Corporate sales, the very name of it brings a sort of a different vibe in your mind. To be honest, it is because it has been proven to be one of the most looked after job profiles for a professional. There are three types of sales, of which corporate sales stand out of all. Although, some concepts like keeping as close as you can to the market and always being informative about the new revisions is important in corporate sales too. Mentioned below are some steps to succeed in corporate sales.
- Product knowledge
When you enter a corporate office for the very first time, the first 2 weeks are meant for training. That’s how sales training in India for corporates happens. The first two weeks in the office are crucial as you are given knowledge about the product. You are taught how to explain a product to a customer and they prepare you for every possible question a customer might ask. It is important to pay attention within this period on the product because you simply cannot take your own time to explain the customer a product. Knowledge of a product is extremely important. extremely important.
- Database formatting
Now since you have taken complete knowledge about the product or sometimes not, it is time to bring in or format a new database. A database is important as you have to know your customers. It is a crucial part of a corporate sales business to have a proper database. A good corporate salesperson has a perfect database. Nowadays t is not that difficult to build up a database as there is internet with us. Divide the database into small, medium and large prospects and furthermore, these prospects are divided into hot, medium or cold prospects.
- Cold calls and its importance
One of the most boring works for a salesperson to do is a cold call. But don’t take it lightly. Cold calls help in improving your abilities and if you get a shot in interesting even one customer, ask that customer questions. You might fix a meeting or two and then call them the next day giving complete knowledge about the product and asking them whether they are interested in the product. It helps. Many best corporate sales training programs teach their employees to make cold calls for their own confidence.
- Taking appointments
Cold calls help in taking appointments sometimes. There is a reason why taking appointments is called an art. It is important to keep calm and talk to the customers. Sometimes you will get an appointment to meet the directors or other important people but that is not easy at all. You need to look at your database and then call people. Once you book an appointment, your product knowledge and your sales pitch will help you to carry it forward. Please make sure you have good product knowledge.
- Knowing the customer more
Knowing the customer more is called probing. Once you take an appointment you immediately start researching about the customer and you put them in one of your prospects they might be. There are two types of customers, one who has knowledge about the product and one who doesn’t. When the customer doesn’t have knowledge about the product, you need to start asking necessary questions related to sales to know your customer. Probing is important.
- A pitch should be ready
Pitching the product is followed by probing. There are levels of pitching the sales of a product and the highest one is called the Elevator Pitch. This pitch is usually used to explain the product to the customer in a minute or less. Since you have a short time span you must keep your pitch ready to speak at any given time. It should be that perfect.
- Follow up
In any sales business, it is important to keep a follow up of the customer. If you don’t keep a follow-up, the customer will find somebody else to sell them the same product. Any form of sales has this thing in common. Follow up. It is important to keep a friendly call culture every once a month with the customer so that the relationship grows stronger. It is necessary to do this follow up on the process if you want to close the sale.
Closings are usually done after the follow-up and if you have kept following up. Follow up is important in any sales business. Trust is an important aspect of closing and if you haven’t yet build up the trust level of the customer then you need to rethink before closing; because without a follow-up, the customer will not close a sale.
- Customer retention
Does anyone know how important it is to maintain a relationship with your customer even after the closing? It is not a requirement but a necessity. Customers can put in their trust on you over again because they trust you and if you don’t maintain your relations with a customer they will never come back to you.
Follow these steps to increase your sales and remember the importance of after-sales explained in the last point.