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Astute Pricing by Sales Representatives can Expand Profit
One surefire way to grow profit is to deploy sales resources that masterfully price your company’s products and services. The right price can boost profit more than improvements in the cost-of goods sold or reductions in SG&A. For example, a 1%...
Five Dirt Cheap Ways to Increase Sales in Your Cleaning Business
Whenever a person is starting a cleaning business or looking to
grow their business certain questions usually come up. How can I
do it inexpensively? What are the most effective methods? Since
most janitorial work is done after hours this leaves...
Forecasting and Surviving a Layoff or Downsizing
Dirty words for jobseekers include downsizing, acquisitions, mergers, closures, cutbacks, and layoffs. No one wants to lose their job, especially with rising gas, utility, and cost-of-living prices. Just the mention of proposed company changes has...
If It Was Easy Everybody Would Do It
Q: I started my business about a year ago and everything is going fine. We're growing and making a profit, but the stress of running the business is really starting to get to me. I spend more time worrying than working. Sometimes the pressure is...
Will Your Home Business Succeed Or Fail?
You may operate a home business selling services or products, but no matter which kind of business you're in, there's always a question in the back of your mind: will my home business succeed or fail, or do I have the motivation it takes to keep it...
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Sales Success – The 5 steps
It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.
Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results…
Step 1: Goals
Without clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.
First aim to improve your last years’ income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.
Step 2: Prospecting
The level of success achieved by salespeople will always be determined by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.
Put a system in place to regularly find new customers from referrals, past customers etc.
Build up your database of loyal customers that you can sell time after time.
Step 3: Qualifying
Qualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects. The greatest stress in your career will come from working with
unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.
Step 4: The Sales Process
The key to a successful sale is the ability to build rapport and trust with each customer.
Meet, greet and build rapport, settle them on a model, garment or product to demonstrate.
All the time check by asking trial-closing questions then asks for their business.
Remember to sell the benefits of your product speaking in their own linguistic modality. For example talking to an auditory person about a car engine you would say.
“Listen to that engine, doesn’t it sound great?”… Or to a visual person your could say, “You see how smooth that engine is”…
Step 5: Follow up
This is the first step to the next sale to your customer or to obtaining referrals from them… First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days. This will ensure a steady stream of referrals… All you have to do is ask
Remember… Do what you most fear to do, and you will have the results you most want to have…
About the Author
Gordon Goh is author of the free, informative website Simply Motivation offering quality useful tips for Motivation
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