Hitting your sales target isn’t easy. In fact many reports show anywhere between 50-70% of salespeople are NOT hitting their sales targets at the moment.
Well I want to try and change that and help YOU hit MORE of your sales goals.
Today we have been digging deep to find the top 10 sales tips out there that will help you and your sales target this month, this quarter and this year.
From the Home office in Gold, Texas, Here are
The Top 10 Tips to Always Hit Your Targets
10. Start Asking For MORE (or just ANY) Referrals
Some of the best, and highest converting, opportunities are those that come from referrals. There are companies that report referrals converting up to 70% of the time with 49% of companies saying that referrals have been their most effective tactic recently. With all that being said, SO MANY salespeople are either not asking for ANY or not asking for enough. One of the main reasons salespeople don’t ask for them is fear. They’ve only just asked for the close which was scary enough, now you want them to ask for MORE?! This is easily solved by highlighting one big truth, people LIKE giving referrals, it makes them feel good. So when you ask your customers for a referral, they feel good (not bad), giving you some.
9. Know When To Walk AWAY From An Opportunity
Saying NO is one of the most powerful things you can do to sell more (as hard as that may be to believe). So many salespeople are weighed down by prospects and pipeline that will simply never convert, and by walking away from bad or weak opportunities, you’re then able to put more time and effort into ones that WILL close. Do a full pipeline audit each and every month to look at which opportunities are likely to convert, or are not likely to convert. Prioritize your time on those you genuinely feel with close, allowing you to give them the time and effort needed to close them.
8. Start Generating Your OWN (Good) Leads
Everyone working in any and every sales position should be hungry and out there generating their own leads. Not waiting on them to magically appear. If you want to sell more then you’re going to need more leads and opportunities to do so. The best salespeople don’t wait around for others, they’re out there always looking for good opportunities.
Whether it’s picking up the phone and making more calls, sending more emails, leveraging LinkedIn, sending video messages, the list goes on.
I’d recommend reading/listening to “Fanatical Prospecting” by Jeb Blount, “High Profit Prospecting” by Mark Hunter and “The Ultimate LinkedIn Sales Guide” by Daniel Disney for the best lead-generating and prospecting advice.
7. Try Selling OUTSIDE Of Office Working Hours (9-5)
Look, here is the reality, most of your prospects and target decision makers are the busiest during office working hours (Monday – Friday 9-5), yet this is the time most salespeople are hired and told to work. This is why you’ll struggle to reach most of them. What this does do however is create an opportunity, and top performing salespeople all over the world also prospect and follow up OUTSIDE of office hours. It might be making calls, sending emails or messages between 07:00 – 09:00 or sending them between 5:00 – 9:00 PM Many decision makers will still be at work during those times, but a lot less likely to be in meetings or wrapped up in work tasks and so can often be more responsive, likely to answer calls and more likely to reply to you.
6. Try Overcoming A Few More OBJECTIONS
It can sometimes take just overcoming ONE more objection to win a sale, yet so many salespeople buckle or fall at objections. You want to become an objection master, to never fear them but to be fully prepared for them. You want to be able to overcome any and all objections that come your way. A top tip is to create a list of AS MANY of your common objections as possible and then underneath each one, have potential ways to overcome them. Print this list and have it accessible every time you’re speaking to your prospects and customers. Just remember, each objection you overcome gets you closer to the sale, and could be the one objection they have that will then make them feel ready to buy.
5. Ask What Is Holding Deals Back From CLOSING
Most of you reading this will have deals in your pipeline that aren’t closing, some of which you’ll be struggling to even get a response back from them. One of the most effective ways to get responses is to just ask them outright what is holding them back. Ask them what is holding them back from moving forward, what concerns or questions do they have. A lot of prospects aren’t going to just come to you with their problems or challenges, YOU need to ask them. Try it on a phone call, through an email or through a LinkedIn message or just plain show up and ask. That way you can close the deal or move to the next opportunity.
4. Use Your CRM To Its Full Potential To Sell More
I know, I know, using your CRM is NOT a fun (this might be because you don’t actually have a good CRM at the moment). BUT, when you use your CRM properly it can help you sell more effectively and sell more full stop.
Some CRM’s boast increasing new accounts by double digits, some seeing revenue soar by 40%+. Use your CRM (or start using a better one) properly, start storing better information, use it to manage your pipeline better, but more importantly use it to serve your customers better.
3. Stop Selling And Start Helping Your CUSTOMERS Win
If you want to sell more, you have to stop selling and start helping. Don’t focus on selling a product, focus on solving a problem. Whether you’re writing a sales email or a sales message, start making the content about how THEY will benefit, how THEY will win. People don’t care about what you’re selling, unless you can show them how they will benefit from buying it.
2. Know Who Your QUICK Wins Are
Every salesperson has them, a type of customer that is easier to create and close compared to others. It could be a specific industry, or job title, but look for the patterns and find the customers that are easier and quicker to win.
And the #1 Top 10 Tip to Always Hit Your Target is…
1. Remember Your ABC And Your ABP…
A lot of you will know what ABC means in sales, Always Be Closing, but there is an equally important 2nd version, ABP, The 7th tenet of the MMA’s Always Be PROSPECTING. Every day, every single minute that you are working, you need to be focused on prospecting new opportunities and closing existing ones. Every activity, every conversation, every task, your focus is on those 2 core outcomes. Closing sales and creating new ones. The best salespeople are constantly feeding their pipeline and constantly closing as well.
I’m sure these tips will help you close more deals and reach your goal to close the year stong.
Have a great weekend,
David
Payment Lynx Daily 