Turbocharge Your Sales

With better economic conditions coming soon, there couldn’t be a better time to brush up on your sales skills. The recent downturn has made companies think twice about who they are dealing with and has made them potentially more likely to switch suppliers. Perhaps to your firm?

Here are a few ideas to get you and your sales team fired up!

Don’t give up on your bottom 80%
The rule of thumb has generally been that top 20% of your customers generate 80% of your revenues. However, due the slump, don’t give up on your bottom 80% of your customers. Your best clients for 2010 might not have spent anything in 2009. Hopefully you’re still on their radar for when they are ready to spend again.

Map out a sales plan
It’s worth laying out a sales plan so your reps aren’t running off in all directions. Map out a timeline for every step in the sales cycle. Look at researching prospects, making initial contact, presenting the product and closing the deal.

Get the CEO some face time
I’ve always been a proponent of getting the CEO out in front of clients so he or she really knows what’s going on. It also sets a great example with the sales team. And nothing says “I really want your business” more than a CEO who makes the effort to meet with potential customers.

Listening vs. Boasting
Successful salespeople listen a lot more than they talk. They’re able to ask focused questions, such as “What is the greatest challenge you see your company facing in 2010” and listen closely to the answers. This will likely reveal the customer point of pain which you and your company can address. Or, on the flip side, get your potential clients to paint a picture of success and inquire what has stopped them from achieving it. Figure out what you can do to help them get there.

Be realistic on what you can deliver
Your salespeople might be landing business at prices lower than your cost. Talk to your team and make sure they know they can go this low, but no lower.

2 Responses to “ Turbocharge Your Sales ”

1. Marco Carbajo
   
   Said on February 4th, 2010 at 5:02 am

   A much need topic to discuss and I fully agree with your suggestions. As business owners we always strive to make it as easy as possible for our customers to purchase our products or services and another way to further increase sales may be to consider extending credit to customers. This can not only increase sales but also build customer loyalty.

   While extending a credit term by as little as 30 or 60 days is just like offering an unsecured loan it is a credit risk most of us are willing to take. We are simply providing goods or services in return for a promise to pay.

   Keep up the great work!

   Marco

2. Richard French
   
   Said on February 11th, 2010 at 5:55 am

   Wonderful tips !

   Rightly suggested that any business should not forget its bottom 80% clients !

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