We believe that every good salesperson (or any person) can always improve their skills and grow in their role. That’s why we invest so heavily in our team’s ongoing education, encourage them to take time out of their days to read industry publications, and let them put their ideas to the test — all in the hope that they’ll use this information to get better at what they do. Our salespeople have learned a lot along the way, so we thought we’d share some of their knowledge with you. Here are our top 5 sales techniques for becoming a better salesperson.
Top 5 Sales Techniques you need to try
Recognize Your Market
Above all, you cannot be an effective salesperson unless you understand who you are selling to and the market landscape. We’re not simply talking about knowing their name, title, company name, website URL, and email address. We’re talking about really getting to know what makes them tick.
What is a typical day in the life of your prospect? What difficulties do they face? What could possibly make their lives easier?
Gaining this understanding of your prospect will help you better understand how they can benefit from your solution and position your product or service in a way that will resonate with them.
You must understand your prospects’ pain points as well as who else is attempting to solve them outside of your company. How does the competitive landscape appear? How does your solution fare? Examine how your competitors are selling and pitching, and then try something new.
You want to stand out and be distinctive while still speaking to your prospects’ needs (and want).
In this video, Karly Wescott, our Principal Growth Advisor, discusses the importance of understanding your buyers, as well as some additional sales tips and techniques she has learned during her time at New Breed.
Concentrate on the Right Leads
“It’s really about the leads,” says Ken Krogue, Founder & Board Member of InsideSales.com. Understanding what makes a lead a good fit for your company, in our opinion, means not wasting time on people who will never become customers.
It all starts with knowing who you’re going after (i.e. identifying your buyer personas and ideal customer profile). You should be able to determine what they’re struggling with, what their challenges are, and how you can align your messaging and offers with their pain points from there.
When you concentrate on the right leads, you will see higher win rates, larger average deal sizes, and higher customer lifetime value. It is easier to close customers if you focus on the people who will benefit the most from your solution.
This way, you won’t have to spend as much time selling to them, and you’ll have a better chance of closing them. You simply need to ensure that your timing is correct and that they are ready for what you have to offer.
Put your company ahead of yourself.
We like to say at New Breed that selling is a team sport. The marketing department assists the sales department. Members of the sales team assist one another. All of the work that each individual and team does serves the same purpose: to help the business grow.
Keep that same philosophy in mind whenever you make a decision. Prioritize your customers first, then your company, then your team, and finally yourself. Write for us your feedback on this article.
Make Use of Your CRM
At New Breed, we’re big fans of Creysto. It serves as a CRM platform for our sales team, but we’ve also integrated it with HubSpot, our marketing automation software, to ensure complete transparency between marketing and sales. Our sales team can see a prospect’s digital body language, as well as how they’ve interacted with our content.
Knowing what blog posts they’ve read, what pages they’ve visited, and what emails they’ve opened can help us understand what they’re interested in, what their pain points are, and how they found out about us in the first place.
If we notice someone reading content about conversion strategies, we can look at how they are converting people on their website and provide personalised feedback through our initial outreach that demonstrates our understanding of their pain points and demonstrates how we can address those challenges.
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Know Your Data
When you’re a small company like us (or even if you’re a large company), efficiencies can be extremely beneficial. Pay close attention to your metrics and marketing funnel to determine what is and isn’t working. What is assisting your sales team in closing more deals? What do they appear to be stumbling upon?
Data does not lie, so paying attention to the numbers is essential to your sales success.
Read more: Our complete guide to IVF
We understand that data analysis can take a long time, so if you’re not used to measuring your sales efforts, start with biannual reports that are as detailed and in-depth as possible. Once you’ve reached that point, begin producing quarterly reports. These can be a little lighter than biannual reports, but they should still include detailed metrics. Then go as far back as monthly. This is the lightest of the three versions, focusing on your sales on a higher level.
The goal of each report should be to show you something from a different angle. By examining various trends, you can make better decisions that will improve your long-term results.
