If you work as a salesperson you will rely on many sales tools:
- A telephone.
- A computer.
- An agenda.
These tools are not what differentiates a great salesperson from a normal one, but they are basic to be able to do your job well.
That is why, in this article, we are going to review the most important ones:
What are the most important sales tools?
As we said at the beginning of this article, there are many, many tools you need to sell.
In this article we are not going to talk about the most obvious ones with which we started the article.
Instead, we will focus on the more interesting and less widespread ones.
In particular, in these 5:
- The sales process
- The sales funnels
- The sales arguments
- The Net Promote Score (NPS)
- The Customer Relationship Management software (CRM)
The sales process
Selling is often an art, but to enhance it you need structured processes that take you from point A (finding a customer) to point B (closing a sale).
This process is well studied and complies with a series of steps that are always repeated and some small variations depending on your industry.
The sales process always starts in 2 phases, one prior to the process itself, and the process itself.
The pre-processing phase
To structure a sales process you have to understand what objectives you are pursuing, what particularities your business and sector have and what your customers are like.
To articulate a process without understanding this first is impossible.
The sales process
It is in the process itself that you go from point A to point B.
To achieve this, you have to pass some intermediate milestones.
The ones that always appear in all processes are
- The qualification.
- The consultative sale.
- Handling objections.
- The closure.
- The follow-up.
If you want to know more about this process, you can visit this article: How to organize a winning Sales Process?
Sales funnels** are a sales tool that serve to visualize the above process** and understand it:
- Where to lose more customers.
- What parts of the process need to be worked on further.
- How to optimize parts of the process.
Funnels can be of many types:
- Online and Offline.
- Simple and complex.
- Manual or automatic.
Depending on your business, you will find it more worthwhile to have one of one kind or another.
In the same way and also based on your business, you will be more interested in focusing on some steps of your funnel or on others.
If you want to learn everything about this sales tool, you can do it here: Everything you need to know about Sales funnels
The sales pitch
During the different parts of your sales process (qualification, negotiation, objections and closing) you will have to talk to your customers.
These conversations can be approached in 2 ways:
- Starting from 0 in each of them.
- Based on a template or argument.
The great advantage of the second approach is that it allows you to optimise each of these phases little by little as you make more and more sales and understand which parts of the argument work and which do not.
In short, a sales pitch is a sales tool that consists of materializing the sales pitch in order to be able to rehearse and improve it on the fly.
If you want to know more about this sales tool, you can do it in this article: The sales pitch: what is it and how to do it yourself
The Net Promoter Score (NPS)
The main function of the commercial department is to sell.
We will all agree on that.
However, just because this is the main function, it does not mean that it is the only one.
Attracting new customers, satisfying old ones and in general, any activity that has to do with customers often falls partly or entirely on the department.
And the tool par excellence to validate customer satisfaction is the Net Promote Score or NPS.
If you want to learn more about this tool, you can read this article: The Net Promoter Score
The Customer Relationship Management software (CRM)
All the tools we have mentioned so far are important for selling, but we have reserved for the end the one that can make the most difference.
CRMs are commercial management software that, in short, will allow you to relate to your customers in a ridiculously superior way.
Thanks to their different modules and applications they allow:
- Manage customer contact history
- Have all your data centralized
- Collaborate with your colleagues
- Customize the service
If you want to learn everything about this tool, you can do it here: CRM Meaning. What is a CRM?
And if you want to start trying one out, Efficy is the best.
It is no coincidence that more than 4,500 customers in 33 countries trust us.
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