The sales equation is the result of multiplying the three figures that increase sales: number of customer contacts, closing rate, average sales. Number of contacts x closure rate x average sales = total sales Number of customer contacts The first number in the sales equation is the number of customer contacts. The more customers you meet, the better your chances of selling. Of course, this shouldn’t be at the expense of contact quality, which is why the other figures in the equation are so important. Here’s how you can increase your number of contacts: Use your CRM to quickly select your best ..read more

The CAB sales method has the advantage of being simple, suitable for technical and inexperienced sales people, and taking the customer’s benefits into account. The CAB sales method The CAB method is divided into three steps: Product features : construction materials, technical specifications, type of manufacture, service, warranty, after-sales service Generic product benefits. A link must be made between the feature and the benefit provided by the product. Specific benefit for the customer. Benefit is distinguished from advantage by the fact that it is linked to the satisfaction of a custome ..read more

The CAP method is based on the benefit and proof we bring to the customer. It’s a rudimentary sales technique, but well suited to the sale of simple products, and ideal for technical salespeople who know their product inside out. The CAP method Product features: materials, type of manufacture, technical specifications, price, after-sales service, warranty Customer benefits, applications, achievable gains. Proof: this is where the technical sales representative makes the difference with other salespeople. He knows his product inside out, and can use his technical skills to prove and demonstrat ..read more

We present you with tips and methods for prospecting in increasingly difficult conditions linked to new legislation against telemarketing and mass mailing. Prospecting has always been difficult, now it’s an art. Business development through inbound and outbound marketing Outbound marketing consists of pushing products towards customers, a push strategy that corresponds to prospecting. The main vectors are the telephone, e-mail and networking. Inbound marketing is all about getting the word out about your products and services, so that customers come and ask for them. Inbound marketing is based ..read more

CRM enables a small business to optimize the sales equation, and is the key tool for developing its business, seeking out new prospects, retaining existing customers and improving the customer experience. The sales equation is: number of contacts x sales closing rate x average sales = total sales. Here’s what you need to do with your CRM to grow your small business. 1. Draw up a strategic plan Start by assessing your strengths, weaknesses, market opportunities and threats – in other words, the SWOT matrix of your small business in relation to the market and large competitors. Choose your pri ..read more

  CRM is a customer management system, while ERP is a corporate resource management system. CRM CRM is all about satisfying customers and maximizing their income in an intelligent way, at the right time. These are its main functions. Prospect and customer files with optimal follow-up dates Data centralization for teamwork Team communication Sales team management Customer service for existing customers Offer complementary products to existing customers at the right time Automation of responses by virtual assistants Prospecting for new customers Marketing support tools Sales force analysis ..read more

Artificial intelligence can automate personalized responses and analyze CRM data in real time to better understand customers and their motivations, and thus facilitate decision-making based on trend analysis. The possibilities offered by AI in CRM The main advantage of AI is its ability to rapidly analyze a large mass of data in real time to derive trends, patterns and personalized responses. Research sales opportunities with existing customers. We’re asking AI to do what a good salesperson knows how to do: analyze customers’ products and services, determine complementary needs – in effect, a ..read more

The SPIN method is a tried and tested American method widely used in North America. It’s based on identifying the customer’s problem and proposing a solution. The SPIN sales method The SPIN method is based on 4 steps: Customer situation Customer problem Implication of the problem Needs pay off (Nécessité de bénéfice) Situation You should ask the customer general questions to get to know him better: Individual Family situation? Employment status? Leisure activities? Current solution? What are the advantages and disadvantages of the current solution? Client affaires : Organiz ..read more

The SNAP sale method isn’t for complicated salespeople or customer-centric salespeople, but rather an effective pressure sales technique. It’s the technique of one of the best salesmen and manipulators I’ve ever met, and it’s particularly well-suited to the sale of unique objects, in the art market for example. Simple Required Aligned Priority Simple Speak to your customers in simple, direct words that will move them. Don’t complicate things, target the customer’s feelings and play on them. Necessary. You need to be a fine psychologist and understand your customers’ psychological motivations ..read more

The SOS sales method is based on discovering the customer’s situation and problems, then understanding their dreams, before proposing a solution that will enable them to achieve them. Of all sales methods, SOS is the simplest, most intuitive and most effective. The SOS sales method Situation Objective Solution Situation In this phase, salespeople try to find out more about the customer in a neutral way, using open-ended questions, but won’t hesitate to go deeper into problems if the customer mentions them. Unlike the SPIN method, which is highly structured, with SOS we naturally follow the c ..read more