This week, the sales and marketing firm Blue Moose has gone back to basics by sharing their top tips for sales success. The firm usually focuses on developing their contractor’s business skills. However, with the final quarter of 2017 quickly approaching, the firm is now keen to make sure their representatives are prepared for a period, which is typically a busy time for most firms.
Blue Moose believe that a particular archetype makes for a strong sales person. The firm looks for particular qualities when searching for new contractors, which includes individuals who have “grit”, thrive successfully achieving their goals and enjoy healthy competition with others. However, they also understand that there is also room for improvement and want their young professionals to take on board their top tips for sales success to improve their performance in the field.
Blue Moose is confident that face to face sales techniques provides their clients with better quality customers. This pushes the idea that a personal interaction creates a relationship with the product unlike impersonal methods such as digital marketing. They want their contractors to go into the field with some ammunition to help establish this relationship and create sales. Their top tips are as follows:
Make a good first impression
A sale is made on average in 15 minutes and while we are told that we ‘should never read a book by its cover”, Blue Moose suggests that the short duration of interaction in a sale means customers often judge the person and their product from the first few minutes of a sale. They implore their young professionals to dress smart and speak politely to prompt a positive response from their target.
Don’t hard sell – be patient
Blue Moose believe that their sales representatives should not be disillusioned by the “hard sell.” Instead, by being patient with a customer and taking time to ask them questions, they are more likely to develop a healthy relationship and create a sale.
Stand out to your customer
Blue Moose understand that their contractors are always aiming for sales. However, the firm also believes that by creating a lasting impression on the customer the product will remain in their mind, and they may potentially buy the product further down the line. Sales are both about immediate and long-term gain and so creating a lasting impression is essential.
Moving forward, Blue Moose is excited to see how these tips will impact on the effectiveness of their workforce. They will be using their morning meetings to replicate customer situations to train their contractors on the best ways to use these top face to face tips. With these in mind, Blue Moose are confident they will see an improvement moving into Q4.