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The 11 key sales factors you need to know

By Michael Lang

Do you:

  • Want to grow revenue?
  • Want people to buy from you on value and not price?
  • Want to have more loyal clients?
  • Want to increase your win/loss ratio?
  • Want to shorten the sales cycle?

Here are the 11 key sales factors you should focus on to get a great outcome:

  1. Executing a formal, structured, staged, milestone-centric sales process: this means embedding and holding your team accountable.

  2. Stop beginning the sales engagement with demo’s/presentations: instead engage to get your prospect to the point where they must change and must have your assistance.

  3. Reach and engage with a prospect/s that has the authority to make decisions.

  4. Uncover compelling reasons to buy: create urgency so your prospect can’t say no.

  5. Have engaging and difficult conversations: to ensure you have differentiated yourself and you find the perfect fit.

  6. Build a case and sell value instead of price.

  7. Find the actual budget: both parties agree and commit to the project

  8. Thoroughly qualify the prospect's ability to buy.

  9. Understand and reframe potential objections in the first meeting.

  10.  Learn about the competitive environment: who else is out there and what point of difference can you provide?

  11. Having the ability to push back and challenge conventional or outdated thinking.

From above, you will notice at least 3 common factors missing from the list:

1. Closing: salespeople that have great consultative, qualifying and positioning skills will make clients want to buy from them. Therefore, simply closing skills are not enough.

2. Presentation Skills: salespeople have these skills already. If they didn’t, they probably won’t have landed their sales role.

3. Building Relationships: your salespeople are already reasonable at doing this. They engage with current and potential clients engaging that are like them.

From this, here’s 3 important aspects to also consider:

1. The success of any improvement/transformation rests on the very leaders responsible for managing the client/salespeople: sales leaders’ ability to coach will dictate your salespeople’s growth. Most sales leaders are not very effective when it comes to coaching. They will need to devote the appropriate time coach to each of their salespeople.

2. The success of any improvement/transformation rests on leaders responsible for holding the client/salespeople accountable: according to the sales team accountability framework. Most sales leaders are not very effective at accountability and will need support in this process.

3. Change the way you recruit: if you recruit as you always, you will always get the same types of salespeople. How you recruit new salespeople will depend on their ability to sell.

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