It can be frustrating when you know exactly what you need to improve your sales, but your boss refuses to listen. Getting new sales tools isn’t always top priority for the higher-ups at a company, because they usually don’t see the direct benefit. However, as a salesperson you have the art of persuasion on your side.
Here’s how to persuade your boss to invest in the right sales tools:
Gather Your Evidence
Now, the most important thing to do is make sure you aren’t wasting your boss’ time (or making them feel that way). The minute they think otherwise, you’re out, you’re done, you will not pass pass go, you won’t collect $200… It’s up to you to prove that what you are saying actually matters.
The best way to ensure that your boss is on board with the sales tool you are suggesting is to provide cold, hard evidence on why they should adopt this specific solution. Using statistics is one way to do so. For example, if you wanted your boss to adopt Spiro’s sales automation CRM, you’d let them know that Spiro’s customers report reaching 47% more prospects, once they start using Spiro’s Proactive Relationship Management platform. It’s hard to argue with such an impressive figure.
Show Them the Money
It’s likely that even if they’re apprehensive about whatever new tool you are trying to convince them to buy, that your boss is already spending quite a bit of money on other sales tools. It’s also likely that they’re not getting as much bang for their buck as possible. On average, companies spend $4,581 per rep, per month on sales tools. And, they’re using 6 different tools, including those for social prospecting, presentations, email engagement and pipeline management, in addition to CRM and data/list services. The truth is that many of today’s sales tools can actually perform more than one of these functions.
By convincing your boss to adopt a new tool that performs multiple functions, you will save them money. So, don’t be shy – let them know that. Sometimes, the higher-up employees at a company are actually disconnected from the amazing sales tools available today. This is because these tools were simply not available in the past. Your boss might not even know that a Proactive Relationship Management platformcan help with prospecting, pipeline management, and email engagement – consolidating these functions into one cost-effective tool!
Appeal to their Selfish Side
Sure, that sales platform you are pushing for will eliminate data entry, generate intelligent reports, and create reminders for you. But, to be completely honest though, your boss probably only cares about how those things affect them. So spell it out for them . Hold their hand if you have to (metaphorically, of course. Don’t be weird.)
Let them know that the tool you are pushing for will help their sales team reach more prospects and close more deals. And, point out the fact that increase in their team’s success makes them look better, all without any extra work on their part. It’s a win-win situation, and you should portray it as such.
Create a Loyal Following
Don’t make the mistake of thinking that your boss is the only person you will need to have on your side. Your argument for these new sales tools will be so much more persuasive if you have the rest of your coworkers on board as well. So, get them excited! Let them know exactly how the tools you are pushing for will improve their lives. Will it eliminate dreaded data entry? Create their sales reports for them? Address their unique pain points to ensure that they’re on your side.
It’s a lot harder to say no to a group of 20 people than it is to say no to a single rep. At the very least, having a small army of people behind you will ensure your voice is heard. If you aren’t having much luck getting your boss to hear you out, start by getting your peers involved in the cause as well.
The Proof is in the Pudding
If you really want your boss to commit to buying these great new sales tools, the best way to do so is to show them that the tool really does work. If you can just get your boss on board enough to book a demo and the sales tool really is great, they should be ready to invest immediately afterwards. Let the tool speak for itself.