Ihab Salloum[ad_1]
As we embark on our daily online journeys, bombarded by relentless pop-ups, and surrounded by a cacophony of advertising, one thing becomes clear – the world of selling, especially B2B selling, has undergone a seismic shift. Remember the days of the economic boom? Back then, if you were like most players in the sales game, you could sell products and services with reckless abandon. Demand was high, and money flowed freely, like a mighty river chasing after products, parts, and services. Ah, the good old days when all it took was showing up every day – whether in the office or in your territory – to receive a barrage of calls from eager buyers, ready to make a purchase. All you had to do was whip up some quotes, collect those checks, and bask in the glory of being heralded as a hero whenever you graced the office with another signed order. Nice, isn’t it? Well, nice in the short-term, because the cash was rolling in. But not so nice in the long-term, because let’s face it, you weren’t becoming the sales master you could have been!
So, what happened? Well, tomorrow arrived, my friend. These days, you can no longer rely on simply being a professional order taker to earn a living, because the whole buying/selling game has flipped upside down. Today, sales companies offer a plethora of products, parts, and services at lower prices in a market that is slowly declining. No doubt about it, times are tough. But so what? Ups and downs in business are inevitable, right? Of course. The real question is this: “How can you navigate these ups and downs so that they don’t control you?”
Well, here’s the bottom line: I present to you, my fellow sales warriors, these 12 Creative Techniques to help you conquer the storm:
1. Focus your creative prowess on the market or market segment with the greatest potential for new business. Dive into the world of economically sound businesses in your territory, and unveil the goldmine of growth opportunities for your company. Let’s say, for instance, that you specialize in selling computerized control systems. Now, imagine you unleash your brilliance on researching hydraulic pump manufacturers. What do you find? These manufacturers tend to source electronic controllers from multiple suppliers, resulting in mixed brands and types that come with higher maintenance and repair costs. But, my friend, where there is a problem, there lies an opportunity. Could you conduct an in-depth application survey to determine if it would be profitable for your company to design, prototype, and ultimately produce an application-specific control system for these hydraulic pump manufacturers?
2. Channel your creativity towards selling more of your best-sellers. Picture this: you’ve left the competition in the dust with a specific product, thanks to the genius bean-counters in your company who decided to offer a special pricing program on limited options. Your selling price is a whopping ten percent lower than any other competitor, and the phone won’t stop ringing since you kicked off your consistent direct mail program. Now, before you jump ship and pursue another dazzling idea, hold up for a moment. Keep pushing your bread and butter product. Gather testimonials, snap some photos, and launch an all-out advertising blitz in your territory to inspire every potential buyer to grab one of these beauties before the opportunity fades away and you move on to the next best-seller.
3. Hone in your creative focus on target markets. If you’ve defined a specific target market in your annual Territory Planner, go back to it after three months and reassess if you made the right choice. Are you hitting the sales numbers you projected last year? If not, why not? Revise your territory plan or redefine your target markets to create the sales volume you initially envisioned.
4. Take a creative stroll around your advertising and promotional playground. Dedicate some time to figure out which mailers and promotions are bringing in the most sales. Reach out to customers who responded and ask them specific questions about what exactly sparked their purchase. Then, get in touch with customers who received the advertising or promotion but didn’t respond, and find out why. Unleash that imagination of yours and brainstorm new ideas. How about a guaranteed buy-back program? Or maybe you could create a low-cost lease plan for low-hour applications, with mandatory Planned Maintenance every ninety days, to safeguard your company’s investment. And why not consider offering new warranties on selected low-hour reconditioned products? These ideas might be gold or they might stink. But that’s not the point. The point is, your ability to create opportunities to sell is only limited by your imagination – coupled with solid business sense.
5. Dive into the task of revamping and expanding your advertising and promotions with gusto. Don’t waste precious time and money on programs that just don’t work. Pour your creative energy into refining the ones that do work. Let those creative gears in your brain turn relentlessly. How about forming partnerships with allied suppliers to boost sales? Can you sell more products if accessory suppliers offer extended warranties? Think outside the box and make those creative connections.
6. Forge powerful partnerships with other departments within your company. When was the last time you treated your Parts and Service Rep to a fancy lunch? How often do you engage in conversations with the road service guys in your territory? Does the parts department keep you in the loop when one of your customers makes a significant purchase? And how often do you refer leads to the service department? Probably as often as they refer leads to you. Remember, my friend, every field person in your territory amplifies your selling power. So, why not form partnerships that benefit you, the other guy, and the company? We can’t think of a single reason not to. Can you?
7. Foster partnerships with allied suppliers. Engage in conversations with these suppliers about the possibility of forming partnerships to boost sales. Imagine the potential if accessory suppliers were willing to provide extended warranties alongside your products. The possibilities are endless when you tap into the collective imagination of potential allies.
8. Cultivate relationships with mentors who can help grow your territory and shape your future. Too often, we get stuck in the rut of simply trying to make a living instead of developing our territories. Surround yourself with individuals in the business whom you deeply respect. Seek out the company of winners whose track records speak volumes about their ability to create something out of nothing. Ask for their guidance in managing your time and freeing yourself from the administrative burdens of selling so you can focus on fully developing your territory’s potential.
9. Invest quality time with your Sales Coach. Be smart and take advantage of an incredible resource at your disposal – a coach who understands you, your business, and your territory. Put your ego aside and admit when you need help. After all, what matters is not whether you are right or wrong – what matters is that you sell more, more profitably, more often.
10. Carve out time for yourself to reflect on your strengths. Set aside a moment each day to determine precisely what you want to accomplish in the next 8 to 10 hours. What are your unique skills? In what areas could you use some help? If time management isn’t your forte but you shine in customer interactions, devise a schedule – using a program like ACT – that allows you to spend more time engaging with people. If you’re a detail-oriented person, perhaps you should invest more time in creating effective mailers, promotions, and quotations to enhance your presentations. Whatever you do during this time, be brutally honest with yourself. After all, you stand to gain a great deal from consistently utilizing this technique!
11. Manufacture more efficient prospecting methods. Take the time to define exactly what your company has to offer the market. What does your company excel at in terms of customer service, price, and product quality? What sets your company apart in terms of how you deliver products and services to customers? How does your after-sales follow-up stand out? Identify prospects in your territory who will benefit the most from your products and services. Remember, not every prospect is meant to be your customer. So, create pathways to reach those individuals most likely to make a purchase, and don’t waste time and energy tracking down those who won’t.
12. Master the art of presenting and closing deals. Your ability to create and deliver an effective sales presentation is the single most crucial factor in your success. Let’s define an effective sales presentation as one that convinces a prospect that buying from you is the best possible choice they can make. How will you know if you’ve nailed it? Simple – your prospect truly understands what you’re offering, recognizes the benefits, and becomes ready to make a purchasing decision. After almost three decades in the business, we’re constantly astounded by how many sales are lost simply because Sales Players fail to ask for the order at the end of a presentation…
Keep those creative juices flowing, my friends, and remember that victory lies in your ability to adapt and innovate in this ever-changing landscape of B2B selling. It’s time to take charge, embrace these 12 Creative Techniques, and pave your way to exceptional sales success. Good luck out there, and may your sales soar to new heights!
[ad_2]
