Strategic Sales

Hi Everyone!  Today’s topic is for everyone!  No matter what your job, you are involved in sales.  Whether you’re trying to get a co-worker on board with an idea, dealing with a child who won’t cooperate or you are selling to clients, knowing how to strategize in your plans will help you be successful in your efforts.

I am in Atlanta to meet with one of my clients today.  I spend a great amount of time working with buyers that are trying manage shrinking budgets while still having the right amount of inventory in stock.  It can be a real challenge.

Being successful at strategic sales is critical to victory in all aspects of life.  It’s very important when you are in a position to influence a result that you have the other party’s best interest at heart.  If you are in it solely for a personal agenda, you probably can get what you want… this time.  But you may damage a relationship in the future and create an environment where trust has been lost.  Here are some steps to increase your success rate while fostering a stronger relationship:

1.  Know your client.  What are they trying to accomplish?  Remember, your “client” may be your spouse, child, friend, co-worker, sibling, or customer.  Regardless of who you are working with, you need to understand their point of view.  What do they want?  What are they worried about?  What do they need to feel healthy, strong, successful, and happy?  Likewise, what do you want to see happen to help them be successful (this is your ultimate goal – your “close”, so to speak).

2.  What has happened in the past?  Specifically, when you are working on a potential sale, you need to know what your client’s history is and what experiences they have had – both good and bad.  Did they overbuy before and end up with too much stock?  Have they lost market share?  I have several clients that have been hit by the economy and are very hesitant to increase their buys this year.  I would rather they play it a little safe with their orders in a weak economy and sell through rather than order excess amounts only to return stock that we won’t be able to resell.  I always analyze their sales reports and buying data before making recommendations on upcoming products.  Sometimes I recommend more, sometimes I recommend less.  Regardless, they are getting a fair and honest suggestion.  This has done more than you can imagine for building trust!  When I propose something now, every one of my clients will take my advice because they know I understand their business.

3.  What opportunities can you offer that have never been tried before?  It’s your job to be a problem solver.  Think outside the box and see what ideas you can come up with to help your client get what they want.  Can you help them sell more of your products?  How can you help them reach their goals?

4.  Get a commitment.  Whether you’re trying to get your child to clean their room or get an order from a customer… it’s likely you are stop short of closing the sale.   It’s very likely you’re talking and talking and talking (and probably getting frustrated) but don’t close the deal.  Before you end the conversation, get a strong commitment.  What do you want that person to do?  Have they agreed to your wishes?  If not, you’re not done.  Until you get a firm agreement, you haven’t finished your job.  Stay engaged in the moment and re-state what every person’s next steps will be.  This is, hands down, the biggest factor in your sales success.

Using these suggestions will put you on the road to amazing success!  Hang in their and keep up the good work.

Until Saturday Friends,

Tara