You already have a good product, a good value-added proposal and a good technique to connect with your customers. What’s next? Plan sales visits to take advantage of business opportunities and achieve success.
A good pre-visit planning is paramount if we want to achieve good results and end as many visits as possible with a sale. Visits are not a mechanical work, even though it may seem like it; the accomplishment of goals is based on a strategic planning.
Do you want to give a pleasant surprise to your users and accomplish profitable visits? In order to do this, you need to know your customer, follow a strategy and learn from it. In this article we will show you a few tips to prepare optimal sales visits in a few minutes.
Preparing sales visits: what information I should include in my strategy?
If the salesperson organizes every visit better, he increases his trustworthiness and his control over the customer, which makes it easier for him to close orders and boost sales. In order to prepare profitable sales visits, we should know each user in-depth. For this, we should be able to compile certain strategic information:
What he does, which products he buys and to whom, who his competitors are and what his business model is, etc. Is he a busy person? What does he do in his free time? What does he appreciate in a supplier? All the information that helps us create a profile and a preliminary segmentation of the lead, as well as achieve a possible connection with him.
His tastes and needs
Which products have we shown to him in the past and which did he find interesting? What were his doubts and objections? These matters will help us determine his tastes and needs and tailor the offer accordingly.
For example, it would be very useful for us to know what the user bought last year during the same period and compare it with this year. In this way, we will know whether the customer is purchasing more or less products/services when compared to his purchase history.
Thanks to them, we will be able to determine the purchase frequency, amount of specific items, discounts obtained, etc., and prepare a final offer that is tailored to each customer that helps us increase the volume of his order and recommend him related products he may not remember.
Reasons for non-purchase/objections
We must treat the reasons for non-sales and objections as opportunities offered to us by the customer to better know his needs and concerns and, in consequently, to learn how to better address them. Furthermore, they can be useful to us to learn what our users’ recurring needs are and address them in future visits, even before the customer brings them up.
Related reading: Report sales objections to create opportunities
Functionalities to prepare sales visits in just a few minutes
Sales tools such as inaCátalog include a set of functionalities and features that make pre-visit planning and the preparation of sales visits in a few minutes easier, with a lot of key information to know the customer better and sell more. They are:
- Operations analysis: analyzes and calculates average values for the total amount of operations performed by each agent, per day and week, including information on incidents, performance, speed and overall results.
- Visit analysis: automatically analyzes and calculates average values for visits performed by our sales personnel, per day and week. It also relates visits with order amounts.
- Sales routes: inaCátalog automatically tracks the route for each agent, capturing the exact position at the time a report, catalog display, incident input or others are performed.
- Tracking of performed and pending actions. We can find various tables and graphs based on the parameters we wish to analyze.
- Reasons for non-sale: inaCátalog’s mobile CRM stores and analyzes the reason why operations are not closed, in order to determine patterns or learn the reasons for a non-sale.
- Traceability: monitors the device and its activity (list of items shown by the salesperson on each visit and which attached files each salesperson shows). In this way, it allows you to relate articles shown with orders/operations performed and amounts, so that the marketing department can verify how well its campaigns and actions are actually working.
You might be interested in: Advantages of measuring sales and marketing traceability
- Conversion of sales efforts: the tool studies the reports and relates them to the contact’s source, the action performed, the interest shown by the customer for specific items and/or his objections, as well as the outcome of the visit (incidents, performance, speed and overall results).
- Activity-results ratio: studies the relationship between the number of visits performed (both overall and per-agent) and the deals or transactions closed.
- Visits-results average: measures average values for visits performed and compares them with the number of operations executed or results (sales) attained.
- Objective tracking: inaCátalog includes a complete dashboard that allows you to track KPIs for an adequate monitoring, management and preparation of the sales team.
Other tips when performing visits
In addition to take advantage of the tools and applications for salespersons such as inaCátalog, there are a number of tips related to the human factor that you should keep in mind when preparing sales visits:
- Be concise and precise: you need to try to optimize each sales visit, and in order to do this you should be concise and able to summarize clearly and thoroughly. Include specific data, metrics and other graphs in your presentation that help you show the performance, other customers’ experiences and success stories for your company.
- Offer solutions: according to the Reinventa tu Marketing blog, you should be able to solve at least one problem your customer has. What is important for users is for us to show that we understand their issues and are able to address them.
- Do not criticize your competitors: quite the opposite – learn from them. Show that your product is good in and of itself and that you do not need to put down others in order to stand out.
If you want to know more: Guidelines to improve your customer management from the start
- Talk to him about his market: this can be useful to make him understand problems that he may even have been unaware that he had, and offer him new benefits and solutions. This will also help your customer see you as an expert in his market and trust you.
- Be sincere: provide value to the customer with honest answers; use an open, transparent communication and do not lie. In this way, you will succeed in maintaining your credibility.
- Learn from experience: use the reports to write down all relevant information for the visit, that may come in handy both during future interactions with the same customer and to establish behavioral patterns.