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Have you ever wondered why you don't have the sales goal you set if you have a top quality product/service and a long list of prospects who may need it? According to sales strategist Marc Wayshak, at least 50% of your prospects are not suitable for what you want to sell them.
So how do you convince the other half to become your client? You may be overlooking certain details that may be keeping your prospects away from you.
Here is a list of 5 actions that may be the main reasons why your purchases are not performing as you expect. After knowing them, you will be able to identify them and take immediate actions to start being effective.
1. You're trying to sell everyone
Are you sure that your product or service is specifically created for your prospects? Or that you are approaching potential customers who will really be interested in it? Almost 60% of B2B marketers consider "audience relevance" to be the most important factor in determining the effectiveness of their sales efforts.
If your prospects aren't buying, it's time to re-evaluate the quality of what you're offering, whether it really suits them, or whether you're trying to sell to anyone who shows a slight interest. Focusing on the most qualified leads will help you be more successful in your goals.
2. You're driving your customers away
It's very easy to know how your sales team feels about prospects, but it's time to stop and think, what is your potential customer's experience with your company? It is necessary to remember that 85% of prospects and customers are not satisfied with their experiences on the phone with salespeople.
No one needs a sales representative who forever fills their mailbox with spam messages or interrupts their day several times a week with calls offering products or services.
It's time for your prospects to stop seeing you as a salesperson and become their advisor, providing valuable information and content, beyond a simple sale. Also, make an effort to learn from them as much as you can, to avoid occupying their time with basic questions such as the size of their company or what they do for a living.
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3. You're not taking into account the contra
Applying sales strategies correctly, knowing your prospects and training your representatives will help you have better results. Likewise, the performance or quality of your product or service plays a fundamental role when it comes to making a sale.
Of course, your team shows potential buyers all the advantages of acquiring what you offer, but are you taking their feedback into account? If your product has any drawbacks or flaws that are keeping your customers away, it's best to know now so that you can apply corrections.
So ask yourself what they honestly think of your product, what they would change and what they dislike. Listening carefully to this information may be the missing piece of information to fine-tune your sales process.
4. You're not creating urgency
Do your potential buyers see your offer as a necessity or an option? If the answer is the latter, it's time to rethink the way you're communicating your product or service.
Just like you, there are dozens of companies that may be contacting your prospects to offer them items that are "extremely necessary for the success of their company," and this buyer has the difficult task of prioritizing those items that are most relevant.
You know your product well, so you need to convey reasons for buying it now rather than later. You can rely on these questions:
- What happens if you don't solve this problem before 'X' date?
- Describe the consequences of not reaching 'Y' goal.
- How long has 'Z' been a problem and what consequences has it brought?
Only 13% of buyers believe that a sales representative understands their needs, so it's time to focus on your prospects' main problems and fears and how your product can mean the solution.
5. You don't make your prospect feel safe
This last point is a logical matter: no one will agree to buy something that does not provide them with a high percentage of security. When you buy a car, you need to be sure you can maintain it; when you buy a phone, you need to know that it supports the applications you need most; and this is true for all business sectors.
Your prospect needs to confirm that your offer will not go over his budget, will not take time away from him, will not be deficient, or worse, will not create a major problem for him.
Their reputation is at risk and it is your job to give them the confidence and assurance that what you offer will add value to their work and reduce their risks.
One way to do this is to offer refunds in case of dissatisfaction, trial periods, testimonials from well-known clients, success stories, awards received and other similar options, according to the nature of your company.
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In the world of sales, results do not come by chance or alignment of planets, but by causality and alignment of strategies. It is time to analyze our weaknesses and improve them with the recommendations of the experts.
And if we're talking about experts, we invite you to talk to our consultants at Innova Marketing Solutions for 30 minutes at no cost, so you can start increasing your sales and delighting your prospects.