It’s Time to Overhaul Your Strategy With These Sales Tactics
The Ultimate Sales Tactics Guide for the Trades offers trades businesses a comprehensive methodology of sales best practices to follow. You and your team can use this guide to develop the mindset, structure, and skills needed to implement a winning sales strategy – and ultimately grow your revenue.
You’ll learn all about:
Adopting a Sales Mindset
Mastering Your Sales Pipeline
Building A Winning Sales Proposal
Closing Deals by Offering Financing
Measuring Success with Sales Reporting
Implementing Your Own Sales Strategy
By working your way through each section, you’ll walk away with the knowledge required to further develop your own expert sales strategies. We’ve also provided a variety of downloadable resources for you to put into action, as well as videos, expert tips, and more for you to learn from as you create your sales plan!
To help out with sales terminology and ensure everybody is on the same page, this sales strategy guide includes handy definitions of key sales terms and phrases as they are used throughout. For instance, check out the definition of a sales strategy below, or explore the entire sales glossary here if you want to go into a little more depth.
What Is a Sales Strategy?
A sales strategy defines the long-term approach that your business will take in order to try and win work. Your sales strategy plan should clarify the techniques, ideas, actions, and goals that your staff will aim for as they interact with prospects and aim to convert them into customers.
What are Sales Tactics?
Sales tactics are the specific actions your team take to convert prospects into customers. Examples include building lists of leads and enrolling them into automated email sequences or offering discounts. Your tactics should function to push your prospect over the finish line.
With that all said, there’s a very important question to ask: why do you want to improve your sales strategy?
Why You Should Evolve Your Trades Sales Tactics
It may seem like there’s an obvious answer: more money. But the reality is all trades businesses will have slightly different motivations for wanting to improve their sales strategy (or for deciding to adopt one for the first time). But what you wish to achieve isn’t necessarily the same as every other service, maintenance, or installation business out there; every business is unique. As such, how you choose to implement your sales strategy will depend on your ultimate motivations.
Although every business is unique, it’s still possible to form generalized categories by motivation. You may find your business fits neatly into one of the below categories, into two, or even all three – or perhaps none at all.
Businesses that are motivated by expansion are looking to win a greater number of jobs, hire more technicians as a result, and ultimately grow the size of their business.
Businesses that are motivated by process are looking to streamline how they sell, save time for their team, and improve their customer journeys. They don’t necessarily wish to complete more jobs.
Businesses that are motivated by profits are looking to increase how much money they make per job and to optimize their margins. They don’t necessarily wish to complete more jobs.
Of course, these are not mutually exclusive groups; business expansion is difficult to achieve without a streamlined sales process – and improving your process can also increase profits. But nonetheless, it can help you to start thinking about which of these motivations (or any other motivation) is most important to you and your business.
The Difference Between Sales and Marketing
If you’ve arrived at this guide hoping to learn how you can get more leads or increase your presence on social media, you may be mistaking sales for marketing. While they can be similar (and are intrinsically linked) it’s vital to understand that sales and marketing are sequential: all the marketing efforts your business makes are what feed into your sales.
Marketing is all about acquiring leads, whether through your website, over the phone, or by word of mouth.
The Sales process begins when you or your sales team reach out to new leads and begin the active process of selling.
This refers to a person who inquires about your services, but hasn’t yet begun the sales process with your team.
Importance of Effective Sales Tactics for the Trades
The more leads, the merrier, right?
This is true to a certain extent. Increasing the number of deals won is a great victory, but the quality of these jobs is most important.
For example, three small parts swap jobs can be equivalent to one full-scale appliance installation appointment. Larger-value deals ensure you can meet, and exceed, your selling quota with fewer deals won.
At the end of the day, the sales teams with the most effective selling approach win deals. When you harness the best strategies, many of which are covered in this guide, you’ll be sure to win the high-quality services you want most!
Now that we’ve touched on motivation and the difference between sales and marketing, let’s begin the Ultimate Sales Tactics Guide for the Trades with a deeper look at the sales mindset and why it’s so important.
Which is your most important motivation when it comes to sales?
So, it’s all about growth: more customers, more jobs, more technicians? To achieve those goals and give yourself room to focus on your business’s expansion, you’ll need to master your selling across all the points in our sales guide. For further tips on hiring technicians check out our blog that details the top field technician interview questions.
Saving time, reducing admin, and becoming more efficient is what you’re after? Pay special attention to Chapter 2 of this sales guide, which provides a detailed approach to making your sales more systematic with a sales pipeline.
Looking to maximize how much money your team brings in? If you aren’t explicitly looking to increase the quantity of jobs too, check out Chapter 3 and the sections on offering multiple options and add-ons in your proposals.