If you are in business you are sales, simply because without sales you have no revenue and no revenue means no business. To help you achieve more revenues here are 5 top sales tips:
1. Wetsuit or T-Shirt – how easy is it to buy your products or services?
Is it as easy as putting on a t-shirt or is it as tricky as trying to get into a wetsuit?’ To discover if you are a t-shirt or a wetsuit company try buying from your own company via all the channels your products or services are available. You may be surprised by how many ‘barriers’ there are that will potentially prevent people buying from you. In an era where ‘selling’ is increasingly about making it easy for people to buy you need to identify those barriers quickly and find ways to remove them.
2. Be seen as an expert
If you are recognised as an expert in your field you will attract more enquiries. Promote and share your expertise through articles, posts, newsletters, video, speaking and networking.
3. Be ready to respond
It is reckoned that around 70% of buying decisions are made before any direct contact is had with the potential supplier. If your phone rings or an email arrives or you receive a direct message via social media or someone walks in through the door you need to be ready to respond quickly.
We live in a world of high expectations and that includes speed of response. Make sure you respond quickly to all inquiries – even if that means a holding response ‘Sorry I can’t take your call / answer your email but I will get back to you….’ Other top tips : Check how long your phone rings for before it jumps to your voicemail and check what your voicemail message is as well as your ‘out of office’ email message.
4. Offer Alternatives
If your proposal to a potential customer has only one option it’s very easy for them to say no to it. And where does that leave you? On the basis that your potential customers prefer to buy rather than be sold to offer them more than one option when presenting your proposal. Three alternatives offers a choice and significantly increases your chance of gaining an order. The three can be similar but with variations which could be based on a number of factors including quantities, timings, price levels, level of back up service, etc… Try it – it does work.
5. Know when to press the Mute button
The vast majority of us like buying but we don’t like been sold to. Therefore salespeople who just talk are the ones we are likely to be put off by. Today’s best salespeople ask really good questions, listen to the answers and then steer the customer towards the product or service best suited to their particular needs, via three alternatives within their proposal.
And then they know to press the Mute button.
They know when to shut up!
Most ‘salespeople’ find it hard not to speak and have an uncontrollable desire once a silence occurs to break it. Don’t do it!
Interrupting is also a sales preventer. Let the buyer do the talking. Then ask for the order. Then don’t speak!. Give the buyer time to think and respond. It’s not easy to do (being on mute) but it will be worth it.
Need some sales energy and momentum?
If your sales effort or sales team needs re-energising please get in touch with me, Trevor Lee, on 07785 390717 or email me via firstname.lastname@example.org.
I will create sales momentum for your company through my highly interactive ‘Sell More’ workshops, as well as through speaking at or being involved with your sales meetings or business conferences.