5 Sales Tactics That Have Stood The Test Of Time

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Creating a strong sales program is one of the most important things your business will ever have to do. If you don’t have the right sales strategies in place, you’ll have a hard time competing effectively and growing.

Your sales professionals need to know the proper sales tactics to implement and how to implement them. They don’t only generate prospects for future sales, but also help you complete individual sales. Here are a few effective sales tactics that have stood the test of time.

1. Identifying Decision Makers Early

Identifying decision-makers early will always be a good idea for your business. Many sales professionals often make a mistake by engaging ‘potential clients’ only to realize that they aren’t actually qualified to make purchasing decisions. This is a waste of your time and energy.

You’d be wise to take time and identify decision-makers as early as possible. From the beginning, ask who else has to be involved if the ‘potential clients’ were to go on with the purchasing decision. You can then present your offer to the right people hence avoiding delay.

2. Follow Up and be Persistent

Studies suggest that about 80 percent of successful sales transactions require about five interactions after initial contact with the customer. If you are focused on instant sales, you are likely to miss out on many potential clients.

Savvy sales professionals don’t give up when they fail the first time. They continue following up and nurturing viable leads until the potential client takes action. They use brochures, direct mail, and emails to follow up.

3. Use Timeless Tactics In Combination With Digital Tools and Assets

While using timeless tactics is a great idea, you need to combine them with digital tools and assets. A common mistake that many sales professions make is relying on tried-and-tested tactics and neglecting digital tools and assets. Create a sales process that incorporates everything.
Today, there are plenty of sales coaching tools that can take your business to the next level. They may provide you with direct feedback or act as training platforms.

Direct feedback tools give you feedback on how your sales team is performing on sales. The feedback may include everything from their tone when speaking with customers to engaging potential customers when speaking on the phone.

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4. Handle All Objections Early

If there are any objections, handle them as early as possible. If you ignore them, they’ll definitely crop up later. The intent statement, also known as pre-frame, is a sales tactic that may help you with this. It delivers your goals for the sales conversation. It sets you up as a reliable advisor.

First, you’ll receive permission to ask important questions. Let the potential client know that you’ll be asking a few questions to determine if you can help them. With this approach, you can handle the ‘I need to think about it and ‘I need to speak to someone else’ objections.

5. Speak About the Competition Politely

When speaking about the competition or their products, be polite and respectful. Using disrespectful or rude language paints you in a negative light. It makes you come off as unprofessional.

Although customers may badmouth or speak about the competition negatively, there is no reason to join them. Remain neutral and be mindful of what you say. This is important even if your competitors already have a bad reputation.

These sales tactics are proven to deliver good results. The current business environment is competitive, and salespeople can’t afford to be complacent. They must learn the tricks of the trade, or they may have a hard time closing deals.