When it comes to creating the perfect type of sales environment for the clientele that you expect to serve, there are some choices that you need to make along the way that will set a tone that garners results.
Here are some tips on how to move your sales forward when you are in a business that offers services that most people would deem matter to them:
Set a stance that fits:
Just like a batter in baseball, your sales work should have a stance that optimizes the service sales that you are making. Intel in the tech industry is famous for saying that sales people should only sell something to customers when they need it. Other tech companies differ. They may choose to say that creating a need is part of the process. For medical and cosmetic firms, how you approach sensitivity to the customers’ needs is probably one area that you will want to fine tune. To aggressive an approach may cause them to see you as less of an expert in your medical or cosmetic field and more of a salesperson. And although it would seem that one size fits all, the makeup of your market can determine a lot. If you have a store near a military installation, your approach might be quite different than if you are in an upscale professional neighborhood.
Create synergy between sales and marketing:
In large companies, sales and marketing often end up being silos, with sales people and marketing people working simultaneously as ambassadors, liaisons, and antagonists. With your company, selling the concept of a service that matters can become a lot easier if you keep sales and marketing working together. Toothworksdentist.ca is a good example of a medical and cosmetic practice that spends time creating an awareness among its customers in Edmonton of the benefits of hygiene. When people are given information that shows that health of their heart and other parts of their body can be affected by how often and how well they clean their teeth, it helps to engender an educated customer base that can make better decisions about optional treatment because they have the benefit of understanding the big picture. And while they are not the only Edmonton dental clinic, people that are clients tend to appreciate the fact that they are tactfully armed with that type of information.
Reward your closers:
There is a line from the book ‘Glengarry Ross’, where the sales manager comments about how he needs good closers. Surprisingly enough, regardless of the generation that you come from, you will find that line being passed down through other sales people because it is always a concern. Hiring talented people is only part of the equation for your firm or practice. Motivating them to excel as salespeople requires that you put together a system that is equitable and creates enthusiasm to close more sales. Providing your staff with incentives that matter to them is one option that can bring out the competitive spirit in the people that you work with. What works in many firms is to set a sales goal and then offer a larger gift or incentive for those that meet or exceed the target for that given time frame.
Of course, resetting your sales goals on a regular basis helps to keep your sales team focused and energized. One way to do this is to use sales campaigns that run consecutively. Keeping your closers fresh with new challenges can be construed as an environmental reward.
Another type of reward is a group activity that allows your sales people to bond and form stronger ties so that they can share information. Part of the popularity of the television show, The Office, was based on the notion that they often showed different ways that managers put their team together in order to promote sales.
Selling services that matter is more specialized than the average retail setting., Getting the right talent, motivating them, and ensuring that your organization is optimizing its synergy can help you save time and make more money.