If you want the level of your customers' sales motivation increased, all you need to do is to stay focused on your objective. When things are not happening according to your plans, you might be tempted to start following the hottest trends instead of using the tried and tested sales methods. But in selling, you’re not at top of your game all the time. All businesses have their share of ups and downs.
The problems begin when you doubt the sales strategy that you are using. You become distracted and more easily influenced to desperately search for that magic solution that will fix all your sales problems. It is good to view new ideas and sales techniques because it is obviously part of the sales area. But you must be able to distinguish and assess the pertinent techniques worth incorporating and related opportunities worth pursuing against fad trends that could ruin your salesmanship.
I always believed that it is wiser to slightly change the sales process than to change it all at once. Sales are operated by the momentum and consciousness of the customers and salesperson. So if you change the sales process dramatically, you will not be able to balance the momentum and consciousness that you have created with your current customers. Of course, sometimes you might see that your sales volume will go up, but almost always it will not last long.
Slight alterations to your sales strategy might start with the additions or changing of the questions usually asked to a prospective customer or by making a new client referral applications form. These changes will help enhance the program that you already have. By only enhancing the old program, you will be able to build a more effective and proven sales technique.
Here is an example of a momentum killer; when a salesperson succeeded in closing the sale but forgets to make the final call or went to the final meeting with the client. All the time and effort are wasted. So, instead of leaving all your sales strategies permanently, why not just slightly alter the existing techniques and incorporate better ones. If your existing sales strategy slows you down, then maybe it is time that you add more additional techniques.