Creating sales is the be all and end all of any business. The focus, to increase sales, should be on outcomes and on features. Unfortunately, most businesses look almost solely on the features, telling the customers that they are the best of the best. Because of this, they miss vital clues in terms of solutions and prospects, and they should actually pay more attention to that. It is about identifying problems and thinking of solutions, after which you can work out what sort of positive impact that would have on your business as a whole. Actually, doing this takes quite a big shift in consciousness, so hopefully the following tips will help you in terms of making that shift.
The Challenges of Your Prospects
The first thing you have to think about is what your prospects’ potential challenges are.
“Every qualified prospect has challenges you can solve, but you need to understand exactly what those challenges are.”
You then have to consider just how much value your prospect would attach to a resolution to that challenge. If you are able to overcome their challenges, would they be more attracted to your business? And is this solution something that you are able to offer?
The Goals of Your Prospects
Besides challenges, your prospects also have certain goals. There are things that they want to achieve by coming to you. Again, think about whether this is something you can offer. One of the things you have to remember is that customers are now far more able to do their own research and come to you as an informed individual.
“According to a study by CEB, buyers are now 57% of the way toward a buying decision when they first make contact with a salesperson.”
This is why it is so important that you are one step ahead of the game. You have to know whether or not your customers are actually interested in what you have to offer. You have to know that you can help them achieve their goals, and how you will be able to do that.
The Creation of Objectives
The above two steps are vital in creating a sales strategy that can benefit you overall. You now know which challenges you are able to resolve, and you also know which goals you are able to help accomplish. You then have to set yourself objectives, which will help you to measure whether or not your efforts are having any effect. Creating a strategic plan, with regular review dates, is absolutely vital. Only by doing this type of review and audit will you be able to determine whether you are seeing a positive result.
This is a cyclical process, because you also need to review whether your solutions and products are still beneficial to your prospects, whether this is still what they are looking for. This process may seem daunting, but if you stuck to it, you will find it incredibly beneficial to your business as a whole.