Our year 2021 was filled with readings that made us think, that pushed our ideologies in new directions and that opened our eyes to the hidden potential of the companies we work with.
We are sharing with you a concise list of our recommendations and we invite you to share your most important readings of the past year in the comments section!
If you know Prima Resource, you already know that commitment, openness, excellence and creativity are our corporate values. Reading plays an important role in the progression of each member of the team and the company.
In the sales process, closing a sale is often seen as the most important part of it. However, that's not true. A lot more goes into closing a sale than just using good closing techniques - and in some cases, what happens before that is much more important!
A lot of sales reps focus their closing techniques and strategies on getting the customer to say "yes". This is indeed a necessary step, but not if it means neglecting all other steps. Remember: selling is about making sure your client understands why they need what you're offering! Make them want to buy from you because you are the best alternative to the status quo.
This blog post will give you a closer look at the steps in the sales process that increase the likelihood that your closing techniques will be successful.
***BONUS*** At the end of the article, we present the best techniques for closing sales.
It is a very common principle: you don't fix it if it isn't broken.
In many cases, this principle is indeed the best solution. But in many other cases, it is questionable. And here's why:
The overall impact of a malfunction is not always effectively measured.
For companies, the sales function is at the heart of growth. And sales are won with varying degrees of difficulty. When companies manage to generate a good revenue and to be profitable, business owners ask little or not enough questions about the health of the sales organization.
Selling products and services in markets that are stagnating or highly influenced by seasonal cycles may lead us to believe that there are no more growth opportunities. However, it is essential to "think outside the box" to allow expansion into new markets that you had not initially considered, especially if those in which you are established are saturated.
Here are some tips to help you identify and succeed in new markets.
Let me start by asking you a question: Are you just another sales rep?
Most salespeople today have a presentation-based approach. It's not necessarily their fault. Traditionally, companies tend to train salespeople on the products and/or services to be sold. The features, advantages, benefits, enhancements, etc. A salesperson can recite all of these by heart.
Sales representatives then develop bad reflexes, because they see that the added value they offer is inevitably linked to the product, when actually this is not true. The value you bring to the customer is a solution to their problems.
Let’s begin with an example. Suppose you are selling construction materials for a specific territory, which we will call Canada, in which you have a lot of success. Now that you are successful and you have made a market analysis, you believe you could expand your sales territory to the United States.
From there, you must consider the different elements you will need to approach, such as the differences of factors between the United States and Canada, and how you are going to approach those elements. That is what it looks like to build your strategy in a very specific sliver.
But, from now, I’ll look at the subject in a much more basic perspective.