toolkit. But of the five senses, the Old Brain responds most strongly to visual stimuli. This is the part of your brain that acts as a filter and decides what gets noticed. You need to transform your traditional written word messages into visual vignettes.
How it creates more effective sales: By replacing your white papers and other written documents with visual materials that stimulate the Old Brain, you make it easy for your prospect to see how your solution affects their world.
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7. Have Conversations, Not Presentations.
Turn off the projector and turn on the lights. Instead of giving a run-of-the-mill PowerPoint presentation, grab a marker and an easel pad and have a conversation with your prospects. We have several posts on the benefits of how to use a whiteboard in sales and how this sales strategy can help you close more sales.
How it creates more effective sales: By translating your biggest ideas into a few easy-to-remember numbers and simple visuals. One of the keys is to communicate via an interactive dialogue rather than a one-way lecture. By doing so, you’ll get your prospects engaged, even after you’ve left the room.