It is about Revenue Growth – that’s what I have been hearing for many years. However, in reality, our focus is vast.
Growth is all about sales, while businesses aren’t paying detailed attention to it.
This is Khurram Kalimi, Chief Operating Officer/Co-founder of VinnCorp, with 18 years of experience in the global technology world & sales.
Through my diverse experience, I am confident that your business needs the right approach to elevate sales and gain brand recognition.
Below, I have described the sales-boosting factors in detail. These are the result-oriented factors and came from my personal sales experiences.
Implementing these will get you high sales, the loyalty of customers, and a viable business for years to come.
Let’s begin with the “LESS-KNOWN” sales secrets now.
04 Primary Factors to Consider for Selling Products & Services
Who Are You Talking To?
Selling your product or service will be effortless if you’re talking to the person whose designation is known to you. This will help you present your product in a way that the potential buyer has no reason to refuse your offer.
Search for KPIs of the potential client and his business who is the target of your business proposal. This is to ensure that your product is aligned with the KPIs of both, his personal benchmarks for performance and Professional performance standards.
Relationship Building
Relationship building is the first step towards winning potential sales opportunities and regular clientele. Ensure that your relationship is strengthened with the client before presenting your product or service, as it significantly impacts on the opportunity to create strategic alliance with them.
Since how long does your client (or business friend) know that you play a significant role here? A level of trust based on previous transactional records will allow you to do business together and increase sales exponentially. People buy from people, and emotional attachment plays an important role. This should not be limited by time or the number of relations you’ve made so far because humans can’t be seen as targets so you have to keep making relations like sowing seeds.
Word of Mouth
Give your clients an ultimate level of satisfaction. They must be pleased with your product or service to the core. Your service should leave a positive impact on their business and help it grow better than ever.
Your proven track record and valuable services should inspire at the level that they recommend your service or product in their social gatherings anywhere and anytime while also increasing their own productivity alongside.
Empathy
Research on the discomfort of your existing and potential customers before you introduce and present your product or service. Put yourself in the client’s shoes and evaluate how you would want your problem to be solved with a product or service.
Once you understand the pain points of your client, present your product as a solution to it. Tell them what value it holds (specifically for them) and how is your product or service the ideal solution of their problems.
Other Important Sales Factors to Consider
Customer Filtration
Customer filtration plays a crucial role in developing a reliable and authentic clientele. However, it is always neglected. Research on the client’s history and story behind his business before presenting your plan. Having knowledge of client’s background and working style will prevent you from hurdles and obstacles in future leading towards the smooth execution of plan.
This approach will allow you to choose who can be your customer and who cannot. It will save a lot of time and increase efficiency in the long run. You will have to specifically see if there is a relevant team on the customer’s side who will use, implement, and value the product or service you are offering.
Growth is the Goal
Sales is about the continuous increase of revenue month over month and quarter over quarter. In that regard, follow the Hockey Stick Model to multiply and achieve your monthly sales target.
While we all know continuous growth is the goal in sales, we should know how much time we have to invest in a particular lead. Refrain from investing a fraction of time in a single customer as it might not yield the expected results. Your focus should be on increasing the number of customers while maintaining quality alongside.
Channel Sales
Channel sales is a part of the reseller model where you make partners, and they introduce you to new customers on a revenue-sharing model. They act like your extended arms, and eventually, you end up having more sales teams at your disposal.
This has worked for me, but the key here is to have a high level of integrity, timely release of payments, and proper documentation to add value to these relations.
Use Case-Based Selling
Using case-based selling is connected to inconvenience, problems, or issues any company or customer is facing. If you can develop your product to resolve issues and fill gaps that potential customers are facing, you can increase sales exponentially with less efforts and more efficiency.
In this way, you can become an expert on that subject and offer your product or service to a large range of customers. Ultimately, this will boost sales and make wide use of your product or service.
