Tips to Improve Sales
Selling to Janitorial Equipment and Supplies Businesses
To be sure, janitorial equipment and supplies businesses are major players in a growth industry -- and that makes them attractive to vendors who have aggressive revenue targets. The tricky part is crafting a selling strategy that captures the attention of high value prospects.
In the modern marketplace, even small missteps can have dramatic consequences for your company's bottom line and impede your selling success.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the janitorial equipment and supplies business industry where small oversights can translate into losses in market share.
Sales Management Tips
Sales managers can play an important role in boosting sales volumes and improving the effectiveness of your sales team.
In this industry, sales reps tend to be highly motivated performers who are accustomed to thriving in fast-paced sales environments. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that janitorial equipment and supplies business owners value teamwork and may not respond to sales reps who seem overly disconnected from their sales unit.
Message First, Targets Second
Messaging is a fundamental component of sales. Confused messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a comprehensive strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of janitorial equipment and supplies businesses that can be tailored to meet geographic and demographic criteria.
Be Prepared for Tough Questions
In the real world, most janitorial equipment and supplies businesses aren't interested in undifferentiated, non-specific product and service offerings. Before they commit to a purchase, they want to know everything there is to know about your product.
In this industry, product details can be the deciding factor in conversions. It's imperative for your sales team to be knowledgeable and informed. If you're selling a service to janitorial equipment and supplies businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
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