January 7, 2016
Best Practices Sales Success
Best Practices Sales Success
Target and goal setting
Selling to your customer
Delivering value
Your sales system
Target and goal setting
- Understand all of your costs and create profitable budgets for all sales areas
- Clearly communicate budgets and targets to all players
- Have seasonal, yearly and or monthly sales targets for every division of sales
- Stay within your service scope and area
- Set reasonable goals and ensure healthy profit margins before growth
Selling to your customer
- Avoid overloading customers with too much tech talk
- Listen carefully to their needs. Be savvy and confident to suggest relevant ideas
- BE ON TIME FOR ALL MEETINGS. Return calls and emails promptly
- Be respectful, timely and professional in all communications
- Pre-qualify customers to ensure you are selling your product to your target market. Not every customer is a right fit
- Develop a process from first contact to final payment, and communicate it clearly and follow it
- Ensure your products and services are state of the art, high quality and very desirable by your target market
Delivering value
- Provide better than expected service or product — don’t over promise
- Have knowledgeable staff who seamlessly deliver value-added information and tips
- Delight your customers. They won’t question the price
- Treat your customer they way you expect to be treated
- Have a sense of humour — make their experience of doing business with you a pleasant one
- Don’t be afraid to charge for exceptional quality and service
- Market your professionalism to your advantage
Your sales system
- Be the first to admit if a mistake has been made, and have a solution in place
- Communicate consistently and regularly with all players in the sales process — the customer (before during and after), managers, buyers
- Have a consistent method of pricing work and products for profit
- Have professional proposals and clearly written contracts signed by both parties
- Ensure marketing campaign and promotions match available inventory and resources
- Identify and communicate key components of sales calls
- Advertise wisely and accurately. Tailor your marketing to the most profitable audience