Salespeople wondering how to sell more should take a hard look at their sales strategy.
Salespeople wondering how to sell more should take a hard look at their sales strategy. Marketers know that the best way to improve their results is to be constantly evaluating their methods, and trying new techniques to see if they can can do even better. Salespeople tend to be different: once they find a routine or sales script that “works” they stick to it. While it is possible that they’ve found the perfect pitch, it’s very likely that trying out new messaging and comparing results will make their close rate even higher. Here are five sales strategies that you should consider trying over the next quarter to see if your results improve:
1. Track your results
You probably know how many calls you need to make in a day to create enough leads to hit your quota (if you don’t you should work on your sales strategy). Are you tracking what you are saying and who you are saying it to when your calls are successful? If you are calling on multiple industries, do you know what your success rate is for each one? What about different levels of leadership? These are details that you need to know to make your pitch even more effective.
2. Rewrite your script
If your company allows you to write your own script, you should be experimenting with it to find the best possible version. You don’t need to try a new script every day; that would be unwise, and you would not learn much! Try using your current script for two weeks, then change one thing about it and use the new one for two more weeks. Track your results and then compare at the end of the month. If one script significantly outperformed the other start using it and restart the process for the next month. You might find that a two week period is too short for valuable learning, but the principle is the same: always be evolving.
3. Play with your voicemail
How many callbacks are you getting? This is another statistic that you must be tracking. Just as you should be constantly working on your call script, you should be trying new things with your voicemail messaging as well. Are you leaving long messages explaining why you called? Try comparing those results with a very short voicemail (For example: “This is Gavin, I’d like to find you a salesperson. XXX-XXX-XXXX. Thank you”). Track your results and move forward with what works!
4. Call at different times
Do you make all of your sales calls during the same block of time? This is a great technique to manage your time, but if you never change those hours you have no way of knowing if your targets are more accessible at some other time of day. Keep using a block of time to call, but move it around. Try calling during the hour before the regular workday or after offices are normally closed. Track your results as always, and use the better performing tactic.
5. Experiment with new mediums
Are you active on social media? If not, you should definitely research how it could benefit your sales. If potential leads use Twitter, facebook and Linkedin to communicate, you should too. These mediums can be a great way to establish a relationship outside of a traditional sales call; not to mention establishing yourself as a thought leader in sales and connecting with other influential sales thinkers. Just be sure to make your intentions clear; nothing is more frustrating as a consumer than engaging with another person only to find out that they are expected to buy something.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.