As 2019 winds down, you need to evaluate whether you hit your annual sales goals. If you didn’t, now is the time to figure out a plan for doing so. In addition to gaining a sense of accomplishment, you’ll know what to do the next time you have to stretch to reach your goals.
Here are eight ways you can intensify your sales approach to hit your 2019 goals.
Invest Time Prospecting
Although you may rely on existing clients to generate sales, be sure you devote time to finding new business as well. Set a specific amount of time each day to look for new business opportunities. There may be additional opportunities with a current account or a completely new company.
Increase Your Reach
Talk to your manager about expanding your reach. There may be new industries you can focus on for your products/services. You may be able to target new vertical markets, as well.
Improve Your Value Proposition
Rather than telling prospects what you do and which awards you’ve earned, show them the results you helped clients achieve. Develop a 30-second pitch focused on your prospect and demonstrate how you can provide additional value through your offerings.
Ask More Questions
Learn more about your prospects by asking additional questions. Use high-value, high-impact questions that show how you’re different from the competition and cause your prospects to think. Put in the forethought to find new questions to start asking.
Always ask clients for referrals. Word-of-mouth advertising based on personal experience is the most effective way to gain business. When prospects hear from clients how pleased they are with your products/services and customer experience, they’re more likely to do business with you. As a result, referrals have a shorter sales cycle and a higher closing ratio than other types of prospects.
Improve Your Presentations
Work on making your presentations more effective. Rehearse what you want to say before meeting with a prospect. Rather than memorizing your sales pitch, adapt each presentation to address the prospect’s needs. Show how your offerings relieve their pain points.
Ask questions that encourage the prospect to agree with you. Gaining some commitment at each stage of the sales process increases your opportunity to close the deal. For instance, “Are you prepared to move forward?” works well in many cases.
Educate Yourself on Selling
Continue investing in education about sales. Read books, listen to podcasts, or take a training program. Participate in a webinar, get some coaching or join a Mastermind group. In addition to listening and taking notes, apply the concepts to your work.
Make a Goal of Finding a New Job
When you’re in the market for a new job, work with Sales Search Partners. Our experienced recruiters match you with clients who need the knowledge, skills, and experience you have. Check out our clients’ job vacancies today.