Scientific research has proved that developing a new habit requires at least 21 days of repetition before it becomes almost “automatic” for an average person. But when it comes to traditional business and sales practices, it takes much longer. Although changing the processes that have worked in the past may look (and feel) unsettling, it’s often necessary to grow and improve.
As technology has shifted, so has the traditional sales pipeline, from lead to a closed deal. Today, customers often choose to look for the ultimate solution themselves, thanks to accessibility to information. Successful close rates rely on quick reactions, accurate assessments, and getting ahead of the game.
We’ve compiled a list of sales habits that some experts think necessary for success.
From finding a prospect to qualifying the lead to close the deal (and providing post-sales service), the sales cycle is thriving on the condition of the joined efforts of the entire team. Marketing, sales, and technical support have to be aligned to keep customers satisfied (and achieve results.)
Use Prospecting 2.0
Sales representatives traditionally used cold calls or emails to generate new leads. However, this outbound practice is often ineffective in terms of time spent and opportunities found. Prospecting 2.0 (an approach offered by Geoffrey Moore in his book “Crossing the Chasm”) is about reaching out to prospects interested in what you have to offer at the right time. It presupposes setting different priority levels to opportunities and planning the outreach accordingly.
Research your leads
Instead of spending vain outreach efforts, take the time to find out more about your leads. Consolidate your efforts and focus on qualified leads (with higher close rates).
Know your customer before interacting
One of the most valuable sales habits to learn is how to read your customer. Show the value your product offers in solving common issues or reaching their business objectives. This saves from turning communication into a monologue about your product and its incredible benefits.
Listen to your customers before acting
Whether it is your first outreach to a customer or responding to a technical issue, listen attentively to what your customer is saying. Customer feedback and insights are precious sources of ideas worth putting into practice.
Focus on helping customers succeed
Instead of trying to sell, shift to trying to help with a solution. Happy customers are your best advocates.
Use advanced technology
Failing to react promptly can mean a lost deal or, worse, an opportunity for your competitor. Ensure you are on track with software and tools. A CRM that lets you easily record all interactions with a client will help you follow up at the right time and win more deals.
While these top habits are just a few ways to ramp up your sales in 2023, they have a proven track record of success. Tell us, what is your favorite sales habit that changed the way you do business? Sound off below.