Managing sales without having processes in place can make it difficult to forecast opportunities, fill a pipeline and predict the outcome. However, with consistency of purpose and key processes in place, you can better manage sales and know what revenue to expect.

In yesterday’s Promotional Consultant Today, we shared four tips for driving sales consistency from a recent blog post by the Business Development Bank of Canada, an organization that works with small to medium-sized businesses. Today, we’re sharing three more of the sales tips.

1. Focus on securing appointments. Refrain from making a sales pitch on the phone. Instead, secure a meeting and be prompt. Prospects will be turned off if you take too much time on the telephone, especially on the initial call. Equally important is getting that second meeting set once you’ve met for the first time. You want the prospect to have you on their calendar. Always securing a next step advances you ever closer to a closed sale.

2. Get ready for objections. You should be prepared for common objections, particularly when making cold calls. Typical negative responses include comments like these:

  • I’m dealing with somebody else
  • I’m too busy
  • This isn’t a good time
  • Send me material first and we’ll talk later

Practice exactly what you’re going to say in response to these types of comments. It’s important to acknowledge their objections and then try to reframe them in a positive light. In addition, today’s B2B buyers have easy access to information and may have already formed some opinions on your product or service; and not all of them are from your website. It’s worth doing some research to find out what information exists on the web about your company. Be prepared to respond to comments or perceptions that an informed person could raise during a conversation.

3. Follow up and listen. Building a strong relationship with clients is crucial to maintaining consistent sales. You must show them that that your purpose in meeting with them is more than a business transaction. Always take a proactive approach in meetings with clients, and take notes. Prospects will open up when they see that you’re taking the time to listen and write down what they are saying.

Be consistent with these best practices to solidify sales and establish lasting customer relationships.

Source: Business Development Bank of Canada (BDC) has been working with business owners for 75 years to understand their challenges and help them to grow. BDC provides funding and advice to support small and medium-sized businesses in all industries and at every stage of growth.