More leads with LinkedIn Sales Navigator?
If you’re selling a product or a service, do you feel like you’re part of a team? Do you feel like you are in a remote place and you do not know anything about the world?Â You might be a salesperson, a business owner, or even a leader, but here’s what I want to say. Selling cars to people is like playing a game of hide and seek.
It’s a team sport to sell things
It really is a team sport to sell things. If you as a sales professional or your team members are always acting like they’re in the Wild West, breaking down doors and storming into buildings, you’re using the wrong model of business. … So how do you keep them satisfied? Here are some reasons why you should be satisfied. What we do is that we try to accommodate a lot of different people when we think about making a sale. But much more importantly, retaining a customer is actually a team sport.
Many sales opportunities that come from repeat business are based on repeat business from existing customers. If you want to keep your customers coming back for more sales, you need to make sure that every customer experience is a positive one. I remember when I was selling cars when I was very young, in my mid-20s. I remember when I was trying to sell cars. I learned that the service department, which was treated very separately from the sales team, was very important in closing the sale.
You sell better if you team up!
I would take a customer back after he sold a car. I would let him tell his story, and then I would follow up with them. I learned that as I did that and got to know my salespeople, they would become even better. I learned that if I had a hard time closing a sale, I could occasionally go to the service department and present them to the right people. It would help me to keep them in the loop. Why? Providing them with good service would also help them feel comfortable knowing that the car they were looking at was of good quality. And they could also feel comfortable knowing that my people are always there to serve them.
And you know what? We’re there for them? I found that the better my relationship with my customers is, the easier it was to make sales, and the more often my customers referred me to new business. And we are happy to help them return to buying their cars. What we did together was really a team effort. So I wanted to discuss this more.
So you might be thinking, ok, that’s fine. But what do you mean by the team? What do you mean by working as a team? Are you referring to sales and service as a team? What are you saying? You’re only talking about sales and service. But, yeah, it goes beyond that. And obviously, how your company is structured and what your team looks like can vary. There are some places where I feel like there’s not a lot of teamwork going on.
Find how you can collaborate and sell as a team
Maybe you have one person in your marketing department or maybe it’s a group of people who work for an outside marketing company. I think that there’s not enough interaction between marketing and sales. Marketing. Marketing people try to generate leads and generate buzz about the business, but very rarely do they interact with salespeople or vice versa. There should be a dialogue between marketing and sales at least every other week to make sure that their efforts are going in the direction that sales would like them to go and that sales is getting the benefit from the marketing that marketing is doing.
Salespeople and customer service people I’ve dealt with for years, where they seem to think that salespeople just throw things over the wall and then they have to fix everything. And this doesn’t look very good for the customer because the customer might have different expectations from what customer service can do, compared to what sales promised them. We need to have regular conversations between sales and customer service. We have brought in a lot of people to try not just to mediate, but to try to start some conversations and to start discussions between the two groups. Customer service is often able to learn more about customers than sales can. Second, there are two ways that companies share information, right?
Don’t sell harder, sell smarter!
If salespeople know how they can sell more products to an existing customer, that can help customer service understand what sales is promising to them that they can or can’t deliver.Â There are many things that salespeople can do if they don’t deliver something that they promise that they will do, but we need to work out a way to deliver what they promise. Operations teams might exist in your company depending on what your business needs are. People in operations also need to be connected with Sales regularly. I’m a big fan of just having a weekly or at least a monthly meeting between Sales and Customer Service.
Talk about the priority groups, what needs to happen next, and keep everybody on the same page because closing a sale is a team sport. It takes a team effort to be able to close and retain customers. We need to make sure that sales and marketing are working together. If you’re a salesperson and you say, well, you know, my boss or the company owner doesn’t want to facilitate those kinds of meetings, then do it yourself. So take some time out of your week to talk to somebody in marketing about having a long-term conversation with people in customer service.
You can do exactly what I did to help you sell more products. You can start to build a stronger relationship with them and start to give them better support to help them sell more. And the thing is, when you sell something, you make sure that it gets delivered. If you establish some rapport with them, you will have the chance to get their attention and focus on what you are doing. And doing that will help you sell more products or services than ever before.
LinLeads gives your sales team a head start
LinkedIn gives your sales team a head start when it comes to meeting new customers. Lead Scoring will give you and your marketing team some really important opportunities to work with your competitors that still work with old information. Using LinkedIn Sales Navigator can help you understand your customers’ pain points and provide them with the right solutions to their challenges. It may seem like a waste of money to spend money on marketing items like buying company logos or buying calendars and hiring people to manage that data â but it really is time to now consider adding LinkedIn to your sales and marketing strategy.
You have all the information you need, but now is the time to take action. Make an appointment to talk about how I can help you and your team be equipped with this great tool as efficiently as possible and give them a competitive edge.
About the author of ‘More leads with LinkedIn Sales Navigator’.
My name is adrian van iersel, I help sales solopreneurs, business owners, and sales teams build their sales pipeline, shorten the sales cycle and generate more business. Our campaigns and programs have a major impact on the way professionals grow their businesses. You can read more about me on my LinkedIn profile.