Sales strategy: what is it and how to implement 3 useful formulas in your company?
Point the finger at which salesperson doesn’t want to have the best sales strategy to win over their customers. Regardless of the size of the company, reaching the sales target ensures short-to-long-term success.
It is only noticed that a sales strategy is on the right path when the customer values the company’s work. So there are several paths to get to this step, and they need to be clear in the salesperson’s mind.
Understand that selling at any cost without understanding the customer’s pain can cause financial loss for the simple fact that he will feel used and will not be able to get what he wants.
Therefore, in this article, we will bring 3 quick sales strategies to ensure that your business constantly evolves and the customer always leaves the establishment satisfied.
Follow it with us and enjoy reading!
What is the difference between sales strategy and sales marketing strategy?
Before we show the strategies for attracting customers, a great confusion between the two terms must be taken into account. Although they can work together, sales strategy and marketing are not the same things. Watch:
- Sales strategy corresponds to a direction on the objectives that motivate the increase of a company’s revenue. In this sense, it involves several observations such as knowing the type and qualification of potential customers, as well as market research to ensure greater clarity in the sales process.
- Sales marketing strategy is the way to promote the product to consumers and preserve it in the subconscious so that the brand is remembered positively. For example, an agribusiness store can make a different campaign from the competitor on a certain product using graphic animation to whet the desire. Like marketing strategies to attract customers, sales are a viable kick-start.
Is the relationship between them understood?
What are the phases for excellent strategic sales management?
But before you know the sales strategy, know that it consists of three fundamental steps of a good salesperson: finding, winning, and retaining customers.
Note that they are all important as strategic sales management, however, they can be useful separately. For example, does a dealership that entered the market recently need to find or keep customers? Significantly, discovering customers is the first part of a natural process for the company to position itself in the market and, as a result, the salespeople to reach the goal.
On the other hand, an insurance broker known in the field and with a select number of clients does not want to reduce revenue, so it opts for a strategy to retain them. These are ways that the sales strategy steps will be fundamental to consider the importance of each salesperson.
How to use the 3 steps of the sales strategy in your company?
1 – Organize the work environment
Plan your team according to your qualifications. It’s no use putting an employee to sell a type of product that he doesn’t master while he could stick to the known. This escapes the logic of a quick and qualified sales strategy.
It seems obvious, but understand that, to expand the company’s profitability, many managers use this device to sell more, but they forget that the essential is not quantity but quality. Result: seller discomfort and lost customers.
So pay attention to the sales process. As the results have positive effects, increase the team according to your abilities.
2 – Use online sales strategies
Amidst technology, word of mouth is just an added feature these days. When we talk about online sales strategies, we think about results acceleration, such as the use of CRM, essential to organize the generation of leads, from pre-sales to closing contracts.
Other mechanisms for using technology are social networks. Facebook, Instagram, and LinkedIn are there as proof of sales effectively online. An attentive manager directs the salesperson to win over the customer in this way, so the marketing team takes action to help with online sales strategies.
3 – Use mental triggers
With a good quick sales strategy, an up-to-date trader uses mental triggers to persuade the buyer. The technique consists of the impulsive way for the buyer to take the product in a short time.
This means that the tired brain converts automatic choices into sales, but it’s worth noting that mental triggers shouldn’t be used erratically, as they can wrongly generate consumer dislike.
So be friendly in person or by email, reinforcing the sales pitch when possible to remind you of the importance of the product to you.
How to be a skilled sales strategy professional?
If you enjoyed our content and want to improve on strategic sales management techniques, we recommend two types of courses:
For beginners, the Specialization in Sales brings fundamental techniques for the path of conquering the customer. You will learn:
How to get more information about the company, products, market, and competition;
- What is your mission as a salesperson;
- Business goals planning formula; to plan your business goals and achieve them;
And much more.
Now if you’ve been on the team that’s been working for years and want to improve, it’s time to start the Advanced Sales Specialization. Divided into 11 modules, it deepens the main techniques such as the sales strategies we saw above, among others.
These and other courses are part of the list of IEV, which since 2014 brings practical and intelligent methodologies for its students with proven methods.