Most people believe that sales drive prospects for an organization. Sales prove to be difficult for multi-billion dollar organizations. Large organizations invest huge research budgets to study their sales strategies in this ever changing global market. Organizations plan and design themselves in such a way that the maximum amount of focus is maintained towards the departments that have the potential to attract new customers and retain the already present consumer database. There is no market in the world where there isn’t any competition faced whether due to external factors or factors that exist internally within the organization.
Organizations are breathing in a world where there is global cutthroat competition, due to this fact entities are always coming up with new strategies to keep sales high and earn the maximum out of every market opportunity. Over the years, we have seen extensive research carried out by organizations to understand how the consumer behaves, what factors influence the consumer, what are the potential leads profitable for a business, what are the suitable prices for.
There is a plethora of research papers available through which businesses have been able to constantly solve and analyze problems or issues that exist both, within their sales department and those that exist in the market the organization operates in. This has shown how sales strategies and consumer behavior are wide areas which bring out possibilities for further research and change. From production based sales, the business environment has gradually made a huge shift towards the management’s ability to extract the best out of their sales team. A sales team’s ability to influence consumer behavior is a representation of two aspects; One, the organizations implemented sales strategies, policies, employee training programs and the organizational environment. On the other hand, it is a representation of the individual skill level of an employee.
The study of consumer behaviors shows that there are multiple factors involved when it comes to influencing potential customers to invest in the interest of an organization which has the potential to satisfy a particular need that exists in the market. This article highlights 7 key behaviors or attitudes, if maintained by an employee, will help meet sales targets and attract newer sales leads towards the organization.
1) Managing Potential Leads
The sales department of an organization should be on their toes when it comes to approach and communication strategies. It is of utmost importance that businesses have extensive training programs that give feedback to the employee about how to approach leads that could turn profitable for the business. Research has proved that attracting potential leads is a fine balance between push and pull. Your leads should not get the impression that the organization is after them too much neither should they have the impression that the organization is making no effort to convince why they should invest in the business.
2) Researching Potential Leads
It is helpful to have a strategy in place, just like how it is better to make contact within 5 minutes of recognizing a potential lead. Recent studies have shown that a potential lead might lose interest if not approached by the respective sales representatives. But it is important to understand, leads that are pursued too much also drift away. It is always safe to plan communication on the basis of response received from a consumer or a lead. Some simple tips are; keeping in mind the number of times you have contacted the lead and figuring out the best time to contact them. The best time to contact leads is early in the morning or late in the afternoon to have promising communications. On the other hand, it is beneficial to have a positive attitude no matter what, when communicating with leads.
3) The Power of Body Language
As competition is always increasing, meeting targets has become an increasing challenge. Body language holds the most significance as it is a representation of the organization itself. Respective sales teams should have a positive body language. Having the right body language always enables the consumer to place trust in the organization. Stake holders invest greatly towards the interpersonal development of employees, as training employees is a way to keep the employee updated about the brand image of the organization.
4) Positive Communication Techniques
How the employee communicates with potential leads is where opportunity for profit is generated. Giving positive comments and productive communication helps the organization build long lasting relationships with its customers. It’s even better to not always use face to face communication, as one can also use different social media platforms to open communication with clients. Body language can be felt by the consumer at different levels, be it the content used to sell brand image or meeting in person.
5) Personal Skills
According to research, sales is one of the most competitive environments to exist in, it is always better to have a winning attitude when generating and perusing sales leads. A lot of researches have concluded that due to its competitiveness, the art of sales have employees perform better, improve their skills, and chances to grow in their career. Hard working employees must always find ways to improve on a personal level to have a successful sales career, perhaps they may read some motivational sales quotes every morning to boost themselves. A lot of success also depends upon the support is handed down from the stakeholders of the business towards a sales employee. Businesses should always invest in employee training programs to help their employees grow, feel motivated and have a creative attitude when getting leads.
6) Keep it Simple
Employees should always go for simple communication techniques. When reaching out to potential leads, one should use simple words highlighting how you can address to a particular need. Customers always appreciate when communication is direct and simple. Leads drift away when communication goes off track; employee communication should highlight how the transaction is beneficial for both parties.
7) Aim to Solve Problems
Consumers feel more comfortable when employees solve a problem. Having a problem solving attitude is what has the most impact when converting potential into long term customers. The key to remember is, organizations satisfy a market need, and make the consumer think they are the right person for them to reach out to. A consumer gains confidence from a representative of the organization, the aim is to be confident in your ability to satisfy needs that exist in the market. The sales strategy should always be approachable.
All organizations struggle to gain attention from people. Many meetings take place to find the best strategy to achieve their sales targets. But, in the end, it all depends on how your behavior is towards people. Avoid any conflicts and find the best way to communicate.
Sohail Rupani is a senior SEO strategist at PNC Digital a digital marketing agency based in Orlando. He specializes in SEO and SEM techniques. He is passionate about technology and loves to analyze the tech industry in his spare time and stay in touch with the latest happenings. He also writes technical articles about SEO and digital marketing. Follow @sohailrupani for more updates.