All right! 2020 is finally well behind us and it’s time to get your sales numbers back up to where you’ve wanted them to be for the past year! While coming up with new sales strategies is always important to your success, there’s another thing that is equally important. You need to ditch outdated sales strategies that are holding you back. According to Jay Fuchs, writing for HubSpot, there are quite a few outdated strategies that need to go.
Outdated Sales Strategies
Relying on Discounts
Keeping a discounted offer in your back pocket isn’t a bad fail-safe in sales. However, if you’re relying on that discount as a crucial part of your sales strategies, that’s when it becomes a problem. Don’t let discounts be the first thing you think of when your prospect raised an objection. If a prospect is hesitant, it usually means that they need more information about how your product or solution will work for them specifically. They need to understand the benefits before they feel comfortable making a purchase. So, if you meet hesitation with an instant offer of a discount, you’re going to make prospects question if you have any faith in your product. If you truly believe in what you sell, why wouldn’t you believe that it’s worth its full price?
Obviously you need to continue reaching out to prospective customers. What’s outdated is not doing enough research to make your sales calls warm calls. Sales strategies that include cold calling don’t yield great results since you don’t know enough about the prospect or their needs to make a conversation enticing for them. So, warm call your prospects by researching them and crafting a personalized message. This strategy builds your credibility. If they don’t answer, that’s okay too. Don’t be afraid to make follow-up sales calls.
Qualifying Prospects on the First Call
The point of the first conversation you ever have with a prospect is to convince them that talking with you at length during another call or meeting is worth their time. You only have a few minutes to convince them. If you spend that precious time attempting to qualify the prospect, you’re shifting the focus to you. Sales reps already have a reputation of being pushy and selfish. If your prospect agrees to a sales call, don’t make the call all about you. If you make that mistake, there won’t be a second call.
Relying on Case Studies
Your current clients and their recommendations and experiences can be invaluable to your future sales. However, if your sales strategies are dependent on case studies, you’re in for a rude awakening. Your prospects care about how your product or service will help them specifically. Yes, it always helps to underscore your presentation with proof that your product worked for a similar client. But your prospect wants to hear about your personalized strategy for them, not just what you did for someone else. Keep your sales strategies tailored to the prospect at hand or they may lose interest.