Sales Tactics

Sales tactics involve deliberate actions or plans carried out by sales executives and teams to positively impact potential customers and influence their mindset about the product or service, motivating them to make a final buying decision. Regardless of the industry or business type, every company requires a sales force that uses various approaches, such as cold calling, field meetings, and detailed sales presentations, to engage with potential clients and sell their products or services. Sales tactics are a common aspect of marketing in most product-based businesses.

Sales tactics can vary depending on whether the business model is B2B or B2C. Sales teams are known for their resilience and innovative techniques that help increase sales. Typically, the sales team collaborates with marketing professionals to create campaigns and utilize marketing data during sales pitches and meetings to persuade clients. Gradually, sales have evolved into the art of persuasion and building long-term business relationships.

Some sales tactics are considered risky for both the sales team and the customer. There have been cases where consumers were misled or pressured into making purchases, leading to disputes. Customers should be aware of their rights and understand how to exercise them properly. Despite these concerns, sales tactics remain a common and essential part of the sales process.

Here are the top 10 best sales tactics that are commonly used across industries and in different product or service-based businesses -

• Cold Calling: Despite changing times, cold calling remains one of the most effective tactics for reaching out to new potential customers. Although it can be time-consuming, each rejection helps sales representatives refine their approach and improve their pitch.
• Problem-Solving: This tactic may not be universally applicable, but it can be highly effective. By addressing a client's specific problems through the product or service offered, sales executives can demonstrate its value and significantly increase the likelihood of a sale.
• Using Social Media and Digital Platforms: Many companies now employ a segment of their sales team to engage with potential customers through social media. This approach helps gather customer data and schedule meetings or calls, making social media a valuable tool for connecting with new prospects.
• Employing AI and Automation: Modern CRM platforms utilize AI and automation to streamline sales processes, reduce errors, and manage daily tasks. Features like pipeline reports, real-time dashboards, and auto-generated forecasts help sales teams spot trends and adjust strategies efficiently.
• Using Numbers and Statistics: Presenting data and statistics can capture potential customers' attention by showcasing the product or service's market reception and popularity. This can create a sense of urgency and fear of missing out, encouraging customers to make a purchase.
• Mentioning Competitors and Differentiating Factors: By comparing their product or service to competitors' offerings, sales representatives can highlight unique features, pricing, and benefits, creating a comparative advantage and strengthening their sales pitch.
• Understanding the Customer's Needs: Sales representatives who invest time in understanding their customers' specific needs can offer personalized solutions, making customers feel valued and increasing the chances of a sale.
• Good Communication and Follow-Up: Effective communication and consistent follow-up through texts, emails, and phone calls demonstrate to potential customers that they are a priority. This persistent approach can eventually lead to securing meetings and building long-term relationships.
• Operating with a Sales Team: Some sales teams opt for group presentations or conferences with multiple representatives instead of individual meetings. This tactic can create a stronger impression and leverage diverse expertise.
• Asking for Referrals: When a sales representative receives a referral from a current or past customer, it often makes the potential customer more receptive, as recommendations from trusted sources influence them.

Below are two distinct examples of sales tactics -

Example #1

Suppose Elsa works in the sales department for a credit card company. She is given a list of contacts that she needs to sell credit cards by the end of the month, ensuring that she accomplishes her sales target. Elsa takes the approach of cold calling and starts calling each contact, she does face many rejections but does not lose hope or resort to any aggressive sales tactics.

Finally, she connects with Jennifer, who plans to make large purchases in the Christmas season. Elsa understands her needs and offers reduced interest rates, additional shopping points and many customized offers that come with the credit card. Here, Elsa not only used cold calling but understood Jennifer's need as a different sales tactic to offer personalized solutions. Elsa finally closed the deal, and Jennifer bought the credit card.

Example #2

A second example of sales tactics comes from T-Mobile, a German-based mobile and telecommunication company. Under the new CEO, employees are working under high pressure to meet their strict sales targets. The sales employees are left with no option but to add extra phone lines without customer consent and force them to buy extra accessories.

The company's work culture is failing, forcing employees to resort to shady and high-pressure sales tactics and practices. An ex-employee took to a social media platform to express his concern and elaborated on times when sales representatives were involved in illegal things. Despite committing to only do the right thing, the employee faced much backlash and opposition, indicating that the management was aware of all this.