Sales Techniques For Selling To New Customers

One of the most important sales techniques you should employ when you acquire new customers or a new territory is to start with a simple plan outlining what you will focus on. Most professional sales people do not enjoy spending time building sales plans. However, developing a simple plan will help ensure that you do not waste your valuable time. Many sales people are frustrated starting in a territory with new customers because they do not know where to begin and these steps will help guide you. By starting out with a plan, you will set realistic sales goals and focus your time and attention on the most important revenue generating and relationship building activities.

There are critical items you should build into your sales plan that will help you determine where to begin. The first step is to prioritize your list of customers or prospects. By doing so, you will determine which ones you should focus on and ultimately meet first. There\’s a tremendous amount of information available you can obtain about companies large and small and a little upfront research will go a long way. While sorting through your customer list, you should follow these important steps to gather the information to help you with the process:

Identify all pending sales opportunities and engage with those customers right away. You can typically get this information from others in your company that have worked with the same customers and contacts. Establishing some quick sales wins will enable you to build solid relationships and jump start your success.

Determine which customers are users of the products or services your company sells. Knowing the value derived from your company\’s products will assist you to sell more and build immediate credibility for you. Additionally, you will build a list of key contacts you can call on to start prospecting for new business. It\’s always much easier to sell to those people that have used, recommended, or approved your products, than it is to establish brand new customers. Typically, there\’s a wealth of important information these people will offer to help you sell more products.

For existing customers, develop an understanding of the high level terms of the active contracts including, products covered, renewal terms and dates, and special pricing provided. Many times, the renewal of an existing contract provides a compelling event and good reason to sell new products.

Find out about and get involved in active service delivery projects. One of the best ways to meet new contacts and build credibility for yourself is to work with the consultants from your company that are on site delivering services to your clients. These consultants typically have a great deal of information about the users of your products that you can use to uncover new sales opportunities.

Utilize the people in your company to facilitate warm and friendly introductions to key contacts they\’ve previously worked with. One of the most effective ways to begin building your own relationships is to leverage others\’ knowledge and prior successes and relationships instead of beginning from scratch.

Learn about the products and services that your customers provide. The solutions that you provide most may likely be suited to specific industries, and therefore knowing the industries your customers belong to will assist with the prioritization process.

Understand the size of each company and their budgets and financial position to help you decide which ones might be likely candidates to buy your products and services. Size can be measured by many factors including number of employees, revenue generated, or number of customers to mention a few.

Once you have compiled this information, you can begin to dig deeper to determine which customers to concentrate on first.

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Sales Techniques For Selling To New Customers

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