How To Motivate Your Sales Team To Keep Your Customers Happy And Business Growing
The views expressed by the business participants are their own.
Promoting yourself as a leader is one thing, but how do you get your sales teams working hard to keep customers happy and business growing?
There’s no doubt about it – to be a salesperson, you have to be a people person. Some of the world’s most famous businesses achieve such high levels of success simply because they put their customers first.
How salespeople interact with the customer, from the discovery stage to the final transaction, is the difference between making the sale and losing the opportunity to control the narrative and build your reputation.
Customer engagement, teaching your sales teams to understand context and pricing, and strengthening your point of difference will equip your team with everything they need to take your business to the next level.
Related: 5 Effective Ways to Improve Your Customer Experience
Marketing and sales strategies
Emphasize to your sales team that they are a welcome guest, not an annoying pest.
Sales reps often get a bad rap for being too pushy or insincere. People’s time is valuable, and the last thing your teams should be doing is making consumers feel like they’re being tied down or pressured into buying something.
If you don’t have customers, your business is empty. Treating them as people rather than as a source of profit is the only way to create authentic customer relationships that provide mutual benefit.
It’s a leader’s job to inspire their sales teams to want to know their potential customers – to really care about providing them with something that can change their quality of life.
Relying on your marketing to inform your audience about your product is also important. Tell them who you are, what you’re about and what you can do to solve their problem.
By having a solid marketing strategy that sends a clear message about your business to potential customers, half of the confirmation will be done before they even get a sale.
Related: How to Define Your Product and Set Your Prices
Context and price
When you’re talking to your team about pricing your product or service, context is everything.
Leaders and their sales teams must always be aware of how people use their products based on factors such as the market, business climate, price and demand.
This is where price elasticity comes into play. If the demand for a product or service increases based on a change in its price, it is considered elastic. If there is very little or no change in demand with an increase or decrease in price, it is considered inelastic.
Let’s take gasoline, for example. This resource is widely regarded as demand, making it inelastic. Without it, drivers cannot get from A to B using a gasoline-powered vehicle. Although consumers may choose to go to one gas station over another, let’s say, based on the cost per gallon, they still need gas.
The same goes for things like bottled water in areas without clean water, electricity, housing, etc. Flexible pricing can work for your business if pricing is presented correctly.
Like price, many factors can influence a person’s decision and ability to use certain goods, so emphasizing the importance of context to your sales teams is important.
By instilling confidence in pricing and aggressive payment strategies among your teams, sales are more likely to come.
Related: How to Become a ‘Me-and-Me’ Brand: Brand Differentiation in a Crowded Market
The difference
There are billions of different types of dining room furniture out there, just like there are billions of different brands of toothpaste, types of formal wear and types of gardening tools.
If your sales team spends their days prospecting for leads, whether it’s through cold calling, emailing or door knocking, they need to know how to market your product effectively.
Telling a potential customer about your product or service is one thing, but convincing them that your product is better than the next one requires sales representatives to understand your business’s points of difference.
If a customer will ask, “Why should I buy your product with this product?” that the best salesperson has a compelling answer. In fact, they should have a list of 10 reasons why your product is superior to your competitors’ products. If they can’t do that, obviously, they’re wasting their time.
Equipping your sales team with the knowledge they need to make customers realize that your business offering is the only choice in a sea of options is how you go from selling a few a week to thousands a day.
Host brainstorming sessions with your teams, workshops and feedback to embrace transformative ways to encourage creative thinking about your sales model and establish a set of unique value propositions and market positions.
It gets sales
No matter what industry you’re in, getting 15 minutes of fame as a brand, let alone becoming a market leader, isn’t easy.
There will always be competition, but with a well-prepared, motivated and creative sales team supporting your business, the rewards will always be there to reap.
As a leader, reinforcing customer care standards, understanding the relationship between context and pricing, and what makes your product or service the best is a surefire way to make your sales team impenetrable.
Develop your sales teams at all costs – your future business will thank you for it.
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