When your sales are down, it can often be tempting to make quick sales to generate enough revenue for the month or to meet monthly targets. However, this can be a mistake and will just lead to greater struggles the next month.
This hand-to-mouth style of generating sales is not good for your business. It can increase stress that will lower your morale as well as the staff. Therefore, you should develop a long-term sales strategy.
There is one thing that will outshine everything; it is the personality of a sales person. People buy from people, so you have to concentrate on building relationships with your clients. It will help you improve your ratio to close deals within any given month, which will help you meet higher targets, long term.
So what advice is there?
Relax and be Confident
Stress and panic in a salesperson are not going to look professional to your prospects. Instead, think of each sales meeting as an opportunity and be of that you will leave the meeting with the contract signed. It can help increase your chances of closing the deal.
Your prospects will be energized or disillusioned in what you have to offer by the mood you are in. If you are excited, then they will be too. It will help you build interest in your product and the more interest that is created by your presentation and excitement, the greater the chance that you will be able to close the deal quickly.
Concentrate on the Long Term
Don’t focus on the short term goals; instead, concentrate on the needs of the customer and the long-term benefits. You might need to sell another $10,000 to meet your monthly goals, but the customer might only want to spend another $2,000. However, if you can achieve that sale, you are closer to your goal, and the customer might then become a regular buyer, making future monthly targets easier to reach.
Establish Further Leads
Speak to your customers about who they think might also benefit from your products. It should also include new customers that you are bringing on as well. If they could recommend a customer to you, then you have cut the lead nurturing time down, especially if you can get an introduction from your new customer.
Handle Lost Opportunities Appropriately
Not every sales opportunity is going to be successful. You need to learn to be thick skinned and walk away from lost opportunities still full of energy and excitement. Also, you should leave on good terms. You never know when they might be back for your product/service because they’ve realized they’ve made a mistake.
Streamline Your Sales Process
You might believe that you need every step of your sales process, but there might be certain elements within the process that are redundant. By taking these out, looking at the whole process and seeing exactly what you need and what you don’t need, you can streamline your sales process and achieve higher sales sooner.
When your sales numbers drop, and you are under pressure to perform better, it can often cause you to panic. It is the worst thing that a sales person can do, as it will neither help the short term nor the long term goals. Instead, slow business periods are opportunities to develop your business’ long-term sales strategy.
It is also important not to concentrate on the one big sale. Slowly chip away at the monthly targets and develop customer relationships that will last a long time.