For several years, the fundamentals of marketing have evolved. From now on, any company must turn to its customers to offer them a completely personalized shopping experience. In addition, the digital revolution and the countless tools available today make it possible to offer ever better-informed prospects paths aimed at optimizing conversion rates. By mastering these upheavals, a company puts itself in a position to rapidly increase its sales. Discover the 9 sales techniques that will allow you to develop your turnover.
1. Define your targets
In order to increase your turnover, you must start by precisely identifying your prospects and their characteristics. Who are they ? What are their needs ? So many questions you will have to answer. In marketing jargon, these target prospects are known as personas. Each prospect target is materialized by a fictitious person, to whom we attribute social and psychological data. By knowing your potential customers, you will optimize your various interactions, right up to the sale.
2. Build your online presence
As long as you know how to use it effectively, the internet is a superb showcase for your business development representative. It is therefore in your interest to multiply the points of contact with your prospects and customers., by creating at least a website and accounts on the most suitable social networks. But that is not enough. You also have to think about SEO, natural and paid. Inbound marketing is one of the techniques currently in vogue and has many advantages.
It consists, through a blog for example, in creating and distributing content with high added value to respond to the problems encountered by the persons identified above. By providing them with concrete solutions, you will develop an image of an expert in your sector of activity. These prospects will therefore no longer hesitate to buy your products or services, and will even recommend you to their friends!
3. Prioritize your prospects
Not all potential clients deserve the same level of attention. Indeed, by desperately trying to convert every lead, you may be wasting your time and energy. Conversely, it’s more relevant to have a business relationship with a hot prospect, a prospect who expresses a specific interest in your product or service. Therefore, your salesperson has to deal with hot leads immediately, not he buy from your competitors.
4. Use a CRM
To identify your leads and build high-quality follow-ups, CRM (Customer Relationship Management) proves to be an indispensable ally. As a result, CRM software is capable of recording and organizing countless data about your prospects and customers, such as their contact details, their buying habits, or their communication preferences. All this information will save you valuable time in customer relations.
5. Convert using the SPANCO method
The SPANCO method is a commercial tool that offers the possibility of following each stage of the conversion funnel of a potential customer. It is actually an acronym, each letter corresponding to a phase of the funnel and having its own performance indicators:
Suspicious: You define your market and your target customers.
Leads: You group leads based on their common characteristics.
Analysis: You meet with potential customers to analyze their needs and provide specific responses.
· Negotiation: You offer your product or service at a certain price.
Conclusion: you make the sale, and start your post-purchase customer relationship.
· Order: you follow the sale, and do everything possible to retain the customer.
6. Understand your customers with the SONCAS method
The SONCAS method is a true classic in commercial negotiation. It makes it possible to respond to the main objects encountered while calling on various psychological levers. Each letter of the acronym “SONCAS” is equivalent to a type of motivation:
Security: according to Maslow’s pyramid, this is an essential need for which it is, therefore, necessary to be particularly vigilant.
· Pride: this motivation refers to the fact of feeling recognized by the salesperson.
· New: it is a preponderant commercial lever, insofar as each human being can feel a need for change.
Comfort: this notion is close to safety, and refers to the physical or psychological comfort that your product or service should provide.
Money: Your objective here will be to make your customers understand the interest they have in investing money in your product or service.
Sympathy: a salesperson must always adopt pleasant behavior with his customers, even if it is a secondary element.
7. Make a sales pitch with the CAB method
It is essential to build a sales pitch to increase inbound sales and turnover. The latter must be articulated around 3 essential levels, summarized in the acronym “CAB”:
The characteristic: it includes all the technical information on your product, essential for the proper understanding by your prospects.
The advantage: the consumer must here perfectly identify what differentiates your product from that of your competitors.
The benefit: conditioned by the characteristic and the advantage, the benefit must respond to the problems encountered by your prospects in order to seduce them.
8. Be responsive
Your responsiveness to incoming requests may make the difference vis-à-vis your competitors, don’t neglect it! Each request for information should be answered within the day, so as to show your potential customers the real interest that you have for them.
9. Ask to be connected
In most sectors of activity, networking is a business technique that generates revenue. Have you sold your product or service to a satisfied customer? Do not hesitate to ask him, he will be happy to talk about you to his entourage, or to put you in touch with new potential customers!
By applying these 9 simple business tips, you will have the best chance of increasing your sales significantly. Your sales force will thus be more structured, and perfectly able to develop your turnover.