Sara El Kareh
The faster your sales cycle, the higher the bottom-line within the sales organization. If can you manage to motivate your sales team to upsell and boost the sales process, how would that translate on your financial statements every quarter? This would definitely reduce the pressure of achieving your forecasted sales and ease the tension set on the rest of the organization.
Here is a list of five simple ways how can you get your sales unit to achieve higher selling figures in a shorter period of time
- Be prepared to discuss your product with many buyers.
A successful sales person is one that has all the required resources and information to upsell his product and address any buyer issue. If you want your unit to achieve record sales, you need to empower them by providing them with the proper support and tools to be able to sell your product. Your salespersons should have an advanced understanding for the product they are selling, and must be capable to wording the reason why your product is better than that of any competitor.
- Understanding the issues that your product faces
Encourage your team to lead a proactive role in discovering the problems and issues your product is facing and the impact of these issues on your business. Asking the right questions is an acquired skill that requires practice. Since practice makes perfect, encourage your unit to practice role-playing by discussing possible conversations with the buyers while making sure that the members of your unit have obtained all the relevant information that allows them to build an impressive business case to their buyers. Empowering your team in this manner shortens the decision-making process of your buyers and shortens your sales cycle.
- Tracing your impact
Tracing your impact allows you to provide the buyer with more reasons than questions on whether to buy the product or not and will increase the confidence level of your buyer when buying your solution instead of buying that of the competitor.
- Depict Commitment
It is considered one of the most critical traits that support your selling process. Your unit must project an image of salespersons who care about the business of their clients, and are not there only to sell their product. Your salespeople should share their insights about the industry the product operates in and show an interest in developing the bottom line of their clients.
- Provide them with evidence
Provide your team with success stories tied to your product so that your customers are faced with evidence that your product does what you say it does. Register testimonials and collect statistics that can be presented by your sales team to customers when making a sale. Statistics are a key component for upselling your product against that of a competitor.