The 5 Instantly Actionable Steps To Increase Your Sales

Are you looking for ways to increase your sales? An effective sales strategy involves a number of processes that you can follow. Here are 5 of the best from Jenny Cartwright at Sales and Telesales Solutions

 1. Build the Perceived Value

Getting the product in the customer’s hands is the job of a salesperson. Value creation will help predict the whole thing, as the following equation expresses it: No Value = No Sales.

You must engage with people to sell your product. You must look for ways to pique the interest of these people. That is why you must bring value. Here is a critical caveat; There is a difference between value and perceived value.  You can do that by adding additional services or products to the main product you are selling.  These additions can be things that do not cost you personally much  (eg e-books, a free coaching session, a dvd) but add massive perceived value to the main product or service  you are selling.

This is great news for startups in crowded, competitive spaces and/or the ones that are starting to develop their products. Build the perceived value to increase your sales. It makes it easier to sell your products.

2. Be Ruthlessly Organised

The golden rule of sales in 2021 is a sales action (email or a call) did not happen if it happened but you did not track it in a CRM.

It is impossible to keep all of the contact details, actions items, dates, next steps, email threads, and notes organised in your head. That is why CRMs are critical. If you work within a sales team, then these problems can scale enormously. Salespeople at small businesses and startups need to take heed. It is easy to scale quickly if you have a strict, set process in place.

For bookkeeping expert Peter Wilesmith, a failure to keep organised is essentially setting your business up to fail. “If you’re starting your own business, you’re basically in charge of everything. It is vital that you know where all contacts are, all your files are, basically everything. Losing one piece of the jigsaw so to speak will mean you’re never able to get it back, and it will all slowly unravel into total chaos.”

also use CRMs to track your sales performance and output. It is easy to know how your daily and weekly output looks like (in terms of deals progressed, deals created, emails sent, calls made) after using the CRM and you have a couple of weeks of logging information. It makes it easier to set goals for improving your metrics. Improve your metrics to get more deals and closes in your funnel.

3. Have A Next Step At All Times

Many people and most CRMs visualise sales processes in terms of funnels. The deals come in on the funnel’s left side. Then, they go through progressive steps to closing. Finally, they come out the right side of the funnel as a sale. That is why you must have a clear next step on each deal at all times. The step has to have a set date for action. The deal will just sit in your CRM if there is no next step. It will not go anywhere.

Read moreThe 5 Instantly Actionable Steps To Increase Your Sales

Sales Techniques In China

My husband and I have just returned from a 7 night tour to China

The Sales Techniques Common To Each Place Visited Were:-

  1. We were only taken to government- owned centres so we could be confident that  their goods were authentic.We were told the prices were fixed, so there was no need to bargain.
  2. They had excellent English speakers as guides who were interesting, credible and they educated us first before selling.
  3. They all used the same selling technique of creating fear of what would happen to you if you did not  purchase their offer. They knew they had a target market of over 60s who would be interested in preventing death, heart attack, high cholesterol, arthritis  etc. Therefore they customised their message to their market well.


The Visit To The Silk Factory China – Best Sales Experience Ever!

Read moreSales Techniques In China

Real Estate Selling Techniques

My husband and I have two investment units we want to sell in Auckland, New Zealand, one this financial year, and one next. My husband asked my advice which agent to go with and I said,“Well, who has impressed you with their real estate selling techniques? Who has been chasing you on email or phone for your business consistently in the last 3 years? Who has been sending you useful information over the years to stay in touch?” He had two agents who immediately sprang to mind so we contacted them both for their sales propositions to sell our unit.

They both had the same commission rate so nothing to differentiate  their real estate selling techniques one from another but then we were going to New Zealand in February for my Global Speakers Conference  and wanted to set up an appointment to meet with each one of them .  Unfortunately Ben, the subject of this newsletter was going away for 4 weeks on holiday and would not be there.  Therefore we met with Deborah, the other agent. She was intelligent, experienced and had proof that she had sold more units in our building than anyone else. She also had good rapport with the owner of the building so she had easy access to the building whenever she needed. We were quite happy to go ahead with her and signed the contract.

Read moreReal Estate Selling Techniques

Questions For Sales

Questions for sales must be strategic. Maybe you do not ask any because you fear you are being too nosy? Well let me reassure you that a customer would much rather be asked something about himself and have a salesperson take an interest in him than receive a salesperson who just talks about what he has to offer. It’s exactly the same in real life when talking to friends or strangers.

