When your business is suffering from slow sales, then everybody is under the gun and the pressure is intense. This is wholly counter-productive from the standpoint of sales performance and finding ways to improve them. One approach is easy and consists of learning from other people with different experience. If you are operating alone or have a sales department, then you have to find out yourself or designate someone in sales to do research. Maybe time is a real concern and that's understandable. But it's more of a waste of time to keep using methods that aren't getting the job done. Consider the following methods to make something new happen with your sales performance.
You can gain valuable insight and create more effective strategies when you know the length of your typical sales cycle. Sometimes the duration can vary, but you can figure out a rough estimate. Once you know this, then your plan should include doing test closings. All you're really doing is testing the waters and getting an idea of what your prospect is thinking. You need information about their thought processes so you can make adjustments. As you gently probe to do a test close, make sure you don't create any feelings of pressuring the prospect to make a decision.
There are lots of ways to improve how much your prospects and customers like you. Since this is a business setting, then being liked could mean you've done nothing to create a negative feeling. And many times you can create a positive feeling with doing something small. It's very often the little things that can have the greatest impact, and it's the little things that can be remembered the longest. This is all part of your grand strategy to build a good relationship, as your customers will feel like they know you a little bit. When that happens, then they may feel they like you and the trust factor will grow.
Become helpful as much as possible with your prospects, clients and customers. Without going too far, just give them helpful information you know they need or want. The goal here is to build on rapport and solidify relationships. And you want them to think of you as someone they can call and ask questions. Even if they only call you one time, that's a huge thing because it means there is trust. When they can trust you enough to call, then that signals many positive attributes about the quality of your relationship.
Take advantage of your strengths, be bold and daring to embrace new methods for greater gains in sales performance. One of the glaring differences between small and large businesses has to do with reaction time. Large corporations move like sedated elephants with many people involved in any decision. Then there are countless meetings where nobody wants to be responsible for making a decision. But you, the small business owner, can move quickly and find out what's working. You can roll-out tests for new campaigns while the large business flounders along.