As a marketer or sales representative, it does not matter how well you sell your goods or services, or how much exposure your company gets, if you are not making revenue in the end, you won’t reap the benefits.
You may be persuading customers to try out your goods or services, but the real question here is, how do you lock in the deal?
Do they follow through with sales, or are your things just weeks on end sitting in their cart?
With that being said, there are clearly things you can do, and not do, to impact your success. Below is a summary of three “C’s” that can help to drive sales excellence.
1.Connect
The connection between customer needs and company solutions is important as products and services typically exist to fix consumer problems.
A winning company is when they listen and connect with their customer personally more than the sales representatives of other companies.
Hence, you need to focus on customers’ needs and show them that you care about them.
You cannot robotically secure a transaction and then move on to your next target.
You need to treat each person with respect and importance and assist them throughout the sales process if needed.
Also, you need to consider their reasons for seeking out your product or service.
In addition, psychology is actually a big element in closing the sale.
Get to know the three types of buyers.
- The buyer has a problem and knows they need a solution to that problem.
- The buyer who is somewhat aware of the problem but doesn’t know how to resolve it.
- The buyer is unaware they have a problem.
2.Confidence
If you display your self-confidence, people will listen even though you lack substance.
If you have both, self-confidence and substance combining with an above-average product, you are more than any business.
Operations people that cross over to sales can be powerful representatives for your company because they can take a consultative approach and discover solutions.
As I see more and more of these hybrid individuals coming up through the ranks, and they are in high demand in today’s commoditized environment.
3.Consistency
A consistent effort and temperament win the day. It really doesn’t matter what you do, consistency is the key.
Your customers and your company need people that go the extra mile as required but still address the day.
Sales representative need to listen, learn, and create strong relationships and trust that is genuine.
Sales is undoubtedly a tough job that requires you to wear many hats- a problem-solver, a diplomat, a researcher, a negotiator, and a friend.
You have to make good notes, communicate well, follow up as promised and the very best ones listen 3 times as much as they talk.
The Bottom Line
Keep in mind the three C’s to be successful.
You can also consider investing in Customer Relationship Management ( CRM) software to better manage and grow the customer list and leads of your business.
All the best !
