Selling to groups is a way to increase profits and results for all. Not you’re your organisations either. Selling to a group of potential new clients and customers is a win win for all. Not only can you see more of your customers in one go; it also means that your customers have the benefit of finding out about your product and service in a non-threating way. Many sales professionals don’t actually appreciate the opportunity that this type of sales situation can bring as a result they actually make tons of mistakes here are just a few to watch out for.

1.Presenting to the Wrong Customers

Everyone’s time is precious. That does not matter whether you are a sales representative or an organisation being sold to. A first step must be to invite an audience that

Have a need for your Product or Service

Have decision making authority

Have the resources to purchase.

There is no point doing a fantastic presentation only to find out that the people you just presented to are not in the market for what you have. Instead go for the low hanging fruit first because there is still an awful lot of that around.

Having a target group of clients in front of you will skyrocket your conversion rate.

2. Lack of Preparation

A classic mistake of the maverick sales representative. The time invested in bringing people together is often wasted when sales people do not prepare for the audience. The least they can do is know something about their audience and their individual issues. The good news is a standard presentation can work as long as the verbal communications can pull out the needs of the individual clients attending.

This is so easy to do. A few well-placed questions will give a nice lead into being able to answer the query of customers whilst giving your sales team member the opportunity to profile your product or service at the same time.

3. Lack of Follow Up Or Feedback

So your sales representative has delivered an excellent presentation and has communicated all the key points and convincers as to why your product or service should be considered. So what next? Often very little. Many sales people are notorious for not getting back to customers. In sales speak we call it following up on customers. That is our word by the way; our customers don’t really understand what we mean. A better word is feedback. Did you realise that contacting clients who have shown an interest will treble conversion rates? Logical I know yet many sales representatives who are selling to groups miss this out of their process.

I know there is a lot more to each of these individual steps. For a fundamental start this is where you must focus your initial attention on getting your sales team to be effective when they are selling to groups.

To summarise, make sure your team spend the time to identify key target customers to present to. With the correct audience invited they need to have a presentation that is appropriate and professional.

Finally that all important connection after the event needs to be planned in. Follow these basic principles and your sales teams results will improve.

Nic Hallett is the MD of Excel Enterprise and an expert in
selling to groups To Find out more about how Excel
Enterprise can help train your sales teams to deliver superior results when they are selling to groups visit http://www.excelenterprise.co.uk

Nic Hallett is the MD of Excel Enterprise and an expert in
selling to groups. To Find out more about how Excel
Enterprise can help train your sales teams to deliver superior results when they are selling to groups visit http://www.excelenterprise.co.uk

Author Bio: Nic Hallett is the MD of Excel Enterprise and an expert in
selling to groups To Find out more about how Excel
Enterprise can help train your sales teams to deliver superior results when they are selling to groups visit http://www.excelenterprise.co.uk

Category: Business Management
Keywords: Selling to groups, sales coaching, Nic Hallett, excel enterprise