Editors note

EDITOR'S NOTE

Does your business have a winning sales strategy? This is the single most important question that must be answered to determine the success of your growing business. The importance of developing a strong sales plan can never be over emphasised although it is usually misjudged especially by small and medium enterprises. I was once advised by a business coach to take charge and lead my sales department. Unfortunately I took this for granted as I felt I was already involved in it although it was on a casual basis. It took a serious drop in revenue for me to want to be directly involved and lead our sales team. It was only after I took a decision to be at the forefront that we saw real change and since taking this decision the sales went up by a huge margin.

Business owners have to take sales seriously to a point of setting up innovative sales programs within their businesses. I am quite fortunate that I have received some training in sales and in fact I have also worked for my business as a sales project leader. I would encourage anyone who wishes to fast track the growth of their business to go for a short course in sales management or even watch sales videos on YouTube.

I have no doubt this will add so much value to your business. I have compiled these five basic sales tips.

1. Develop a sales strategy. There are various approaches to sales. Some companies opt for telesales while others prefer a much closer interaction like meetings and presentations or a combination of both. Recently, there has been an increasing number of online sales conversions. Whichever style suits your business just ensure it yields the desired result and there is a decent plan behind it.

2. Compile a leads list. This is a list of potential clients. Leads must be researched and qualified before a proposal is tabled. To qualify a lead, you must ensure that the potential client suits your business offering and the person who will make the decision is identified.

3. Research Thoroughly. Know as much on you can about the company you want to do business with. Understand their product or service offering. Find out who the directors or the owner of the business is. Check who their clients are and some of their basic policies.

4. Target more companies than you need. Your lead list must be longer than the number of businesses you eventually want to do business with. This will widen your window of opportunity. Remember not all the businesses you approach will agree to do business with you. In some cases they will decline your proposal.

5. Develop an effective sales pitch. Plan and write down exactly what you would like to say to the client when they give you an opportunity. Include all the benefits they will receive from your company and the reasons they should choose your business over many others who may be offering the same services or products. Write this in such a way that is clear, short and straight to the point.

6. Prepare a plan to follow up on leads. Be able to measure your success and your failure rate. Use tools, set reminders and document your sales progress. Repeat everything that proves to help you succeed.

Enjoy Sakhumzi “Saki” Mabhele