Did you know that over 35,000 MSMEs in India shut down in 2024-25?
One main reason I see is poor sales performance. By focusing on good sales techniques and effective strategies, businesses can avoid similar setbacks.
Therefore, in this blog, I’ve shared 13 sales tips specifically written for small and medium businesses that can help you build a profitable and scalable business.
A sale is an exchange of goods and services for a specified amount of money, and it is one of the most important aspects of running a successful business.
In other words, it is the process of inspiring customers to purchase your products or services.
There are several types of sales, which include:
Selling a product or service is crucial for generating revenue and driving business growth. If you know good sales tricks, your business can achieve the following:
But how can you achieve successful sales?
Try the following sales tips in your business to improve your sales performance.
It is impossible to sell your product or service if you don’t know who you’re selling to.
First, knowing your customers’ needs, preferences, and pain points is crucial for successful sales.
You may ask, “How can I know my customers’ needs?”
It’s simple. Conduct market research, run surveys, and collect feedback to know what your customers need.
Building a sales process is a foundation to streamline your sales efforts.
Create a clear structure, from initial contact to closing the sale, which helps you remain organised and focused.
In addition, it helps to improve your own efficiency, and a consistent sales process improves the customer experience, increases trust, and boosts the possibility of a successful purchase.
A well-defined sales process also helps identify areas for improvement, allowing better tracking of progress and success rates.
It also ensures that employees understand their roles and responsibilities, which leads to productivity and overall success for your sales team.
The sales process differs from one business to another; you need to build it depending on your business requirements. The image below shows the sales process.
Encourage your customers to experience the benefits of your product or service rather than concentrating on its features.
Once you explain how your offering helps your customer to solve their problems or achieve their goals, they will be more likely to see the value and make a purchase.
This customer-centric approach often leads to higher satisfaction and long-term loyalty.
You can achieve this by providing or showcasing testimonials from satisfied customers.
Before selling or offering a service, clarity on your sales strategy is essential.
Sales strategy is the guide that outlines sales procedures, activities and product placement to achieve sales targets.
Next time, when you do a sales plan, keep these key points in mind:
For companies looking to strengthen their sales performance, having a clear strategy is one of the top B2B sales tips to maintain team focus and efficiency.
The needs and preferences of customers are not always the same. You need to personalise your message to connect with them, which will help you build stronger relationships and increase the probability of making a sale.
Also, it shows that you value the individual customer, which can increase trust and loyalty.
For example, consider your business as a food delivery service. You can send personalised food recommendations based on their previous orders or dietary preferences.
You can see this more often in food delivery apps like Swiggy and Zomato. They send you a notification with personalised recommendations based on your previous orders and food preferences.
A regular follow-up strategy can help maintain a strong bond with customers and keep your brand in their minds.
They can be your existing customers or potential leads, and by regularly checking in with them, you can show that you value them and are committed to meeting their needs.
Next time, when you make follow-ups, do them more effectively, especially through cold calls.
Here are some helpful cold calling tips for connecting with customers in a more meaningful way:
A lot of customers want to buy a product and even have it in mind, like a wish list. But sometimes, doubts stop them from making the purchase.
As a business owner, you can clear those doubts by sharing customer reviews, testimonials, or success stories.
A study by BrightLocal found that almost 98% of people read reviews before buying something.
So, try to give the confidence to your customer the confidence to buy your products.
Sales tools are digital software solutions developed to support businesses in streamlining their sales processes and improving overall performance.
Companies using manual sales tracking often miss opportunities and fall behind competitors with modern sales tools.
These tools can include customer relationship management (CRM) systems, email marketing platforms, and sales automation software.
Choose the right tool for your business to improve productivity and strengthen customer relationships, helping you achieve your sales goals.
Training your sales team is one of the best ways to grow your business.
Make sure your team knows your product well and teaches them how to sell it effectively.
Provide regular support and feedback to help them improve.
When your team understands what they’re selling, they can easily answer customer questions and handle doubts. This builds trust and helps close more sales.
