Businesses run through money and money flows through sales. It (sales) is the most vital aspect of any business operation. While having a robust and adept team of sales professionals can make a big difference at the bottom line, but ignoring other crucial aspects can hinder the growth of your ‘sales’. Hence, here we have enlisted few of the most popular methods that have the potential to drive ‘sales’ of any organization towards a positive trajectory.
Sell Benefits not the Features
Most people think that by pitching the different features help convert a prospect into customer. Although telling different features about a particular product or a service is a great thing but it does not help you to sell a product. Confused, right! Let us clarify.
According to one prominent study conducted by Harvard Business School, it was found that most of the products and services of all kinds sell because of their ‘benefits’ to the end user’s life and not because of some great features.
People always search for a solution for their business problems and if they find a product/service or an idea which can resolve their problem, they tend to show interest in buying it, otherwise not. Therefore, it is always better to first understand your prospect’s business, and then start pitching the product focusing completely on its benefits to your prospect’s business.
Selling benefits create a positive impression in buyers mind and force them to believe that you are more concerned about resolving their problem instead of just selling an odd item which is of no use. Such action reflects the transparency and helps persuade the buyer to purchase your services.
Lucrative Incentive Programs
Every business is more concerned about creating a breakthrough product/service and providing great services to the customer. However, many do not concern that much about the needs of an employee. No matter how great a product is, or how deliberately a client wants to buy your services, if the salesperson itself is unable to pitch the services in a dynamic fashion, chances of converting that prospect into customer remains grim. It is thus important for every company to make their employees feel that you concern about their well-being as well.
A company can make feel an employee empowered and valuable through special incentive programs.
Incentive plans encourage an employee to perform better, achieve higher goals, and get recognized for his/her work. Many studies show that a good incentive plan leads to higher motivation and that ‘extra’ salary or ‘increased’ earning makes a lot of difference in employee’s productivity and sales in general.
Not only monetary gain, but a company can also provide some merchandise, shares, trips, food coupons, movie coupons, and more which ultimately result in motivating the employees and increasing the sales.
Change it to:
Businesses run through money, and money flows through sales. Therefore, sales are the most vital aspect of any business operation. However, while having a solid and adept team of sales professionals can make a big difference, ignoring other crucial aspects can hinder your sales growth. Hence, here we have enlisted a few of the most popular methods that have the potential to drive ‘sales’ of any organization towards a positive trajectory.
Sell Benefits not the Features
Most people think that by pitching the different features, they’ll convert a prospect into a customer. Although speaking about the various components of a particular product or a service is necessary, it does not help you sell a product. Confused? Let us clarify. According to one major study conducted by Harvard Business School, most of the products and services of all kinds sell because of their ‘benefits’ to the end-user and not because of some great features.
People always search for a solution for their business problems, and if they find a product/service or an idea that can resolve their issue, they tend to show interest in buying it; otherwise not. Therefore, it is always better to first understand your prospect’s needs and then start pitching the product focusing entirely on its benefits.
Selling benefits create a positive impression in the buyer’s mind and force them to believe that you are more concerned about resolving their problem than just selling an item or service that is of no use to them. Such action reflects transparency and helps persuade the buyer to make a purchase.
Lucrative Incentive Programs
Every business’s main concern is creating a breakthrough product/service and providing outstanding customer service. However, many do not show concern about the needs of their employees. No matter how great a product is or how deliberately a client wants to buy your services, if the salesperson itself cannot dynamically pitch the benefits, the chances of converting that prospect into a customer remain grim.
Thus, every company needs to provide its employees with sales coaching programs that help sales reps stay aligned with the company’s marketing and sales strategy while making them feel challenged. Additionally, a company can make employees feel empowered and valuable through special incentive programs. Incentive plans encourage employees to perform better, achieve higher goals, and get recognized for their work.
Many studies show that a good incentive plan leads to higher motivation and that ‘extra’ salary or ‘increased’ earnings make a lot of difference in productivity and sales in general. Not only monetary gain, but a company can also provide merchandise, shares, trips, food coupons, movie coupons, and more, ultimately motivating the employees and increase sales.
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