The global pandemic that has stretched into its third year has seen not just a boom in digital sales but has ushered with it a change in how modern sellers can attract and engage with modern buyers.
Sales success takes hard work and commitment, along with skill and savvy. There’s no shortcut to success. But while there isn’t one thing that’ll magically transform your sales ability, there are many (mostly simple) things you can do to help boost your overall sales performance.
As you start thinking about your sales pitch for 2022, use these tips as a roadmap to your success.
Make sure your sales pitch has an objective
It’s remarkable how few salespeople actually understand the objective of their sales presentation, especially given how easy it is to develop an objective. You may be trying to convey an overview of your company, your product, and the value you provide to customers. You may also be trying to learn as much as you can about the buyer, what they need and why they need it.
But the most important objective is to use your sales pitch to move the buyer to the next step in your sales process. Your presentation should focus on providing information such as the value you create and what the buyer should do next so they agree to additional steps with you.
Do major research and know answers to the tough questions
Every interaction with your buyer requires you to be ‘in the know’ about their market but more importantly about the challenges they’re facing. Before you pitch your concept, you need to have answers in your pocket.
Today’s buyers are different and often in need of a ‘trusted advisor’ to help them in their decision process. Starting with their problem and how you could help solve it is a great way to get their attention.
Show current growth and progress
People want to invest in something that has already been proven. Significant projected growth rates can only be possible based on major traction in the here and now. Talk about your current customers, the growth rate in the last six months, and how your product, service, or solution has been and continues to be improved.
Use a personalization strategy
An old-fashioned approach that fits one and all is no longer valid in this day and age. A company’s prospects will likely convert if they relate to the company. Personalization can accomplish this.
Unfortunately, since May 25, 2018, gleaning personal information has become increasingly challenging since the General Data Protection Regulation took effect. Generating leads within the limits of GDPR will involve creating buyer personas, targeting audiences on social media platforms, and creating a marketing funnel.
Therefore, get demographic and psychographic info using these resources like focus groups, forums, social media groups, and utilizing government-mined statistics and data.
Sell the benefits
Content for pitching and selling should focus on addressing the needs of customers. How will your product, services, or concept help serve your customer base? Do you have evidence to support that this area is not being adequately met by the competition?
Features are secondary to the benefits themselves. Can this product or service be used within an existing interface, does it “play nicely” with other technology? How does it enhance the user’s experience or save customers time and money?
Provide clear visuals
When you have your audience’s attention and they begin to ask questions, back up your elevator pitch with visual information.
People are visual creatures. Images and product demonstration videos help interested parties get a fuller picture of your concept.
Even though 2020 and 2021 have both been uncertain for salespeople everywhere, those who haven’t given up should be more than determined to make 2022 the best and most profitable year so far. Just remember all of the tips you read about here and accomplishing your goals will be a piece of cake.