Four Known Strategies for Sales Success

A strategy that will generate successful sales need not be complicated. In fact, it should not be.

There are very simple approaches that, once implemented, can show near-term results and, when sustained, can increase sales over the long-term. You can reap significant results by putting the following straightforward strategies in place…no grand investment in time or money required.

1. Make sure your reps are spending their time where it counts. Review a log of their daily and weekly activities and determine which key “money making activities” lead more directly to sales. Certainly some administrative reporting and meeting time is necessary, but the bulk of your reps’ time should be devoted to helping their current customers or prospects succeed.
   
   
2. Help them plan their time around when it is best to contact clients. Do the administrative when it is not prime buying time for your target clients. While different by client industry, geography and level in the organization, sales calls should be made when clients are most likely to be available and receptive.
   
   
3. Coach your reps to adopt the approach of solution selling training experts. Sell compelling, differentiated and value-added solutions, not products or benefits. Ask insightful questions that uncover prospects’ critical goals, needs or problems. The objective should be to establish the value that your offering can bring each specific client situation compared to their alternatives.
   
   
4. Set clear performance expectations. Each rep should know and trust how their performance will be measured and what the rewards and/or consequences will be for success or failure.
   

Learn more at: http://www.lsaglobal.com/solution-selling-training/