In the world of sales, you will find plenty of tips and advice that rarely pay off.
Often you can drown in this sea of information that leaves you more confused than when you started. The following are five ways to increase sales starting today. These are easy to use and practical ideas you can implement right away.
Practice the Art of Active Listening
#The skill of listening is not taught and rarely mastered. We will look at two types of listening; passive and active. If you are passively listening, you are probably making your mental grocery list, or worse looking at your phone. Less than 20% of the information is remembered when passive listening.
Active listening takes discipline and focus. You direct all your attention at the moment and become fully engaged in the speaker's words and body language. You don't let outside sounds, interruptions or people distract you while listening. This type of listening leads to greater understanding and is a compliment to the speaker. Let them know you are engaged by nodding in agreement, verbal acknowledgment and directing your body to face them.
Gain Buyer Perspective
Gaining buyer perspective increases your emotional intelligence as well as your sales. Begin thinking about the challenges your buyer is facing in their business, issues like hiring are universal.
Here are a few examples of typical business issues: operating costs, regulations, supply costs, taxes, technology, competitors, reputation management, downsizing, global markets, mergers, safety, locations, customer satisfaction, employee morale, hiring, acquisition, etc. Aligning your solution to fix their problem is the key to unlocking more sales.The more you understand their problems, the more prepared you will be to help solve them.
Make a plan
Why should the buyer see you, why should they care? What will happen next? Ask yourself these questions when planning a call, be relevant to your buyer. Write out your plan to provide maximum value. In today's challenging sales environment just “winging it” with your sales is not an option. Failing to plan is like planning to fail. When you plan the sales process, you have a GPS to navigate the sale.
Look to the past to determine the future
Who has bought from you before, why? Knowing why past customers have bought can position you for future buyers. Take your best customer out for lunch or coffee. Ask them what they like about the company and you. Let them know you are trying to determine the best way to help others. Don’t forget to ask if they know anyone who might benefit from you and your offering. Referrals are one of the most overlooked ways to increase sales. Make your customers into raving fans who give referrals by creating sales experience that's extraordinary.
Selling to Existing Customers
Have you ever had a buyer that threw you a bone and gave your competitor the steak? It may be time revisit these buyers. The timing could be right for them to buy more. You never know unless you ask, and it is much easier to sell to an existing customer than to find a new one. Try these practical tips to increase your sales today.