How to boost your sales!
Last week we discussed one of the most critical parts of any business, marketing.
Which is one of the business fundamentals and a part of what we call The Six Pillars to Exceptional Growth.
These are the nuts-and-bolts basics without which no business can succeed over the long term.
If you don’t have confidence and clarity around each of these pillars, your business will collapse sooner or later – most likely sooner.
It’s about predictability for long-term profitability.
This is the foundation premise for your business. Get brilliant at the basics. It’s about mastery.
You must be brutally honest with yourself when you rate yourself in each of these areas:
So, over the next 5 weeks, I will be discussing each of these pillars and giving you an action plan, so that you can up-level each of these areas within your business.
Last week, we discussed Marketing, which is a critical component of LEADFLOW.
This week, we are discussing Sales.
If you have generated attention and interest via marketing, now you need a call to action.
You need to make it easy for your customers to buy from you with a process of multiple steps, so that when people knock on your door you lead them through the process.
Remember, your competitors are lurking just around the corner waiting to snap up customers if you make things difficult.
Sales is the only activity that actually puts money into your business.
Everything else takes it out.
It is fundamentally important to grow this.
So how do you boost your sales?
TIP 1: WHEN IT COMES TO SALES, THERE IS NO "CANNOT'
If you’re trying to sell with the preconception that the best salespeople are experienced or outgoing, then you’re going to fail.
Anything we pursue in life; is only achieved by working hard and developing the sales techniques that work for us as individuals.
Try, try harder and try a new approach, until you find the key to your sales success!
TIP 2: LISTEN TWICE AS MUCH AS YOU SPEAK
Questions help establish how a conversation should be managed.
Far too often we will bombard a potential customer with an overload of information.
If you listen to their responses and then craft your replies to accommodate and understand their needs and how your service would benefit them.
They will be much more invested in the benefit of your business’ products or services to their lifestyle.
TIP 3: DON’T ASK CLOSED QUESTIONS!
The way that you structure an offer, value benefit or discount -- and the success of this offer -- depends upon the questions you ask when getting to know the customer and their needs.
For example: discover how a 2-year warranty for $100 more could benefit their situation, and then offer it as a deciding motivation for them to purchase your product.
TIP 4: HIGHLIGHT THE PRODUCT'S BENEFITS, NOT IT'S FEATURES.
No potential customer has time to hear about the features of a product or service.
The enticing incident that secures their interest and likelihood of purchasing your product or service lies in how your business can benefit their lifestyle.
What is in it for them? Don't just list features -- how will they directly benefit the customer?
TIP 5: PITCH YOUR SOLUTION AS AN INVESTMENT, NOT AN EXPENSE!
A cost is something that we incur, not something that usually benefits us. An investment will yield value over time.
Endorse the return on investment when selling and avoid promoting the cost as a deciding factor for your potential customers purchase.
Replace the cost with investment and see where this alteration takes your sales revenue.
Implementing these 5 things can help you kickstart your sales.
Remember, Marketing and Sales are the only things that put money into your business, everything else takes it out.
Next week will be moving on to Business flow.
Power to you!
CEO, Business Benchmark Group
Looking for a business coach? Find out more about the Board of Directors 12 Business Coaching Program.
Stefan Kazakis on 5 May 2018
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