Tag Archive for: Sales

Perfect your cold calling

/in , , /by

Today with unlimited access to internet and advanced technology, cold calling isn’t as stressful as it used to be. And acing it is not so difficult at all. A lot of information is available to salespeople these days through social media and other sources.
This exercise also helps to determine fundamentally whether something will happen at all or not.
More than all the stages in the selling process, the stage of cold calling aids the sales person to interpret, to define and to command the situation – just like the conductor of an orchestra. The sales person can easily determine the interpretation, direction and cooperation between the customer and herself/himself.
This – rather than merely delivering a script to a list of contacts – is the sales person’s role and opportunity at the cold call stage.

When you dig deeper, you’ll be able to answer the question as to who is best positioned to view and respond to the overall system? It is definitely not the CEO, not the managers, not the technical project managers. The person best positioned to see and adapt to the whole system is the cold caller. Only that sales person has the breadth and depth and an apt view of their own organization as well as a view into the prospective customer’s organization. Merely understanding this helps immensely to adopt an empowered and strategic approach to cold calling

 

And with the help of a few pointers, a salesperson can ace sales like a pro.

1. Don’t forget to do your homework
Market research and analysis is an important aspect that needs to be always kept in mind to identify common pain points of your targeted prospects. Know about the company or individuals you are going to call in advance.

2. Keep the script ready but use improvisation too
If you’re anxious about accidental blunders or nervous tics, prepare a sales call script which has solutions to questions that customers are likely to ask. But don’t come across as a parrot. Be ready to improvise in the midst too.

3. Introduce yourself well
First impressions still matter! Your first words in the first minute or so will set the tone of the conversation. As a result, you need to prepare a stellar introduction that can entice your prospects and keep them invested in what you have to say.

4. Hone your talking style
Sales calls can be just as intimidating as face-to-face meetings. If you’re edgy before a call, practice a few times. Record yourself while rehearsing your pitch during cold calling to understand your strengths and weaknesses.

5. Don’t shy from asking for more
Get into the frame of mind where you ask your customers what they want. Ask them about their requirements, the problems their business faces and the kind of solutions they are looking for.
Cold calling is a skill and much like any other skill, it needs practice and perseverance. So, practice, work a bit harder and ace your cold calling skills!

Buddha’s teachings for developing business strategies

/in /by

When one talks of the Buddha and/or even Buddhism, one can hardly relate it to sales and marketing strategies. Well, it’s time to do that now. Open the door of your heart to Buddhist marketing and tap into the wisdom of Buddhism/ Buddhist philosophy. You can easily apply them to sales and marketing strategies with key marketing lessons and modern-day corporate social responsibility relevance.

 

When the Buddha speaks that there is need to let go and maintain some form of balance too, it lends itself to modern day businesses too.

The Buddha said the reverence of the six directions is to fulfill the duties toward six communities which are encountered by people in their daily life. The six directions and their respective communities according to Buddha are:

1. East direction: Mother and father
2. South direction: Teacher
3. West direction: Wife and children
4. North direction: Friends
5. Upward direction: Brahmin (enlightened one)
6. Downward direction: Workers

Buddha has put the worker in the downward direction. Downward is the place where we stand and is the base for all activity. So, Buddha has given higher importance to them.

It’s a known fact that motivation, encouragement and appreciation in the sales function work as well as monetary gains. If the employer realizes this and gives due credit to the workers and encourages them for the work performed, she/he can notice a considerable difference in the employer’s outlook and performance. And then there is no stopping the sales graph from skyrocketing!

4 Ways To Use Your Data The Right Way To Increase your Sales

/in /by

Did you know that just 0.5% of data available is used by marketers who seem to be totally intimidated by the vast amount as well as its complexity?

 

Did you know that just 0.5% of data available is used by marketers who seem to be totally intimidated by the vast amount as well as its complexity?

It is misnomer that only large enterprises have the resources to utilize data because small businesses can easily take advantage of it as well and make a lot of difference to their bottom lines.
We are there to help you make sense of all the information which can no doubt become overwhelming. And once you discover a way to fit it into your own decision-making process, you’ll know what you were missing out on

Look at old data
Your historical sales data holds so much information that you’d be surprised. That data can easily be leveraged to expand sales efforts at each stage of the funnel. By discovering which sales tactics work best, you’ll be able to gradually refine your approach and improve conversion rates each time.
Old data can also be used to develop better sales forecasts, allowing you to identify high-value targets and better allocate potential opportunities and new leads.

Optimize pricing
Pricing it right can be one of the biggest challenges of introducing a new product. Too high a price is sure to drive customers away, and pricing too low can erode your profit margins and even customer perception.
In addition to external research, look at your past transactions and your customer base. Using data from your CRM, you can easily segment your customers by different price points to help narrow down the ideal price range based on each group’s price tolerance, behavior and demand.

Enhance the tone of your messaging
Customers have their preferences and choices and look forward to communications that are tailored to their specific needs, inclinations and desires. Most businesses do this by creating customer segments based on a wide range of attributes such as geographic location, age, sex, marital status, etc.
This can be conveniently achieved by A/B testing the various elements of each message. You can know and identify how customers respond to different headlines, offers, images and copy to find that works best.

Create compelling stories
Case studies are an operative way to inform potential customers of your capabilities and recent endeavors; they highlight real world examples and serve as enablers when closing new deals. Beyond combining core data points, make sure that you include visual elements such as charts and graphs that clearly highlight the key points and benefits.
Keeping your case studies brief and succinct with visual data will help you create impactful selling points.

Key Takeaways: Mining value from your data takes some time and perseverance, but once you do, the benefits are limitless. Regardless of the size of your business, learning to incorporate data into your sales processes will not only help you become a much better decision maker but also drive revenue growth.

Getting ahead in sales in a competitive world

/in /by

Whether you’re atop-class computer technician, financial planner,, copywriter, or a sales consultant, you know that you’re up to a lot of competition. There are plenty of other people in the same business going after the same prospects as you. Like a lot of us out there, you may be wondering how you’re ever going to get more clients and take your business to the next level.

When trying to gain a foothold and start a business in a competitive industry, standing out seems like a daunting task. It is as crucial as it is difficult. You’ve shed dollops of sweat and have a unique and quality offering, but how do you cut through and be the go-to option for your clients and customers?
Getting this facet right is extremely important in order for businesses to stand out in the crowded and competitive marketplace. To help get you on the right track, here are some of the key areas we’ve focused on.

1. Sales depend on focusing and giving it your best shot
You can never solve everyone’s problems so don’t make this your goal. Instead, identify what it is you do well and focus on making it world class.

2. You need to be known by your personal brand
This is crucial and will go a long way to helping you stand out. In today’s age of social connectivity, the focus is most often on the people so it’s important to take an active role in how you’re portrayed online and how that relates to your company.

3. Provide incomparable customer service, each time, all the time
Be a company that people want to be associated with. Many new customers happen through referrals from existing customers. When customers like your product, they become your brand ambassadors.

4. Aim for big wins
Garner some big wins, get them on board and share them with your community. Find pitch nights or industry awards to enter – the free PR and exposure can go a long way.

5. Position yourself as a specialist
If you want your prospects to see you as an expert in your field, don’t expect them to seek you out on their own. Demonstrate your expertise and give them a reason to contact you. Create offers, schemes and relevant proposals to get them to come to you.

6. Target, position and build strong relationships
These are three simple things you can do that the majority of your competitors, if not all of them, are not doing. Do these three things well and you’ll add more horsepower to your marketing and stand out from the competition.