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Jan
10

7 Powerful Ways to Make More Sales

Selling is getting harder and harder these days. It’s more difficult to get a hold of customers and prospects. I’m sure you have played phone tag with many of your clients and prospects. The spammers have made it difficult for legitimate sales e-mails to get through. Buyers are more skeptical, they shop around more and they take longer to make a decision.

These barriers often cause frustrations and disappointment among sales people. To help you overcome these challenges, here are seven effective ways to give you a selling advantage.

 1. Improve the way you manage your sales cycle.

By improving the way you track and follow-up with your clients and prospects, you will see an increase in sales. I’m still amazed at how many sales people don’t have a specific system to manage communications with their clients and prospects. The best way to do this is with contact management software.

2. Become an asset to your customers and clients.

You have heard it said many times that sales people must add value to their products and services, but how to do that has always been a challenge. What one customer finds valuable, the other may not. However, if you demonstrate to your customers and prospects that you sincerely want to help them achieve their goals, that would go a long way to adding value. Offer them information and ideas on how they can improve their business operations, their future and their well-being.

3. Act decisively.

You hate it when customers are indecisive with you, so just think how they feel when you are indecisive with them. Customers and prospects want to buy from sales people who respond to their inquiries in a timely manner. They want to do business with self-confident professionals who can find solutions to their problems. Don’t waffle, it sends a negative message to your clients and prospects.

 4. Look for new niches.

A niche is basically a specific group of people with common characteristics that you can focus your selling message to. Buyers are more educated now so you have to really know and understand their issues to get their attention. You have to become an expert at what you do, but it’s difficult to be all things to all people so finding your niche will give you a great advantage.

 5. Focus on the right benefits.

During sales presentations too many sales people talk about the features of their service instead of the benefits. And to compound this mistake when they do talk about benefits, they talk about the ones that the client or prospect is not interested in. Make sure the benefits you highlight match the needs of your prospects.

 6. Educate your customers and prospects.

In my opinion this is one of the best ways to demonstrate your expertise to your clients and prospects. It’s also an effective way to build relationships. Educate them on the issues that are important to them. Provide information and tips on how they can best use your products and services to achieve their goals.

 7. Be more accessible to clients and prospects.

Today’s customers are more demanding. It’s no longer about when you want to contact them, but when they want to contact you. So you have to give them multiple ways to contact you. Phone and fax numbers are standard, e-mail address is a must. New technology is adding devices like Black Berry; and don’t forget your website. If you’re a business owner or an independent sales professional and you don’t have a website, then you’re not seriously committed to growing your business. Your website is your 24/7 sales agent.

Sales people and business owners who look for ways to become more efficient and productive have a big advantage over those that continue to approach sales and marketing like nothing has changed over the last 20 years. Implemented correctly these seven tips will increase your sales.

 

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