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It will never rain roses: when we want to have more roses, we must plant more roses ― George Eliot
George Eliot’s quote captures the essence of proactiveness – if you want something, don’t wait for it to happen, rather make it happen by doing something.
The same applies to sales as well, if you want to close a deal, don’t wait for the prospect to come to you, rather you go after it!
What is a proactive sales approach?
A proactive sales approach empowers a salesperson to take charge of the sales process rather than waiting for a customer to initiate.
In order to be proactive in your sales efforts, you must consider the nature of the product your business is offering, the resources that are available and being used by your sales team, and, lastly, the demands and needs of the clients you intend to approach with your offerings.
Many times, your customer or potential customer is unsure of their problem. A proactive salesperson uses the product as a solution for a problem their prospects or customers have not yet identified.
Let’s now look at the top strategies that will create a more proactive sales team and help them convert more sales leads.
6 Proactive Sales Strategies To Convert Sales Leads
Identify concerns and objections in advance
A sales team that is proactive will have more influence over the outcomes as they are better able to identify and respond to their customers’ objections or concerns even before they are brought up by the customer.
There must be some objections and concerns about your product that your customer has not articulated yet. They may also not know what the concerns are right now. A proactive salesperson analyzes the nature of their customer using the data collected.
You can then make assumptions about what your customer might object to and what the concerns may be. Upon figuring out the same, communicate the solutions to their possible objections in advance.
Obtain regular feedback
Taking feedback from their customers on a regular basis is the hallmark of proactive salespeople. It might be worth asking your prospects or customers what really made them buy your products.
By doing this, you can determine which tactics of your sales team really influenced the customer’s purchase behaviour and then resume the sales process as needed. Having a good understanding of what works and what does not will enable you to close sales deals effectively.
Identify customers’ pain points by asking open-ended questions
Proactive salespeople guide customer conversations to close sales. Toward that end, you must ask your customers open-ended questions. You are providing more options when you ask questions beyond just a simple “yes” or “no” so that your customers can speak up about their concerns.
When you listen actively to your customers, you can determine if they are a good candidate for your product offerings and this, in turn, will help you to make better-informed decisions.
By asking open-ended questions to your customers, you’ll know if they’re fully committed to the sale or not. Also, find out if they have a problem using the service. You will be able to try to find a solution to their problems that are probably keeping them from making a purchase.
While asking open-ended questions, it is very important to connect closely with your prospects and customers.
Make data-driven decisions
Effective salespeople formulate sales tactics based on customer data in order to convert leads. A normal sales routine would use this data to connect with customers more effectively.
But a proactive salesperson would analyze this data to see how the customers browse for different products, then formulate sales strategies based on their findings. Customers are also segmented based on how they respond to the company’s website and offerings.
The result is that they can focus majorly on those aspects that the potential customer showed an interest in while browsing. As a result, they can lead a conversation with the prospect in a better manner and increase the chances of closing the deal.
Proactive salespeople don’t shy away from initiating conversations with their potential customers.
To begin with, they identify what their customers’ problems and needs are. Next, they try to solve their problems with their product. When that happens, they notify their customers via a variety of official channels of communication about their product and how it will benefit them.
By being proactive in sales, a salesperson shows their customers they care and is already prepared with a solution to their problems.
Keep in mind that it is important to let your customers know how you discovered them and what their problem is. Otherwise, they might think that you are keeping tabs on them, and that might make them feel uncomfortable from a privacy standpoint.
Also Read: Cold Texting a Prospect – Best Tips 2021
Implement gamification techniques
Gaming is a popular method for attracting your consumers’ attention. It is more effective at generating leads than static content and drives customer engagement. It works so well due to the fact that people love to demonstrate their competitive nature.
As a result, prospects and customers willingly interact with your brand, thus, enhancing your chances of gaining a sale. For gamification to work at its best, make sure the prizes you offer have great value for your target audience; a voucher or discount coupon works best.
Using the above proactive methods will result in more conversions from sales leads. Today’s world requires a proactive sales team because customers are always looking for a new way to solve problems and meet their needs efficiently and in an environment that meets their comfort level.