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Common Questions and Answers
Well it looks like we’re finally heading for some hot weather, at least in most parts of the UK. So this week I thought I’d share with you some of my common-sense summer sales tips. Every one of these tips will help you increase your sales success – IF you take action!
How compelling are your sales goals? So many sales people and business owners have lack lustre goals. Maybe ‘I want to reach target’ or I want to progress’, ‘I want more money’. If you have mediocre goals, you’re setting yourself up to be ordinary, not outstanding. Shouldn’t you be aiming to be outstanding, and with some structure to help you get there? Revisit your goals and make them outstanding.
Does your marketing talk about you? Your company? Your products? How many awards you’ve won? How boring. It should be talking about ‘them’, the problems they can get solved, the goals they aspire to, how they want to feel. If your brochure, your emails, your website talks just about you, you won’t be making any where near as many sales as you could be…ouch!
Make sure you stay in front of the people you want to do business with. This might be a phone call, an email, a newsletter, social media posts, or all of these. Stay in their consciousness and when the time is right, there’s a greater chance they will do business with you.
If you go to networking events it’s tempting to head for those people there that you already know. Yet if you really want to get the greatest value, make yourself spend the vast majority of your networking time with people you don’t know. More challenging? Possibly. More rewarding? Definitely!
If you make regular presentations as part of your sales activity, when was the last time you practised and filmed yourself? It’s so easy to film yourself these days and you’ll find it invaluable as a tool to help perfect your presentations. Ask others to view it too – feedback is essential if you’re going to improve.
Never think you are selling a commodity. If you do, you are condemning yourself to always sell on price. There has to be value in there somewhere. If not on the initial sale, then maybe in the sales process itself, in the guarantee, the after sales, the delivery, the after sales advice and care – there’s usually some way you can add value to the most basic of products.
What reasons and excuses are you giving to yourself for any lack of sales? Think deep. Recession? Too much paperwork? Not enough time? Spending cuts? Budgets frozen? Bad news – these are not genuine reasons. Now think again – what are the REAL reasons for you not getting the sales results you want? Go deep.
When selling, don’t forget the buyers’ challenges. They often have to get others to buy in to your proposal. Your proposal may initiate internal change that the buyer has to promote internally. They could have to negotiate through all the internal politics, nurture internal relationships and a whole lot more. That’s why you have to support the buyer and why it sometimes takes a long time for decisions to take their course.
Do get in touch if you need any more information on any of these.
Enjoy the hot weekend!
Until next time.
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking