The following post was written by a guest blogger, Joe Schembri, who is currently partnering with the University of San Francisco on their Sales Management curriculum. Although there is no silver bullet to improve sales productivity, Joe proposes four tips to boost sales productivity in 2011.
4 Tips To Boost Sales Productivity in 2011, By Joe, Schembri
In this economy, you are probably looking for easy and inexpensive ways to boost sales – without making swift changes to your existing sales processes. To get a step ahead of the competition you may decide to take sales training courses to help define your new strategy but unfortunately, a “quick-fix” button doesn’t exist. The good news is that there are some simple ways you can tweak your current process to encourage greater sales returns. The top four tips include:
- Make an Emotional Pitch
What are you selling? A product? A service? The answer is: neither. You are selling a feeling. It is your job to pinpoint the feeling your customers are seeking from using your product or service. Then, you have to pitch to those specific emotions. Make the customer aware that you understand their exact needs; they will feel more confident in you and, in turn, show interest in your product or service. This tip should be utilized across the board – from web pages to sales presentations. Focus on the feelings that are produced by using the product, rather than the actual attributes of the product. - Maintain Relationships
No means no. Or, does it? Even if you have made your pitch and the client shows little or no interest, it does not mean they won’t eventually be interested. In sales operations staying in contact with all possible clients is key to gaining their trust and keeping the lines of communication open. Of course, don’t pester them until they file a cease and desist order against you. An easy way to follow-up is to periodically call or email with information about a new offer. Another way is to add them to your newsletter distribution list. Plus, be sure to keep a current log of contact information; carefully separate the clients who do not currently buy from you from those who do buy from you. - Encourage Questions
Be an open book. While constant questions from clients might be a bit annoying, answering those questions can actually boost your sales. Prospective clients take time to ask questions when they are highly interested in your products or services. Providing a clear answer to their questions could be a fast-track to closing the sale. In a live pitch, make sure to encourage questions throughout the presentation. Don’t forget to maintain a current FAQ page on your website. Include the most frequently asked questions and up-to-date contact information. You would be surprised at the amount of clients and prospects that check this page before directly calling you. - Simplify the Process
Time is precious. Don’t clutter your pitch with non-essential information, as you’re essentially giving the customer an opportunity to lose interest. Streamline all procedures; make buying online fast and easy. Don’t require the customer to provide unnecessary information during the ordering process. A better way to collect information is to send a follow-up message of thanks and include a short questionnaire.
While these selling tactics might not be exciting or flashy, over time, they have proven to be reliable, consistent and profitable. These minor additions or changes to your selling approach will help lay the foundation for greater ROI and expansion of your client base.
About The Guest Blogger, Joe Schembri
Coming from a family of entrepreneurs, Joe Schembri has always been interested in business topics such as sales and marketing. He is currently working with the University of San Francisco by reviewing several of their certificate courses including the sales and Internet marketing programs. USF offers sales management training courses online which upon completion you can earn a Master Certificate.
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