1. Ensure Value Marketing Position
I highly recommend businesses should create marketing campaigns not just to create marketing campaigns for the sake of leads but to position themselves as the best option with respect to their products and services. To achieve this businesses should educate, engage and entertain with VALUE rather than pushing as sales pitch in the marketing campaign.
2. Insights Driven Engagement Based On Buyers’ Journey
You may have a sales process in place. Look at those steps , all those might have been developed from your perspective. Question each step. “Do you want to become LEAD to a business?” “Do you want to be qualified to change as PROSPECT-AVATAR?”, “Ready to listen to 109 DEMOs of products and services?” “Are you ready to be CLOSED FOREVER”. Crickets!
Try to create the road map of your prospects buyers’ journey and integrate your sales process steps as per their journey. What questions they hold in their mind at each step of their journey, what could you do to effectively stay VALUABLE at each TOUCH POINT?
3. Diagnose before prescribing
70% of the sales people lose the sales due to lack of listening skills. Active and attentive listening is crucial for understanding the needs, desires, problems, pain points and fears of your prospects. Try to listen, observe, understand what is not told and when you can bring value with your products and services , then only share how your offer can solve their problem. Do not jump into conclusions and assumptions in the sales process.
4. Make a WIN for both parties
The journey of business and sales conversations should lead to mutual benefit. Prepare before the sales call so that you negotiate on the principle of mutual benefit. If you practice the above three steps well, what do you think will be the next logical step, prospects will ask you how you can help them if they take action. Just lead to a spontaneous close without pressurizing your prospect and share what they will get if they take action NOW If needed, share what they lose if they do not take action before the prescribed time. You add upsells also based on the nature of products and services.