I have created my list of most used questions to use in the sales process and would love to share them with you.  Adapt each one to your own situation and have them up in front of you when talking to clients so you can keep the conversation going.

Read moreQuestions For Sales

How To Coach Yourself To Make Telephone Sales Calls

  How to Coach Yourself To Make Telephone Sales Calls is very similar to how to coach yourself to do exercise. I am very disciplined about doing some form of exercise every day of my life but this morning I really did not feel like it.  Thoughts ran through my head like “Have a day … Read more

Telesales Coaching Call Live Critique

Here is a Telesales Coaching Call I did with a customer and it’s part of my CD series “Telesales Coaching Calls Live”. I have copied the transcript of my critique below if you would prefer to read it than listen to it on Track 3.

For trainers who are reading this, I suggest you get your staff to listen and then ask them to critique the call themselves. You will then have my critique in the transcript to add to the coaching.

I hope you get some “ahas…” from these. Here you go:

 

For the whole series of coaching calls click here for more information

Telesales Coaching Call Critique (Transcript of the call)

Read moreTelesales Coaching Call Live Critique

Making Sales by Phone Can Be Marred By One Mannerism

Making sales by phone requires skill. One of the main reasons some staff (particularly new staff)  fail at prospecting is that they do not sound confident .  Well, if you are new, understandably you may not feel confident so you might need to be trained in some simple techniques how to sound confident. You might have to fake it till you make it. This is so important as no-one is going to buy from someone who is not sounding confident in themselves or their product or service. Your job is to generate such confidence in your product or service and transfer your energy to the prospect on the other end of the phone.

When making sales by phone, here are 5 simple techniques to sound confident

Read moreMaking Sales by Phone Can Be Marred By One Mannerism

8 Lessons From A Horrible Retail Sales Experience

1.  When you call someone with an offer and they say “NO,” you can call them again because the next time they might be in a different space.  Persistence does work if you do it in a nice, non pushy way.

2.    When negotiating, don’t drop the price too dramatically just to get the sale. It makes  it look like you were trying to rip the client off in the first place and     makes the client suspicious that the products have much less value.

3.    Do not lie to get a sale.  Offer the client the right option for them even if you lose a bit of commission.

4.    Pay the client a compliment when you first meet them . Comments and  criticism do not build rapport.

5.    People like to know the name of the person they are dealing with so provide it.

6.    Do not be too familiar with new clients.  Not everyone likes hugs and kisses from a stranger.

7.    Do not make the customer call you about an error on delivery.  You call them as soon as you find out.

8.    If a client complains, acknowledge the client straight away before they tell thousands of people .

Here’s the full story of what happened

Read more8 Lessons From A Horrible Retail Sales Experience

Online Telesales Course – Become a Telesales Superstar

“The Most Practical Online Telesales Course Ever Written” I promise that every salesperson who undertakes this 12 week course online will be making more sales by the end than ever before. Yes, it is my 20 years of research and practical experience in one course  I leave this legacy for you. There are 6 modules which I recommend … Read more

How To Engage A Prospect In A Conversation

As the leader in telesales training in Australia I am constantly looking for more effective ways to do cold calling and telephone sales generally.  I was blown away by the information I learnt from a speaker called Sam Richter at the National Speakers Association  conference in San Diego which I attended a couple of weeks ago. I can’t wait to share this with you as it can relate so well to sales.

1. You know, if you have read any of my newsletters,  that  I advocate finding out something about the prospect before calling so you can make a cold call a warm call. Well, now it’s easy to find out about a company or a person by using google filters.
For example search in google for a company name like “Trend Micro”.  If you write it in inverted commas it will come up top and save you time going through all the irrelevant searches that come up.  Then click on “News” at the top, then click on “Search Tools” at the top for most recent news and all the latest articles written about the company or by the company will appear.  You can then start your call with “I just did a google search on your company and saw your latest article about _____.  That’s really interesting.  I’m curious, how did that affect you?”  or “What happened exactly?” Often the prospect has not even seen the article himself and will be asking you more about the content. You are then engaged in a conversation about them which is just what you want to build rapport.

Read moreHow To Engage A Prospect In A Conversation

WordPress Lightbox Plugin