Sales may have a negative connotation, but it doesn’t always have to be so direct and intrusive. Increasing sales takes more than having a great product.
How can you increase sales without being too pushy? Use these creative ideas:
Clarify your mission
Begin by understanding your business niche. What do you do best? Who needs what you do? How do you best approach these prospects? How much are they willing to pay? If these questions are not answered easily, campaign at the top for clarity and vision. Source: sellingpower
Talk to Your Current Customers
Your current customers are one of your best resources for increased revenue. It’s much easier to upsell a client who already is familiar with your work, the quality of your product and services, and has already incorporated aspects of your services into their business.
If you’ve built a relationship with your clients, and they consider you a trusted partner, then they are likely willing to share current challenges they are facing. By listening, you can easily analyze how you might be able to help them address these challenges by offering new or alternative products. This approach allows you to continue to be a good partner while also increasing your revenue. Source: quickbooks
Develop Your Competitive Advantage
You define your competitive advantage, the reason for buying your products or services, in terms of the benefits, results or outcomes that your customer will enjoy from purchasing your product or service that they would not fully enjoy from purchasing the product or service of your competitor.
Focus on the benefits of what makes your product better than others. Source: briantracy
Give your full attention
When a customer is considering making a purchase, you want to give the impression that you're available to fulfill any needs or answer any questions that may arise. You don't want to give the impression that you're distracted or that you're attending to your customer as an afterthought. Whenever possible, interact with customers on a personal, one-to-one basis, returning to your other duties only when the job is done. Source: wikihow
Create a flow of consistent leads
Unless you have a one-of-a-kind product or service, you will need to do some marketing to inform people about your offer and selling to push them to make a purchase. Not everyone will make a purchase during the first point of contact. This is where the very important nurturing process has to take place in order to qualify people as leads. You create leads by providing content that educates your audience about the value of your product or service. This is done through your blog, webinar, e-book, and guides. These lead generation tools help build up the interest of people, turning them into solid leads who can be converted into customers.
The best way to improve your sales process is to study your customers and prepare yourself for any questions they might throw at you. You never want to appear unsure of what you are talking about when communicating with leads. Hesitation could stop them from committing to becoming a customer. Therefore, you need to commit yourself to improving your sales skills daily. The people who are underperforming with their sales are those who do not have sufficient leads to nurture. This is why you need to make sure that you are keeping a full pipeline of leads, and never operating with an empty reservoir. You can never have too many leads, especially when sales is a numbers game to begin with. Source: incorp
Prioritizing
To harness your most effective thinking, decide which activities are most important at the beginning of each day and then focus on one activity at a time, to the exclusion of all others. Source: jillkonrath
Personalize Prices
One big thing separates good sales teams from bad ones – a relationship with the pricing team. Sales and pricing professionals constantly butt heads, but if they don’t work together to build profitable deals, your company can’t possibly move forward.
Work closely with the pricing team to dig into customer and product mix to build truly unique prices based on specific customer needs and product strengths. Don’t try to sell prospects something they don’t need at a price that doesn’t work for them. Figure out what they value and sell on that instead. Source: thekinigroup
Delivering Persuasive Presentations
If you are not good at getting your message across to potential buyers, you will find yourself lacking enough impact to close on deals. While not every sales rep needs to deliver visual or oral presentations, those that do had better be darn good at delivering effective and persuasive ones.
Sure, the internet continues to change the way we deliver and display information, but that does not mean you should ignore being good at delivering presentations to prospects. Source: thebalancecareers
Encourage Your Sales Staff to Upsell
Essentially, upselling involves adding related products and/or services to your line and making it convenient and necessary for customers to buy them. Just placing more products near your usual products isn’t going to do much. How to increase sales? Persuade the customer of the benefit. Source: thebalancesmb
Invest in Quality Product Images
Regardless of what you sell, include high-quality images of your products – no tiny thumbnails or poorly lit shots taken in your stock room. Also be sure to include a wide range of images. It might seem overkill to include shots of your products from every conceivable angle but try it out. People love to kick a product’s proverbial tires before buying, especially online. Source: wordstream
Boost Morale
Morale is similar to confidence: A sales team with high morale will always outperform one with low morale, getting more work done with fewer resources and a better attitude.
Strong team morale is the result of good management. Here are a few steps you can take to boost morale:
Be trustworthy; always keep your word.
Convey in words and actions a concern for the welfare of your sales team.
Demonstrate a commitment to excellence in all aspects of the business. Source: business2community
Stay Organized
If you’re disorganized as a sales manager, then your entire team will be disorganized. Organization is something that can be taught, but you need to be willing to put in the effort to learn.
Whether you’re a salesperson or a manager, think about how miserable your sales life would be if you didn’t have an organized sales track to follow. Organization is paramount in any facet of business, but sales are so important to the growth and sustainability of a company. Without sales, the company sinks. So, stay organized! Source: customerthink
Ask for Feedback
Especially on what your offerings lack. Is there a specific problem that you could help them with?
For example, a printing company might do an excellent job printing promotional brochures that clients mail out to generate business. A client who wants to automate the process even more could be interested in having the envelopes printed and addressed. They may even like to have the printing company handle the mailing itself.
If you can provide a broader range of services for your current clients, you become even more essential to their business. That means more sales and a stronger relationship. Source: thrivehive
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