In other words, training your sales team is equivalent to investing in the success of your business.
Every successful business thrives when it has a clear structure, practical steps to address challenges, and a roadmap to grow consistently and confidently.
Competitors can be powerful motivators for innovation and growth.
Analyse competitors’ strengths and weaknesses, understand their pricing strategies and identify the areas where you need to improve your business, along with how to position your product to stand out in the market.
Understanding this allows you to position your offering more effectively in the market and emphasise your unique selling points (USP).
A referral system in business is a strategy where satisfied customers are encouraged to refer new customers to your business.
If your business does not offer any referral incentives currently, it may be missing out on a valuable opportunity to grow organically.
Consider implementing a referral program to get potential benefits and increase customer loyalty.
Referral programs strengthen existing customer bases and make them more likely to refer new customers to your business.
Every business needs to set achievable goals in order to measure progress and stay on track towards success.
Setting specific, measurable, attainable, relevant, and time-bound (SMART) goals can help businesses focus their efforts and resources effectively.
If you didn’t set any goals for your sales team, then your business may struggle to see growth and success.
Tracking sales metrics and analysing the data regularly provides valuable insights into what’s working and what needs improvement.
After setting achievable goals, it’s important to monitor key metrics to ensure those goals are being met efficiently and effectively.
Setting goals without tracking progress is like dreaming without doing.
For example, take Lenskart.
The company set clear goals to improve its conversion rates by giving free home eye check-ups, along with expanding its reach through offline stores.
By regularly tracking how many trials converted into purchases and monitoring the performance of each new outlet, Lenskart was able to grow efficiently, improve profitability, and eventually become a unicorn.
Having a single sales goal for all types of businesses may not be the most effective approach. Each type of business may require different sales strategies and techniques to achieve success.
Below are some examples of sales tips customised to the needs of different business types.
If you are selling goods and services on the Internet, it is really tough in today’s competitive online marketplace.
To succeed in online sales, follow these sales steps:
In addition, based on the performance matrix, make changes and analyse your data carefully, which helps you to reach your goals.
A retail business sells goods and services directly to customers. So, it is not an easy job.
Try the following sales tips to make more sales in your retail business:
Manufacturing businesses need to focus on production processes and quality control, and should be updated with industry trends.
As a manufacturing industry, you need to focus on the following areas to increase your sales:
Selling products and services directly to B2B buyers is like building long-term partnerships rather than one-time transactions.
Try to understand each one’s needs, provide personalised solutions, and maintain open communication to build trust and loyalty.
Selling a service is really a challenge, as it is intangible and requires a different approach than selling a physical product.
You can increase sales if you do this:
SaaS sales are different from other industries, and the competition is really high.
To stand out in the market,
Identifying your business type is an important step in implementing these sales tips.
Whether you are a SaaS company or a tech product provider, understanding your business type will help refine your sales approach to effectively reach your target audience.
Choose the most relevant from the 13 sales tips to solve your problems. If you struggle to gain trust from your customers, use social proof to build trust in your business.
By showcasing the reviews and testimonials of your existing customers, you will gain trust.
Try using these listed sales tips and make them achievable goals.
For instance, if you want to increase your revenue growth, set an achievable time period and track your progress. This habit helps you stay focused and motivated to reach your goals.
Invest your time in training programs that focus on implementing these sales strategies effectively.
If you spend time training the salespeople, they can understand your product better and become more confident in selling it to potential customers.
This leads to increased sales and revenue for your business.
Using sales tips and setting goals is not enough to achieve your goals, and you need to track and measure them regularly.
Reviewing sales strategies regularly allows you to identify areas of improvement. Depending on that, make adjustments to achieve better results in your sales.
Learning the right sales tips and tricks is essential for effectively reaching and engaging your target audience.
I hope this blog provided useful insights on how to effectively sell your product and improve your sales strategy.
Try implementing these strategies in your sales approach to see positive results in your business growth.
Good luck!
None can destroy iron, but its own rust can! Likewise, none can destroy a person, but their own mindset can.
Former chairperson of the Tata Group
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