Three Keys to Sales Success

By: Sean Morris

As we come to the close of 2017, I know we are focused on finishing the year strong, and starting to plan for next year. If you are like me, it is time to focus in on our skills and capabilities as sales people and ask ourselves how we can be better in 2018. Here are three critical steps you can take today to ensure a prosperous New Year!

Communicate Value

The first key to sales success is selling value and not features. Customers visit your website or call you simply because they have a problem they are trying to solve. You need to understand that problem by asking relevant questions and building trust. To improve your chance of making a buyer’s short-list of companies to consider, communicate the value of your service rather than discussing technicalities and features of the product.

Keep Messages Simple

As I think about some of the 2017 sales that closed very quickly, one of the key components was simple sales messaging. Your sales pitch should be short and relevant. People get lost in the details. Buyers want to hear value, connections to ROI, and ways to relieve immediate pain. Keep your focus on their main pain, and explain how your solution can help.

Use your sales education and leverage every tool available to you from Digitech Systems. The CustomerCentric Selling system gives you tools to use such as the Solution Development Prompters (SDP), which are sales scripts organized by industry and title of the person you’re selling to. I also like the Sequence of Events (SOE). Many resellers tell me, “I have a verbal yes from the prospect!” but then the deal stalls. The SOE is designed to walk you all the way through a deal to contract signature and even implementation. These tools and many more are free and available to you. Call your CDM.

Review Customer Relationships

As I look to next year, I think it is extremely important for us to look at our relationship with our customers new and old. It’s pretty easy to make the first sale and then move on to the next. As a reseller, just because a sale is made, that doesn’t mean your sales job is over. The transition of customers from sales to ongoing account strategy should be seamless and monitored. The first sale is great, but additional product sales and an annual renewal is even better! What’s your strategy to help customers grow and continue to solve more problems using your offerings? Every customer is different and needs to be treated accordingly. The key to success is to create a deep relationship based on trust, solutions that offer real value, and feeding your bottom line.

If you’ll keep your eye on these three areas, you’ll build a strong foundation for sales success in 2018. Please contact your CDM for help.