Author Avatar

blog-admin

0

Share post:

Commercial culture is full of myths and bad habits about how to sell. One is that you just need to earn more sales to make your business grow. But what nobody tells you is how this happens in practice and what you should or should not do to reach that goal.

We’ve listed the 5 truths that no one has ever told you about getting more sales. Write down these tips and optimize your sales!

The 5 Truths No One Ever Told You About Winning More Sales

1. Selling more requires planning

Preparation and planning is critical in any sales process. It’s impossible to successfully close a sale if you don’t prepare for any odds and objections.

It’s like entering a football match without having trained, without studying your opponent and how to beat him.

So keep in mind that every sale and customer is unique. Your contacts might have the same problem, but they won’t behave in exactly the same way.

Study your customer, know their pain, what they need and expect from your product/service. In this way, you save time and energy from discussions and negotiations that go nowhere.

Define an approach strategy according to the profile of the sale and the customer you are working with. Create a script to be aware of each step. Know what you need to do and when! Productivity is step number one for the team’s success.

2. Selling cheaper is not always a strategy 

Of course, earning more sales and earning more will increase your cash receipt , but that doesn’t mean you’ll make the expected profit.

That’s because you must take into account the monthly costs and expenses of your business, such as production, delivery, rent, remuneration of your employees, among others. 

Think, for example, that you sold a product for R$8.00 to thirteen people. Its turnover, then, was R$ 104.00 (quantity X sales price).

To produce these thirteen units of the item, you had a fixed cost of BRL 50.00 and a variable cost (delivery or assembly of equipment, for example) of BRL 65.00.

Its total expenditure on the production of these items was R$115.00 .

If you need BRL 115.00 to cover the production costs of thirteen units of this product and sell it for BRL 8.00, you end this account (billing – (fixed cost + variable cost)) with the loss of R$ 11.00 .

This means you don’t make enough profit to keep producing that item. Selling cheaper or discounting is not what will make you more profitable.

Applying discounts is very harmful to your business, because, in addition to making you lose money, it also devalues ​​your product/service and does not convince the customer that you offer something of quality.

You also need to consider that dragging out the negotiation with the buyer who insists on discounting wastes time that could be devoted to other customers. With the longer duration of a sales process, you end up having to invest more to attract new customers.

Another interesting point to keep in mind is that the customer just wants some extra benefit, so he calls for the discount. So, make sure you understand his motivations and offer alternatives such as payment options, a gift, an extended warranty, among others.

3. Selling is like being in a relationship

The traditional way of selling, which uses methods of persuasion and persuasion, is still very much encouraged in commercial culture.

But the sales process between the company and the customer is like a relationship and, like any relationship, requires an exchange. One of the pillars for a promising union is dialogue and understanding.

The seller must know their contact and study it, in order to have all the information necessary to build this relationship that we hope will be lasting.

Understand that your customer is not just another one and that buying is a much more emotional act than a rational one.

So having a structured sales process is the most effective way to ensure that a sale will close. Plan strategies, approach your contact in the most appropriate way , listen to their needs and be present.

Act as a partner, guiding you on the best solution to that problem: your product/service. Make a plan to present your proposal and also to negotiate.

With the proper process, you will master the skills needed to make this relationship grow stronger and stronger. You close a sale, generate results for the company, but in addition, you gain an ally who will be open to hearing new solutions and proposals.

4. Selling more doesn’t mean selling better

To build this relationship between the company and the customer, the salesperson, in addition to having a process, must pay attention to the quality of their dialogue with the contact. Start looking at your own sales process, or that of your team, and try to identify what isn’t working.

Chances are, the result is exactly the communication between customer and seller. The key to winning more sales is converting customers, and to achieve this conversion effectively, your team needs to be empowered. 

When salespeople are concerned about hitting goals, they think in numbers. But what must be in focus is the quality of the sale.

Think about it this way: would you buy from a seller who doesn’t listen to your questions and just tries to push the product/service to you, offering discounts or special conditions?

Isn’t it better when we buy with confidence of the product/service result, because we took all our doubts and had an enlightening conversation with an attentive seller?

Consumers want more than just a solution to their problem, they are looking for someone who understands and advises them about their pain. When they find this, brand and company loyalty comes naturally.

It’s no use hiring a salesperson with years of experience, if he doesn’t have the sensitivity to understand the client’s moment and how to proceed with the sale in the best way. So, invest in training your team and encourage the development of skills of each employee.

5. Getting more sales doesn’t mean attracting more customers 

If you’re having trouble selling more, your sales conversion is low. Conversion, measured through a rate, consists of a company’s sales force, a factor resulting from marketing strategies and techniques applied in the sales process. 

This metric is important to understand how your company’s return on investment is, be it the investment of money or time. It’s a way of evaluating your process through numbers, noting how many contacts close a purchase and effectively become customers. 

If you want to effectively expand your business, then you must not only analyze your conversion, but also track other performance indicators such as average ticket , number of leads, customer acquisition cost (CAC), sales cycle, among others. others.

But your sales success depends on increasing your conversion rate. The most efficient way to accomplish this task is to optimize the step of your sales process that fails to move your customer to the next step in the purchase.

For this, you need to know the amount of contacts that pass from one phase to another. The sales funnel is a unique tool to drive and improve your customer’s buying journey.

In addition to these 5 truths that will guide you to gain more customers, there are specific and very effective techniques to optimize your sales process and increase your conversion!

The key is to seek knowledge and not be afraid to apply it to your business.

 

Understand how to use the B2B sales funnel to sell more
Learn how to make better prospects and increase B2B sales