The sales strategies they are the set of tools and techniques that you can use to increase the commercial success of your business. With them, it is possible to sell more, increase the level of closure of the deals you make and get to know your customers better to sell them better in the future.
In the business world, everyone is looking for the best results, right? Working with specific processes, strategies and practices can put us ahead of our competitors. Therefore, in this article we will know the sales strategies that will help your brand take off. 🚀
Bring a pen and paper, because in this article you will find the best tips to increase the sales of your business. Let’s go?
What are sales strategies?
Sales strategies are methodologies that, when applied, can be very effective in closing a sale, increasing the number of closed deals, and increasing the knowledge you gain from your customers.
Whether in the acquisition, negotiation, closing or post-sale, using the right techniques makes the difference when it comes to achieve your goals.
Working with sales involves several issues, so having “an ace up your sleeve” is essential to ensure success. There are techniques designed to work in various scenarios — in person, by phone, virtuallyhe etc. —, and this makes them much more effective when talking about results.
With good practices, it is possible to make the best decisions for your business and, consequently, generate more sales! After all, this is the main objective of any company, right? 🤑
The 4 fundamentals of a sales strategy
As we mentioned before, there are techniques aimed at different scenarios, but there are factors that are too important, regardless of the product, service, sales channel or customer they are targeting. With this in mind, the four elements of a sales strategy are:
- know your consumer
- Understand the customer’s need
- Explore the advantages of your product or service
- Identify possible objections
Next, we will give you the details of each of them so that you have them clearer.
1. Know your consumer
It may seem obvious, but believe it or not, it is very common for salespeople to fail because they do not keep the focus on customers. When we put a product or service on the market, it is essential to have knowledge about our target audience, only in this way can we bet on assertive sales techniques.
Therefore, try to obtain as much information as possible about your client. In this way, your approach will be personalized based on what he is looking for and the benefits of the solution that you have to offer him.
2. Understand the customer’s need
To ensure proper focus, You must present your product or service as the best option for the consumer. But beware, you can only do it if you really understand
Therefore, pay close attention to your customeranything he says can be used in your approach, so don’t let anything go unnoticed.
For example, customers looking for clothes for a specific event often need help finding the perfect piece. In this case, it is essential to understand the type of event that the client is going to, the clothes that he usually wears, in order to offer him the best option.
3. Explore the advantages of your product or service
Knowing your product is as important as knowing your customer. Understand the strengths of what you are offering and explore these benefits.
Focus on the advantages that your product offers, this will enhance your speech and make a difference in the purchase decision.
4. Identify possible objections
A fundamental part of knowing our product well involves anticipating possible drawbacks. During a negotiation, we must be prepared to address consumer doubts and insecuritiesotherwise we will lose the sale due to lack of arguments.
Therefore, make a list of the factors that can lead to customer rejection and develop responses to these issues. For example, if a consumer is not sure about the quality of a product, explain the manufacturing process, the materials used, the average durability, etc.
💡 Type: if you are interested in fine-tuning the sales techniques of your business, with the aim of selling more and better, don’t miss it!
Telephone sales strategies
Telephone sales were, in their heyday, a great power in the commercial arena; although with the massification of the internet this model has been losing strength. However, it still gives results for some companies, so it is valid understand if it works for your business model.
Relative to other scenarios, phone sales can be much more difficult. Think that:
- The consumer is not waiting for you to contact him.
- Many times, they have not shown interest in your product or service.
- Calls don’t always come at convenient times.
- In most cases, the salesperson has less than a minute to convince the customer to stay on the line.
A little intimidating, right? But don’t worry, with the right techniques, you can convert leads into effective sales. Are here Four Tips to Improve Your Phone Sales Strategies:
- The best day to get in touch with your customers is the Thursday; in second place is Wednesday and the worst day is Tuesday.
- The best time to call your customers is between 4 p.m. and 5 p.m.; the second best time is between 8 am and 10 am and the worst is between 11 am and 2 pm
- Near to 80% of sales require at least five calls before closing. 44% of salespeople leave after one or two calls. So keep in touch with your customers until there is a concrete answer.
- Personalize the service depending on each client. Not everyone likes robotic or very formal contacts, so be empathic and find the right tone of voice for each person
Sales strategies for retail
In retail, the contact between the seller and the buyer is direct, and to ensure the success of the sales strategy, it is necessary to work in some areas.
During a sale, anxiety can be a great enemy. Therefore, always remember to let the customer do the talking and listen carefully everything you have to say.
Identifying the messages you convey through body language can also be a positive point for the seller. For example, a look of insecurity or discomfort can be the signal for you to use the appropriate arguments and reinforce the quality of what you offer.
With that said, let’s move on to a check list in which you will find some of the best practices to use in face-to-face sales:
- listen to your customer to understand what exactly you are looking for.
- Know the products well to offer the best possible solution without the consumer having time to leave.
- Learn how to deal with discount requestsmost customers always ask for discounts and, for the company, this type of promotion is not always feasible.
- Keep a positive attitude. Just as we watch our customers, they watch us too. Therefore, avoid negative or moody comments: charisma makes the difference in the relationship between the seller and the buyer.
- identify opportunities to offer other products. In many cases, during a purchase, there may be a product that makes sense with the item the customer is already buying, so it is always valid to offer a complement.
- Don’t forget after sales, customer loyalty is a practice that will ensure future sales. So remember him even after the sale and be available to help should any questions come up later.
💡 Type: I invite you to discover others in this article on our blog. 😀
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Service sales strategies
The sale of services is a special challenge compared to other scenarios. In these cases, the client cannot see, touch or experience something, it is a promise that we make, so the arguments must be consistent.
The first rule, which is valid for any type of sale, is always work with real information. Lies and false promises may even secure the deal, but they will definitely get you in trouble later, so avoid them.
Do you remember that at the beginning of the article we commented on the importance of knowing your products well? Well, in the sale of services this should not be different.
In addition, we also want to share some good practices that will help you in your service sales strategies:
- Take advantage of the benefits of your service to solve the problems of your customers.
- Know the market well in which you operate and be prepared to respond to comparisons with the services of the competition.
- Offer personalized service for each client. The more humane your speech, the greater the chances of conquering it.
- Always have real customer stories at hand that they have already contracted your service and are satisfied. The view of another consumer helps reinforce the positive image of your company.
This will help you…
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Sales strategies in ecommerce
We couldn’t stay without mentioning some tips to sell on the market, right? In the digital marketplace, betting on aggressive conversion techniques can be challenging, but with the right practices, good results can be achieved.
When we talk about sales in e-commerce, we must bear in mind that, in this scenario, the product basically sells itself. Although you do not think that it will be enough to advertise the product and wait for the return.
Before publishing an item and even after it is sold, there is a lot to do to keep your brand on a healthy growth curve.
11 keys to boost sales in your online store
We share these ten tips that will surely help you with your sales strategies for your online store:
- Create a sense of urgency
- Work with segmented campaigns
- Use social networks well
- online chat
- Customer Service
- email marketing
- Available Product Alert
- loyalty programs
- Abandoned Cart Recovery
- cross selling Y Upselling
- Invest in a CRM
1. Create a sense of urgency
Surely you have ever searched for a product on the Internet and have come across messages such as: “last piece available”, “few items in stock”etc, right? Transmitted urgency can be very effective in convert a sale.
This type of strategy also works very well in promotions. For example, if you decide to create one in your store, include information such as: “buy now and get X pesos discount”…
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