Everyone is short on time. Buyers, sellers, marketers and entrepreneurs, no one has time to waste when doing business. When you’re a seller, it’s even more important not to waste precious hours on a project or a prospect that isn’t going to result in a sale. Incorporating these simple tips into your business routine will help you sell more in less time.
It’s a common belief that the sooner you contact a prospect, the greater the chance he or she will become a customer. Today’s short attention spans require quick action on your part so don’t be afraid to make the first move.
Pay attention to the person’s level of interest to determine how close they are to purchase. Are they requesting more information or are they viewing your product catalogs and asking about prices? Try to understand the person’s motivation for contacting you so you can put things in context when you make your call. When your first call is relevant and timely, it results in a more meaningful conversation. If you have mastered sales, you know where a prospect fits within your sales cycle.
Use your judgment to decide if someone is really ready to commit at the first indication that they’re uninterested in purchasing anything. Move them to your marketing list and move on. If the person shows interest later, contact them then. When you try selling someone who is not ready you are wasting everyone’s time.
Traditionally, it was considered inappropriate (even rude) to contact someone after 5 p.m. or before 10 a.m. But is that still applicable today? After interacting with a person, it may become obvious when they have free time to talk, Schedule calls at their convenience. It will be appreciated, and you’ll have their full attention when you move to close.
Not all sales leads are equal. Before jumping in with your time and resources consider using the BANT method to determine a prospect’s qualifications.
Plan ahead by scheduling your follow-up calls and integrating them into your daily routine. Starting work without knowing in advance whom you’re going to call and what you’re going to say is a huge waste of time. By logging previous calls and including a few quick notes, you can start where you left off (avoiding repetition) and focused on moving the deal forward.
Make an effort to establish a personal connection with the prospect by finding common ground and expressing a genuine interest in them. You don’t have to force the conversation but talk about shared interests or activities (Does the customer have children or did they recently relocate for example). You can start to break down barriers by engaging in small talk before you dive into a formal business conversation.
Your sales process can be simplified using software. I use SugarCRM and Insightly. The best is to try several tools and use the one the fits your business most. Using a CRM will make your entire sales team more efficient.
photo credit: Karlsson Clock 1
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