Sales are the backbone of any business. Without effective sales strategies, even the best products struggle to reach the right customers. To grow your business, you need a solid approach that combines knowledge, conviction, and smart techniques.

This article will introduce you to nine essential sales strategies that can take your business to new heights.

1. Product Knowledge + Product Conviction = Sales

A salesperson without product knowledge and belief in the product cannot succeed. According to the Shrimad Bhagwat Gita, self-doubt leads to failure.

• Sales start with product knowledge and conviction.
• If you don’t trust your product, customers won’t trust you.
• Sales are about transferring enthusiasm and confidence.

Top 5 Reasons for Sales Failure:

1. No need
2. No urgency
3. No desire
4. No trust
5. No money

A strong belief in your product will help you overcome these barriers and close more deals.

2. Nail the Value Proposition

A value proposition explains why customers should buy from you. It should be relevant and quantifiable.

Example:

If you sell software to a bank, explain how it can:

• Reduce costs
• Save time
• Increase revenue
• Improve customer experience

Customers buy when they see more benefits than the cost of your product.

3. Lead Scoring – Identify the Right Customers

Not every lead is worth your time. Lead scoring helps prioritize potential buyers.

• Rank leads on a scale of 1-10.
• Categorize leads as hot, warm, or cold.
• Use colors (red, yellow, green) in CRM to track priority.
• Focus on sales-qualified leads (SQLs) to maximize conversion rates.

4. AHT (Average Handling Time)

Time is money. AHT measures the average time spent on each customer.

Formula: Average Handling Time = Total Talk Time / Total Number of Meetings

Ways to Reduce AHT:

• Train employees to communicate effectively.
• Record and analyze sales calls.
• Prepare sales materials in advance.
• Provide FAQs for quick responses.

Optimizing AHT improves efficiency and customer experience.

5. Purchase Action Ratio

Businesses spend heavily on advertising and awareness, but not all leads convert. The Purchase Action Ratio ensures that prospects move from awareness to action.

Steps to Improve Conversion:

• Train your sales team.
• Use content remarketing (WhatsApp, infographics, retargeted ads).
• Focus on engaging potential buyers rather than just attracting views.

6. BANT Sales Technique – Qualifying Leads

BANT helps determine if a lead is worth pursuing. It stands for:

• Budget – Does the customer have the budget?
• Authority – Can they make the purchase decision?
• Need – Do they actually need your product?
• Timeline – When will they buy?

Benefits:

• Identifies high-potential leads.
• Improves sales effectiveness.
• Reduces wasted effort on uninterested buyers.

7. Community Partnership – Build a Loyal Network

Communities drive businesses. Connecting with the right group boosts trust and sales.

Examples:

• Bada Business focused on entrepreneurs and professionals.
• Zomato started as a food lovers’ community before monetizing its platform.
• Starbucks offers free WiFi to attract young professionals.

Find a niche community that resonates with your brand and build strong relationships.

8. B2B MEDDIC Sales Technique – Selling to Big Brands

For complex B2B sales, use the MEDDIC framework:

• Metrics – Show economic impact (profit increase, cost reduction).
• Economic Buyer – Identify decision-makers.
• Decision Criteria – Understand how they choose vendors.
• Decision Process – Learn their buying process.
• Identify Pain – Find their major business challenges.
• Champion – Partner with an internal advocate who supports your product.

This structured approach helps close big corporate deals.

9. MLM & Direct Sales – The Power of Networking

Multi-level marketing (MLM) and direct sales require specific personality traits. The most successful people in these fields are:

• Idea men – Visionaries who create new solutions.
• People men – Relationship builders.
• Action men – Decision-makers who drive results.

Success Metrics in MLM:

• Number of daily calls and meetings
• Number of repurchases
• Number of new hires
• Engagement in training programs

Tips for MLM Success:

• Build relationships, not just sales.
• Develop strong product conviction.
• Keep learning and improving.
• Track personal and team performance.

Conclusion

Implementing these nine sales strategies will help you:

• Close deals more effectively.
• Improve customer targeting.
• Increase sales conversions.
• Build a sustainable and growing business.

Start applying these techniques today and watch your sales skyrocket!