They might seem like synonyms, right? But the truth is they are quite different things. Selling intelligently is not just exchanging a service/product for money. The sale has goals beyond itself.
Sales Goals
Customer retention is a goal of the sale. It's necessary for the customer to return and recommend your offer. A company survives well when there are regular customers. This creates stability.
Imagine a company that sells to 45 customers one month, to 120 the next, and then to 33 customers the following month. This generates instability throughout the business. These peaks cause a lot of insecurity and anxiety among all employees.
So, that month when it sold to 120 customers doesn't represent the company. Wouldn't it be better to sell to an average of 60 to 70 customers over those three months? This is stability, it gives the company a profile, employees know what to expect, and they feel more secure.
What is not selling well?
Selling to the wrong people is a problem. You need to understand and know your audience. Many people become desperate to sell and end up targeting the wrong audience because they buy more quickly. This can cause various damages.
Therefore, define your target audience very well and invest in them. The wrong people do not become loyal, and if the company is not suited to serve them, they will leave dissatisfied. This can also affect the company's image, even to the target audience.
How to do this?
These sales instabilities usually happen when the company invests in certain promotions to attract people who approach the company just for profit. Promotions should be aimed at the target audience, with the goal of introducing products/services. They are not to fill financial gaps.
Study Leads and learn to define your company's persona. This way, you'll be able to attract the right people!