• Fast Track to Growth

Sales: How to make 2019 your best year yet

Contributed by Momentum South West Ltd

Can you believe we are already half-way through January? We hope 2019 has got off to a great start for you and your business.

Last week we shared top-tips from Stephens Scown our legal partner. This week we have top-tips from our sales partner, Momentum South West Ltd.

Momentum South West Ltd work with businesses who want to grow their sales revenue, productivity, profits and customer lifetime value.

To make 2019 your most successful Director, Rachael Howourth offers this advice:

Carry out a Customer Profiling exercise 

Use this to identify your most ideal customer, this will make it easier to find and qualify leads to put into your sales pipeline. 

Customer profiling is a great opportunity to involve your team and have a bit of fun! What do each of you customers look like, what is their name, age, occupation and socioeconomic status? What else do you know about them - What are their buying habits? Social media use? Their hobbies? Where they go on holiday?

The more you understand your ideal (or most likely) customers’ characteristics, the easier it becomes to find and reach them with your products.

Understand your Value Proposition 

This brief worksheet which we work through with our clients is designed to help business owners and salespeople clearly articulate why their product is of value to the customer.

Understanding exactly why your offer is important to each of your customer groups will help you to secure more meetings and increase your chances of a conversion to a sale.

Rachael Howourth is the Director at Momentum South West Ltd.

They offer Sales Training which gets results, delivered In-house and via Open Courses in Devon, Cornwall, Somerset and Bristol. 

For more information or if you have a sales question, please call the team on 01803 266600 or email enquiries@momentumsouthwest.co.uk

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