10 Tips to Increase Your Sales

Written by Jill Konrath

Want to take your business torepparttar next level? If so, take these actions. They’re guaranteed to make a difference in your sales results.

1. Clarify your value proposition Strong value propositions are essential for getting in to seerepparttar 127182 corporate buyer. Make sure you can clearly articulaterepparttar 127183 business outcomes customers get as a result of using your product or service.

Be precise - numbers, percentages and time frames make your value proposition even stronger.

2. Target a specific market segment Don't chase every available opportunity. Focus. Focus. Focus. Increase your knowledge and expertise in a particular market segment.

Learn as much as you can about their business needs, terminology, issues and marketplace trends. This significantly increases your client desirability.

3. Prepare Ad Infinitum Today's customers suffer no fools. Unprepared sellers are quickly escorted outrepparttar 127184 door. Before you meet with any new prospect, research their business.

Read their annual report, check out their website, interview their clients, review analyst's reports. Find out what's important to them, their challenges, goals, and strategic imperatives.

4. Create Seductive Ideas Use your brain and think for your prospective and existing customers. They’re so busy putting out fires, they lack time for problem-solving, strategic thinking, creative alternatives or even reflection.

A seller who consistently brings business ideas torepparttar 127185 relationship becomes indispensable - winning contracts with minimal competition and at full dollar value.

5. Slow Down, Lean Back Don't try to rush sales - even if you’re desperate. Customers feel your push and immediately erect a wall of resistance. On first sales calls do NOT lean forward.

To maintain a consultative approach you must LEAN BACK. The minute you lean forward, you're "selling" - trying to get your customer to buy. Lean back. Slow down. And you'll getrepparttar 127186 business sooner.

6. Pursue Quality, not Quantity Make fewer sales calls - but much better ones. Focus all your efforts on preparing forrepparttar 127187 call. Determinerepparttar 127188 logical next step for each meeting. Then, working backwards, think about what you need to do to make this outcome a reality.

Selling To Your Difficult Person

Written by Pat Wiklund

We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. But, when we own a one person business, seeing someone as difficult gets inrepparttar way of our selling effectively and their buying wisely.

It is easy to blamerepparttar 127181 other person. They'rerepparttar 127182 difficult ones. But,repparttar 127183 truth is, if you find someone difficult, for sure they will find you just as difficult. And, if you're difficult they won't want to work with you. They'll take their business elsewhere.

It's just human nature to dig in our heals when we're irritated. We want them to change. We want them to be likerepparttar 127184 folks we find easy to deal with. And they feelrepparttar 127185 same way. They dig in their heals too. They want us to change. Then when we don't change they leave. They won't buy, even if we haverepparttar 127186 perfect solution to their needs.

Selling to difficult people works best when we step back and let them setrepparttar 127187 stage for our sales call. Follow their pace. Give them information inrepparttar 127188 way they best understand Speak to their needs. When we start where they are it is more likely we will lead them torepparttar 127189 sale.

Sally told her prospects so much, so fast, everyone was overwhelmed. She was stuck on fast forward. She truly believedrepparttar 127190 fasterrepparttar 127191 sales presentation,repparttar 127192 more sales a day she could make. Yet when she finally slowed down, she made fewer presentations but many more sales.

Sally's mistake was meeting her own comfort and needs, not her customers' comfort and wants. If she had focused on her customers' comfort and wants, she would more easily closerepparttar 127193 sale.

The easiest customers to be with are people like us. Selling to someone not like us is harder. We have to choose how to approach them.

Most fast paced, high energy sales people prefer fast paced prospects. If this prospect is task oriented, they quickly cut torepparttar 127194 bottom line. No small talk here. Giverepparttar 127195 facts first and fast. You have what they want, they buy. You don't have it, they leave, often with a disparaging remark asrepparttar 127196 door closes behind them.

Cont'd on page 2 ==>
ImproveHomeLife.com © 2005
Terms of Use