Implementing successful sales strategies can seem like something of an esoteric and intangible art, yet in reality there is no magic formula to guaranteed growth; just tried and tested tactics, and hard work.
The best way to break out of bad habits is to recognize that there are still many unhelpful misconceptions surrounding sales, so to demystify this process, here is a look at the most common ones to avoid.
Results matter, methods are irrelevant
In the world of sales there is a big temptation to only focus on the results that individuals and teams achieve, rather than looking at how they go about getting them.
While it is undoubtedly important to track sales and pay attention to how well particular people are performing, if you only care about the results and not the process, you will be missing out on insightful data and significant opportunities to make improvements.
For example, when considering ideas on how to make $1,000 in a day, it is only by paying close attention to the steps required to achieve this goal that it can be emulated and repeated elsewhere.
This also works in the other direction; if a salesperson is putting out good figures but this is coming at the expense of the company’s reputation or the happiness of their colleagues, then the impressive results should not be enough to make you overlook their problematic methods.
Extras are important
When it comes to convincing customers to commit to your product or service, the idea that you will seal the deal by constantly mentioning a few bells and whistles that set you apart from the crowd is an incorrect one. In reality, the main concern of a prospective buyer is if what you have to offer will solve the problem they are faced with, no more, no less.
Because of this, it is sensible to focus more of your efforts on conveying the core features and functions, and specifically how these relate to the concerns of the customer. This will help them to appreciate the value that your business brings to the table, and be a firmer foundation for your ongoing relationship than if you are eager to get into the discussion of insignificant extras.
False deadlines spur on sales
Another common yet unhelpful sales tactic is to create a fake sense that customers need to act within a specific window to get the full benefits of what you are selling. This obviously makes sense in the case that the offer is really time-limited, but if the urgency is clearly false then it smacks of desperation rather than genuine helpfulness on the part of the salesperson.
Once again, modern businesses need to demonstrate that they are attuned to the needs and wants of customers, rather than trying to coerce them into making a purchase that they do not actually need.
Ultimately each salesperson will develop their own tactics, but whatever your experience level, it is still worth steering clear of strategies that are based on outdated assumptions.