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10 Ways to Increase Your Sales No Matter What Your Product is

Contributed by editor on Apr 10, 2019 - 11:35 PM


Whatever the product you are selling, you are going to face the same challenges to hit your targets and make your sales.


Many people fail to appreciate the hurdles a salesperson must clear to close a sale, and the pressures salespeople are under to hit their sales targets and earn their commission. Many people working in sales are a part of a sales department that has its own sales target to achieve for an extra commission for the whole team. When you consider these factors, it is easy to see why a successful salesperson can enjoy many of life’s luxuries and an affluent lifestyle, and those unsuccessful in a sales department struggle so hard to make ends meet from month to month. Here are ten ways every salesperson should know to increase their sales and their earnings.


Manage Your Time


A sale takes the same amount of time whether it’s for £100 or £100,000. Manage your time more effectively by targeting higher value leads. You could spend all day chasing a client for pennies while your competitor is out there banking hundreds of pounds in the same amount of time. Research your sales leads and see where the demand for your product is highest, and spend your time making bigger sales.


Be Prepared


Never approach a sales lead unprepared. You should know what their needs are better than they do and understand their job and its demands. Sometimes you are going to have to prove to them that they need your product. Their first question will often be Why? Why you, and why this product are two questions that you should have answers prepared for, specific to the lead. Many sales leads collapse because the salesperson simply has not thought about the sale from the buyer’s perspective.


Sell Solutions


Products are a solution to a problem, but everyone is selling a product. Try and make the sale you a trying to win a solution to a buyer’s problem. If your competitor’s product ‘X’ is costing them 200k a year and you can provide your similar product ‘Y’ for 150k a year, you can sell the saving as a solution. You can help them to save money and increase the spend in other areas of their business.

 
Aim High


Buyers like to think they are getting a deal, and a good salesperson wants them to think that too. Many sales will have a negotiation phase, where a sales prospect will want to see you drop the price for them. They will want to report to their bosses that they haggled and got their company a deal, and you need to give them that, but it shouldn’t be at your expense. Start with a higher price, but show you are willing to negotiate. As the customer brings the price down, they feel they are getting a good deal, but are paying closer to the starting price.


Control the Call-back

 
The further you get through a sale funnel, the harder it becomes and letting a buyer control the timeframe can leave you waiting and wondering if the sale will ever happen. There are many ways to stop your sale slipping through the net, you can read more here about tactics to get the sale done in one call. Don’t let yourself get stuck waiting for a call-back that never comes.


Use Testimonials


Positive feedback from other customers is a powerful sales technique. Being able to demonstrate that you have satisfied a similar demand before, and done it while impressing and charming the client, can be very persuasive to a prospective buyer. Having a short narrative about your last sale that you can work into your pitch is a good ploy, and you should be able to back it up with names and dates to convince the client you are on the level.


Show the Value


You know all about your product and the value it represents to a customer, or at least you should do. It can sometimes be hard for a sales lead to see the value of a product. When your price structure is scaled so the more they buy the more they save, this can make it harder for people to work out the value. Demonstrating value should be a part of your pitch.


Network to Get Work


It’s not always what you know, but who you know. Making sure you make connections at sales events and conferences can bring all kinds of leads to your desk without you having to try too hard. Some enterprising salespeople even use email lists as a way to connect with people. Sending out a smart, witty email on a weekly basis about sales and products has generated leads for them from home.


Remember to Always Be...


Closing? Calling? Prospecting? People think there is just one ABC of sales, Always Be Closing, but the fact is sales is full of ‘ABs’. If you are a sales person who is sat at their desk and not chasing a lead or prospecting and researching, then you are failing to do your job. Hitting your sales targets, and turning leads into buyers into regular clients, takes constant effort. If you’re not working, you’re not earning.


Get Referrals


Stronger than a testimonial, a referral from a friend of a lead or another department in their organisation is one of the ultimate weapons in sales. Nothing gives a lead more confidence in a salesperson than your recommendation from one of their peers. It is always worth asking a client at the end of the sale is there is anyone they know who could use your service and building that into a referral.


Working in sales is fast-paced and high pressure, but the rewards make the demands it places on you worth it. You just have to make sure you are doing all you can to earn them, becoming the number one salesperson in your company is maybe easier than you think.

 

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