Being a salesperson requires a certain amount of versatility: to reach your individual goals and fully develop in your job, you need to be highly motivated, master sales techniques to the hilt and, at the same time, make the best use of customer acquisition tools.
In this article, you will find our 5 tips for achieving your sales goals.
Table of contents
Tip 1: Get the right attitude.
- Tip #2: Get the right tools.
- Tip #3: Prepare for your business meetings.
- Tip #4: Let your network play.
- Tip #5: Be confident in yourself.
Tip 1: Have the right attitude.
To exceed the sales goals set by the company, good sales skills alone are not enough: First and foremost, you need to get into the right sales mindset, by being dynamic and engaging with your team.
A salesperson who goes home positive and winning, even (or especially!) when they have big goals to meet, will be noticed and appreciated by prospects. Naturally, your prospects are more likely to close a sale if you have a smile on your face than if you are stressed or even down.
Reality is full of obstacles, but only if you stay motivated will you achieve a satisfactory result. You will benefit the most if you treat the search for new customers as a game rather than a strain.
Tip #2: Get the right customer acquisition tools.
In order to effectively prepare and execute your sales campaigns, it is crucial to master the powerful tools provided by your company.
Traditional sales techniques still make the difference in achieving goals when it comes to approaching prospects or following up with customers, but with equal skill, new digital solutions make it easier for companies to do their jobs.
Here are four popular tools you can use to boost your sales performance:
A CRM, the number one tool of any sales team: its main objective is to manage customer relationships, both for B2C and B2B companies.
- a business intelligence solution to automatically feed the CRM with value-added customer data (activity signals, information on each customer and potential customer, etc.).
- a marketing automation solution to implement sophisticated scenarios to target the right contact with the right message at the right time. At the same time, develop an inbound marketing strategy that is aligned with the expectations of your target groups to achieve the best results.
- A sales automation solution: to automate a series of sales tasks, such as making appointments or sending follow-up emails.
These 4 customer acquisition solutions complement each other and address several issues that every business faces or has faced in reaching its sales goals. First of all, they allow you to better manage your prospects and customers. They are all gathered in a single file that the entire sales team can access.
These tools optimize qualification and sales efforts. Each employee can quickly see the status of the sales pipeline and the progress of leads based on their position in the sales cycle.
With segmentation capabilities, you can also perform highly accurate targeting based on personalized criteria (socio-demographics, buying behavior, etc.).
Add to this a 360° view of each potential customer to identify their needs, and you are well positioned to increase your sales and therefore your revenue.
To facilitate acquisition, some tools go a step further and offer advanced targeting options that create lists of companies based on criteria similar to your best customers. In addition, solutions that send automated alerts when a sales signal is detected (fundraising, relocation, new hire at a target company, etc.) allow equipped salespeople to be very responsive to acquire leads before their competitors.
Tip #3: Methodically prepare your sales negotiations
While many salespeople are naturally good at conversation, it would be a mistake to rest on your laurels without preparing for your conversations: sales and government contracts leave no room for improvisation.
First of all, prepare for the conversation by learning as much as possible about your potential client: what is their main activity, what roles do they play in their company, what goals are they trying to achieve…? The internet is a goldmine for finding all this information, even if it is not directly captured by your digital tools.
On the basis of this information, you can develop a personalized sales strategy and set your qualitative objectives according to the offer and the medium-term or annual action plan: Your competitive advantages, the customer’s value …..
At the same time, anticipate possible questions and objections from customers and prospects, by preparing simple and coherent answers that will help convince and reassure them.
Tip #4: Use your network to grow your business.
Do not hesitate to activate your network to feed your sales file and accelerate sales. Among all your acquaintances, both professional and personal, there are certainly potential customers or business partners. Integrating social selling into your sales strategy is a proven way to increase your sales and reach your goals.
To engage them, maintain your presence on social networks (especially LinkedIn), position yourself as an expert in your field: share articles and infographics and present your point of view, react to your colleagues’ posts, participate in discussions….
On the customer side, take advantage of your loyal customers who are sincerely convinced of your company’s added value. Thanks to your persuasion, these ambassadors will bring you new qualified prospects who, in turn, if they are satisfied, will recommend you to their friends and relatives… and so on. All of this helps you achieve your business goals better and at a lower cost.
To encourage your customers to talk about you, develop a relationship marketing strategy with your company’s marketing team. Reward them for their investment, for example, with a referral program or a “VIP” loyalty status.
Tip #5: Trust yourself
Finally, trust yourself to increase your sales performance! Rejections from potential customers are one of the difficulties of being a salesperson and can make you doubt your abilities.
However, remember that the sales manager set these goals for you because he or she believes you are capable of achieving them.
To work on your confidence, check yourself. Determine the weak areas that you can still work on effectively and identify your strengths that will help you achieve your individual goals and overall improve results within your sales team.
Also, remember that confidence is often a matter of attitude: stop comparing yourself to other team members, express yourself with confidence and straighten your shoulders….. You’ll find that you’ll naturally regain your well-deserved confidence and reach your sales goal much more easily.
Want to know how to reach the sales goals you’ve set for yourself? Before you dive headlong into writing a sales action plan, remember that you are your best ally in the business. But to get better results, you need to strengthen your skills and continually develop your mind, just like a top athlete. This way, no challenge will be able to resist you!
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