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

How To Sell By Phone

How To sell by phone – well you need great communication skills, persistence and focus. Here are some of the common problems my sales coaching clients are experiencing.There has been a bit of a pattern lately. “People are hard to reach because they are working from home” “There is a trend that prospects with whom … Read more

How To Write Good Email Sales Copy

When You Need To Write Good Email Sales Copy

Sadly many inexperienced salespeople are choosing to write cold emails rather than picking up a phone to connect with a prospect. They write long paragraphs about their product or service and send an attachment with the result that only the first 2 lines get read and the email is deleted. It is better to put a link in the body of the email if you want the attachment opened.  If the prospect were to read further than 2 lines, they might even find spelling and grammar mistakes which for sure loses them credibility. My advice is to go on a copywriting course so you can inspire people to buy with your powerful words, do a spell check and learn how to do a good layout so the email can be scanned through and read in full easily.

Read moreHow To Write Good Email Sales Copy

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!

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Closing The Sale Too Early

Do you ever stop after each sales call or phone call to reflect on what went wrong that made the customer refuse your offer? Sometimes it can be because you did your presentation and straight afterwards, you tried closing the sale with “So would you like to go ahead then?”That is a closed question that can get a “Yes” or “Nö”.

It is important to remember that while you are talking through your presentation, the customer is thinking up objections which need to be handled before you ask them to buy.  A better question after the presentation is called a trial close.  It must not be a closed question that could get “No””so it needs to be an open-ended question begining with What, Why, Where, Which, Who, When to test the ground or it can be a question that gets them inspired to buy so they  say “Yes”.

Before Closing The Sale Do These Trial Closes (All start with Open-Ended Questions)

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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

12 Ways To Improve Sales Performance

“Oh Gosh”, I hear you cry, “it’s the end of the financial year again. What am I going to need to do to improve sales performance in the next financial year?” You could start by asking yourself 2 profound questions like:-

“Which of my behaviours must I change to become a better salesperson?”

“Which of our company’s sales strategies need to change to get more business?”

Well, if you don’t know the answer to either of those you could get me to come in and review your current strategies online and offline to come up with a plan for you. Have a free 15 minute chat with me on 02 9427 3479 this week. Afternoons are best to reach me this week.

12 Ways to Improve Sales Performance

Give yourself a mark out of 10  for each of these statements:

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Better Words For Sales Conversations

1. Never use the word “BUT” to counter an objection in Sales Conversations

This one little word is often used when responding to an objection and it can spoil everything else you say. “But” negates everything you say before it so disagreement is all the customer hears in sales conversations.

If a customer comes up with an objection, acknowledge it and follow with the word “and” not “but“.

Customer: This software sounds like it would take a long time to install.

Salesperson: Yes, it does take a long time to install and that challenge is taken care of by our own expert consultants who set the whole thing up for you as part of the service.

Customer: It’s very expensive

Salesperson: I understand you thinking that and that’s why I would like to include a free service contract in the price for you for 5 years. How does that sound?

Read moreBetter Words For Sales Conversations

Great Questions On A Telephone Sales Call

Why Ask Questions?

It is important to ask great questions on a telephone sales call to build rapport early. That way  you find out people’s needs before you start telling them what you have to offer.  Ideally they should begin with What, Why, Where, When, How, Which and Who so that the customer has to expand on what they want and they cannot answer “no”. They should create pain with the customer or give them pleasure because those are the two reasons people want your services.

Read moreGreat Questions On A Telephone Sales Call

Calling Inactive Customers Creates Sales

Inactive customers are people who may have bought only once from you or placed a small order. Never think they are not worth calling. It is a vital sales strategy to stay in touch with these customers as well as with your existing customers because you will be able to make more sales from them. Here’s how …

Maybe at the moment inactive customers might not justify a face to face call but you can certainly pick up a phone to stay in touch. You might be afraid to call them because they might tell you that they have gone to another supplier or they had a bad experience with you.

Read moreCalling Inactive Customers Creates Sales

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