Trends to increase your sales
The sales department is the one that helps us maintain a constant cash flow within our company, since it guarantees income through the achievement of new businesses according to this degree of importance they are also responsible for being aware of new trends in the market, since as is well known the markets are dynamic and therefore their behavior is not always the same, below we provide a list of sales trends that includes relevant practices that are recommended to us by the
leaders and sales representatives.
1. Automated sales
To employ this sales method, we must begin by dismantling all the barriers that may arise, such as the false belief and fear of losing creativity and personalization.
Automation offers significant benefits, fostering creativity by delegating time-consuming, routine tasks to specialized software. This frees up teams' time to focus on brainstorming and, therefore, find innovative ways to sell their products and personalize their offerings.
On the other hand, it helps us reduce the inconveniences that arise when we have careless and forgetful sales agents who struggle with manual entry. It also provides the ability to provide effective, timely responses to customers, thanks to automated processes that generate a unified database with customer information and eliminate faulty or incomplete data.
Regarding the customization process, with this support, we can streamline our service, as we'll direct customers to a representative until we find one who's qualified to respond to their request.
2. Value-based sales
Having discounts or promotions running all the time won't guarantee that customers will come on their own. The perception that an offer isn't something you can't miss isn't the most compelling factor these days, making this purchasing perspective increasingly risky for businesses.
One of the biggest sales trends right now is: stop selling to our prospects and customers! Yes, we know it sounds contradictory, but consumers are much more careful with their choices these days, so we can see them rejecting offers every day.
Within this trend, it should be noted that the value we give to our product or service should be based on how well it satisfies the needs and desires of customers or on the benefit we are delivering.
This means that sales representatives must move beyond just selling features and focus on promoting the results that the product or service delivers to buyers.
3. AI as a support for the training of representatives
Among the barriers we must break down is the one in which we see technologies such as AI as enemies and begin to see them as a great ally when it comes to training our representatives, since they can provide them with new techniques and tactics driven by role-playing games. Not only this, but they also allow for tracking and monitoring progress, allowing sales managers to ensure that their employees are up to date in their sales careers.
Artificial intelligence has become a great ally and, little by little, the notion that it is a universal enemy is being overcome. In the sales field, although many tools based on this technology already exist, the trend is leaning toward its use for training representatives.
4. Seek customer success
Simply delivering our product or service doesn't guarantee customer success; the key is the value we deliver and the ongoing monitoring of their satisfaction. This sales trend offers a significant monetary advantage, as it doesn't require a large investment. However, we must dedicate more time to retention and promotion processes. Therefore, it's vital to develop strategies for this process, such as holding regular meetings that allow us to identify any difficulties early on and determine whether another of our products or services can be used to resolve them.
5. Videos as a tool for attracting prospects
The simplicity and ease of delivering information to our customers is part of this trend, which is why we're moving away from written content and leveraging videos to convey information to customers.
Introducing videos into your sales process can cut your cycle by up to half. There are several ways to integrate these videos, including:
Product presentation:
You can use videos that showcase your products and services so potential customers can see how they work, what benefits they offer, and what uses they have.
Testimonials:
Showing prospects the positive experiences of other customers will make them feel more confident about the step they're deciding to take.
Demonstration:
It helps us teach our prospects and interested parties how a product or service works in the real world. It helps us provide greater clarity on articles that are difficult to explain.
Explanatory:
They help us deliver complex information in a clearer and more concise way.
Live Videos:
They're ideal for connecting with potential customers in real time through live Q&A sessions, demonstrations, or product launches.
6. Growth of the "Freemium" modality
Being able to try on shoes or clothes before buying them and knowing that they fit well and are what you were looking for is an incredibly enriching experience when making a purchasing decision. But this process hasn't stopped there; it has expanded to new companies, which represents a great opportunity to close sales.
While it may not seem like much value to offer a service for free, the reality is that this model eventually leads users to exhaust its limited features and be encouraged to pay for a premium account.
This trend is becoming increasingly popular and widely used, as eliminating the cost of an entry account creates a natural lead nurturing process: free tools, trials, or features increase customer visibility, while helping sales reps build awareness.
7. Live Chat
Implementing live chat is important for increasing a company's engagement, as it allows customers to interact directly with the organization on a familiar and preferred channel.
Live chat is much more effective than email or phone support. However, chat support should be as personal as possible.
Fountain: HubSpot
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