Written by Sean McPheat |
Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently.
Most salespeople would mark themselves fairly high when asked if they are savvy when it comes to selling.
Very few would admit they don’t know how to promote their products or are unable to improve in their overall skill-sets.
Increasing your savvy-ness in sales will always be beneficial, as you will provide additional value at every step of the customer journey.
Here are some steps you can take to increase your abilities and become more savvy:
This doesn’t mean going back to high school or university; it means finding out as much about your products and services as you possibly can. Then it means identifying how your customers can benefit from them. Finally it means knowing how your customers’ business can improve by using your services.
By being the expert in your area of responsibility, you encourage more and more businesses to approach you because of the benefits you will bring them.
You need to get your name known widely by writing articles, joining networking groups, adding information to LinkedIn and giving people reasons to see you as influential. To influence people, you need to become valuable to them. This means you show them how being a business partner with them will increase their productivity or productivity. Your influence is increased by showing them the results you have gained with other similar companies or businesses within the same industry. Buyers are more willing to discuss opportunities if they see you as an asset to their business, rather than a supplier of goods and services
This means recognising what works and what doesn’t, and learning from what does and what doesn’t. Savvy salespeople don’t ever fail; they learn so that they don’t repeat the same mistakes over and over. That isn’t failure…it’s improving at every step. You need to recognise how what you do gets the results you want. Then you need to see how each small step can be improved or corrected so that you progress closer and closer to your goals
Most salespeople become so engrossed in the actions they need to carry out that they miss seeing the big picture and get dragged down into how many calls they need to make or how many prospects haven’t been contacted. Instead, work on the results you are required to achieve, identify the best use of your time to achieve those goals and create opportunities to improve results by analysing the quality of the tasks you carry out in the time available rather than just hitting numbers. I’d rather my team get sales results than hit a call target.
Becoming smarter by becoming more sales savvy is a great way to improve your attitude and your abilities in every facet of your job. By highlighting how you can always be on the lookout to increase this key skill will give you plenty of opportunities to see success.
Originally published: 16 April, 2015