Put Your Heart and Soul into Selling – Increase Market Share

When you work as a professional salesperson in any industry, the only way that you will achieve a dominant market share and a good income is through putting your heart and soul into the selling process. Over time that will help you with building your business and your income.

Professional selling requires practice, good market knowledge, excellent product knowledge, and total personal commitment. Not all salespeople will check all these boxes when it comes to personal performance and business focus.

It is worthwhile saying that many salespeople are not totally committed to the task and the clients that they serve. They prefer to work the hours of an ‘order taker’ and not a top salesperson. That being the case, it is better for them to work in customer service. Let the front line sales go to those people that know how to encourage the transaction, and value to the customer, and grow the relationships over time.

So let’s go back to the point that top results require a top salesperson with a quality level of focus. Here are some points around which you can build your sales business and your leads and opportunities:

  1. Most customers and clients don’t want to be an experiment when it comes to placing an order or achieving a result. They like to know that they are working with the best people in the industry with the best product or service capability.
  2. Providing you have a top quality product or service to supply, most of the upcoming new business that you will generate will come from personal relationships established over time. This then says that you will need a good prospecting model and contact process to implement with all of your clients and prospects. It is a personal process that cannot be delegated.
  3. It may take three or four attempts at contacting the person before a meeting can be arranged. It may also take two or three meetings from that point onwards to establish a potential sale or order. Consistency and persistence within your prospecting model will be essential to building market share.
  4. Enthusiasm, knowledge, and trust are key elements to the client and customer relationship. Most of the people that we work with will want to see all of these elements before they share their business opportunities with us. Those salespeople with lower levels of integrity or attention to detail will usually not last in any industry over the long term.
  5. It should be said that people like to do business with the people they know and trust. Top salespeople rise to the top of their industry due to the levels of trust and the relationships that they have established.

Whilst the process sounds basic and simple, many salespeople overlook the necessity to follow through on the points of establishing new relationships and strengthening trust with their clients and prospects.

Forget about the need to make a sale, and focus on the relationships that you require; the business will come your way over time. Put integrity back into your selling processes.

Referral Business Opportunities in Sales

It is a fact that every person knows quite a few other people.  On that basis we can use the connections of our clients to grow our businesses and sales opportunities.

So this is the advantage of ‘referral’ business.  It’s always there for us to tap into.  It’s just a matter of asking the right questions with the right people at the right time.  That being said, the client must trust you and fully respect your relevance and experience.

Now it should be said that the process only works when you have served a client very well; when they are fully satisfied with the outcomes achieved.  Their great satisfaction will give the momentum to the referral question and the leads to the people that they know.

Would you reward a person in some way for a converted referral?  In most cases a simple gift or benefit will show the client that you are grateful for them in passing on the name of the referral.  Even something as simple as ‘theatre tickets’, can be a positive way of showing the client that you really appreciate their help.

A good example of how this process works is well evidenced in the use of social media and ‘LinkedIn’.  It is a social media platform that is built on the back of relationships and connections.  Why not use this idea yourself and network through your good clients to others that they know and that you can serve?

High Grade Customer Growth for Sales Teams

In any profession you need clients.  It takes time to develop them, serve them, and then over time they will leave.  It is a simple fact of business that your clients will eventually develop a new focus or requirement.  They will move on.  It really does not matter how strong the relationship is today; they will one day have a change of circumstances and they will move on.

This then shows us that we should have a solid plan and system to help us find new clients.  Every day the plan has to occur.  You have to improve your client base and database.  We call it the sales pipeline.

Many salespeople struggle with all of the things that they have to do every day.  The list of tasks can be overwhelming.  A typical day for a sales person will include:

  • Talking to current customers
  • Finding new customers
  • Following up on orders
  • Paperwork
  • Customer service
  • Placing new orders
  • Meetings
  • Talking with management
  • Reviewing product information
  • Entering customer detail into the database, etc

It’s a long list; you can probably add some things to the list yourself.

Without a day system, without some form of control you will struggle.  When a salesperson is struggling, the business and client base suffers.

Out of all of these things in the list above, the most important is ‘finding new customers’.  Everything else ranks below that key issue.

So how can you shift the bias of the day so you get to create some more clients?  The simple answer is that you shift your priorities and make prospecting number one in your diary every day.

It is a well-known fact that most salespeople do not like or easily accept the discipline of the job.  They would rather be ‘socialising’ with current clients and talking to the people that they know.  Whilst this is a part of doing business, it still ranks behind the issue of finding new clients.

When you understand this problem, it is easy to do something about it.  You simply shift your mindset to one of client growth and new business.  Every day you make new calls to businesses and people that you have not spoken to before.  It takes about 3 weeks to see some momentum, but eventually you break through the problem and new clients start to evolve.

If your income depends on your sales and your customers, it is a good choice to shift your mindset to this new way of doing things.  Develop the new habit of connecting with the right people.  Sales success can be yours.

How to Create More Referral Business in Sales Teams Today

In business today, you should be making sales presentations quite regularly.  Getting to know more people in the right way will help with this process.

Do you like prospecting?  If you work in ‘sales’, you must like prospecting; it is the only thing that will make all the difference to your business career and productivity.

The pipeline for most salespeople involves a process or a series of stages.  All of the following bits follow each other in succession.

  • Researching people to call
  • Making cold calls
  • Qualifying the person
  • Creating meetings
  • Connecting with relevance
  • Presenting and pitching
  • Closing
  • Referral business
  • Maintaining a database of contact

Many clients and prospects will not move to the end of the process quickly.  Some will not get to the end of the chain or pipeline at all.  Only a few people in every 50 that start the process with you will get to the other end.  That is why prospecting is a continual process.

It is worth noting that many salespeople struggle with the system that all of this requires.  They find it hard to keep the process moving ahead.  That in itself is a major opportunity for those top salespeople that can keep on track and systemised.

The best sales presentation that you will likely do with prospects is usually the one where the prospect has rung you and asked to see you.  The prospect has already heard of your offering and relevance.  They make the call and ask you to see them.  This prospect has already been ‘warmed’ to you or your business for some reason.

So how do you get to this stage of your business where people ring you?  It is usually through introduction and referral connections.  Your existing customers have passed your information on to friends with appropriate recommendations.

Providing you do an excellent job in providing your product or services to clients, this situation will start to evolve and boost your business.  For this single reason, all of your client relationships should be nurtured with the end result referral business in mind.  Soon your business will grow in ways you least expect.