Since 2022 lasted about 15 minutes, it’s already time to start preparing for 2023. Sales is a branch of business that has the biggest impact on revenue, so being ready to take on all the new trends should be a top priority.
We made a list of our top five sales trends that we will be on the lookout for and think you should too. 👇
1. Value-based selling
The main principle of value-based selling is putting the customer first and showing them what they’re getting from the deal. This trend is growing in popularity as the general public’s response to the slew of ads that are being pelted at them from all corners. Everyone’s grown tired of those strategies and people are now spending more time researching brands and companies rather than placing their trust in whatever’s written in the ad.
Sales meetings will be oriented more towards the prospect. So, start by listening to them, asking questions, and, most importantly – being human. Don’t shy away from making small talk and friendly banter before jumping into the pitch.
When you get to the point where you can do your pitch, make sure to point out how your product benefits them, whether they are saving time and money or getting a better deal than elsewhere. Don’t try to sound like your product is the best in the world, but point out how it can help them solve an issue.
You could, for example, start by asking them open-ended and personalized questions about their company, such as How did you get the idea? or What was the biggest challenge you’ve faced so far? And once you’ve steered the conversation toward their pain points, you can then offer them your solution. The trick is to let it come naturally, just like it would when you’re talking to a friend.
2. Using Artificial Intelligence in sales
AI isn’t as new and revolutionary as it used to be, and more and more businesses are using it to their advantage in their sales efforts. Our question is: what are you waiting for? If you already have it integrated, great! If not, here are some practical applications that will help you boost your success:
- Chatbots: Tired of answering inquiry mails? Can’t keep up with the millions of appointments prospects are setting? Get a robot to do it for you! Chatbots are automated pop-ups that let website visitors talk to a virtual front desk, whilst notifying you.
- Data gathering: Your computer can gather all the necessary information on potential prospects and present it to you comprehensively. This includes things like how much time they spend on your website on average, what they searched for, or if they’re a returning customer. This allows you to learn about them and utilize the information to boost sales.
- Boost productivity: By letting an AI take on menial tasks, you and your sales team can focus on more important things (like an extended coffee break).
3. Selling to Gen Z buyers
With the oldest members of Gen Z being 25 years old, it’s high time you take them into consideration when advertising and selling. In fact, their spending power has been estimated at around $360 billion and will only grow with more and more of them entering the workforce each year.
But how can you adjust your approach to fit a generation as specific as this one? The first thing you need to do is include social media and YouTube content in your strategies. With the kids ‘always being on those darn phones’, it’s only logical that that’s the best way to reach them.
However, this generation is also showing a growing interest in social issues. So, it would be smart to point out all the ways your company is positively impacting the world – that sells more than trying to look cool. For example, your strategy can include concrete data regarding your social responsibility. How much of the plastic in the product is recycled? How are you offsetting your carbon footprint? Try to slip things like that into the pitch – not only are you boosting the company’s reputation but also showing that you personally care about the issues as well. And as you already know, people buy from people they agree with.
4. Customer Relationship Management
We already talked about how being human and friendly drives more sales than other outdated methods. Building and maintaining a relationship with your customers is crucial to making them feel heard and important. Therefore, they are more likely to go into business with you.
CRM software solutions are available to all looking to simplify the process. They allow you to track all interactions, safely store data, and facilitate communications. Before a meeting, you can pull up an overview of every bit of information you have on the specific prospect and show them you listen closely and remember details about them. Showing genuine interest is key and doesn’t have to be difficult. Also, having reminders to do follow-ups will ensure you don’t slip up and make the prospect feel like you’ve forgotten about them.
5. Outsourcing sales
Teams of sales professionals that fit your business needs may not be readily available in your area – so look elsewhere rather than settling for less.
With remote work being the new normal, everyone’s used to it and has all the tools necessary for it to operate smoothly. External teams usually handle multiple clients simultaneously, so they’re full of experience and new ideas. On top of that, you get to save money on the hiring process, office space, and equipment!
Conclusion
With 2023 approaching, it’s time to start thinking about how the new year will affect your business. As a responsible business owner, you’re looking to stay ahead of the curve and on top of all the emerging trends, such as value-based selling, AI, catering to Gen Z, CRM solutions, and outsourcing teams.
So, with all this being said you must be ready to take it to the next level. Taking it to the next level is just what NextPilots specializes in.
Ready to take on the new year? Give us a call, and we’ll take care of the rest.