Have you seen discount stickers on almost expired food in supermarkets? It’s because they did not manage to sell it within the time frame and now, they have to sell it at a super cheap price or even at a loss before the food expires. Observing this, I realize that there are some important sales lessons to be learned here.
They waited till the last minute
If those bread were all sold earlier, they won’t have to face this problem of selling at a loss.
Certain salespeople have the habit of waiting till the last minute to make phone calls, set appointments, and close sales. Most of the time, they end up not hitting their targets.
In our training, we emphasize daily sales activities. Not only that, we want salespeople to do more.
If the target of cold calling is 20 calls per day, would you go to 25 or even 30? It’ll just benefit you more by making more sales calls. In the end, you’ll get more appointments and more sales as compared to your colleagues. But don’t wait till the last minute. Start the activity from day one and stay consistent.
Price war
One very damaging mindset of salespeople is to sell at a lower price to get sales. It may get you more sales, but companies lose revenue, salespeople get less commission, and your customers will be back asking for more discounts because you have already given them once, so they’ll push for more.
Never engage in price wars. In our training, we have taught numerous companies how to sell at a higher price and yet customers are more than willing to pay. It’s not by telling white lies or hiding information but by showing your customers that your product is worth the extra money.
There are customers who are on a bargain hunter looking for the cheapest price. In our experience, these customers can be convinced to pay more for your products by using our practical techniques in our training here.
Expired techniques
Are your salespeople using the same sales techniques for the last 10 years?
We found out from many companies we have consulted that one of the reasons their salespeople are not closing sales is because they are using the same techniques for the last decade. It may have worked then but that doesn’t mean it will work now.
20 years ago, Pasar Malam was a popular place to shop and most families might go at least once a week to have a nice stroll and buy food and groceries. But now, people are not going there anymore, so many have closed due to the lack of customers.
This is why our training is updated regularly. In one of our sales skillset training, our participants are required to contact their clients (during training!) and close appointments and even sales on the spot using our techniques.
We believe that an underachieving sales team can be converted to a high performing sales team if the right techniques are taught.
Are you having any challenges with your sales team? Chat with us here.
