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Heavy Duty Online Sales Grabbers
1. Give your prospects extra incentives so they will order more quickly. It could be free shipping, a faster shipping option, free gift wrapping, etc. 2. Make your small business look big on the world wide web. Design your web site using...
How To Increase Your Sales From Your Newsletter
The first and most important thing you should know when thinking of your own newsletter is that YOU can do it. Yes, you can write your own newsletter. There is nothing much to it if you are ready to do it. If you can write a letter or a note to...
How to Make Your Brochures The Ultimate Sales Weapon
“How brochures can help you stand out from the competition, close the deal, and even build repeat business.” Most brochures are nothing more than a collection of a few pictures and a few details about a business. However, brochures can be used as...
How To Turn Freebies Into Sales
You can increase sales and profits by offering freebies to people who buy your main product or service. They increase the over all value of your main offer and in return people feel they're getting more for less. It's important that you have a...
Snowflakes Improve Holiday Sales
Snowflakes are beautiful! For the Winter Holiday sales season handcrafted snowflakes are the perfect touch. They lend an aura of a mystical winter wonderland to any room, house or office decor. You may ask "What has snowflakes got to do...
 
10 Tips to Increase Your Sales

Want to take your business to the 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 see the corporate buyer. Make sure you can clearly articulate the 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 out the 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 to the 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 get the business sooner.

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

Test every idea you come up with from your customer's perspective. Think: If I said or did


this, how would my customer interpret it or react? Only their perception is important - not what you meant. Make your changes before the call to increase your success.

7. Minimize Opportunity Leakage
Unless customers can explicitly state the business value of your offering in concrete terms your opportunity can easily evaporate into thin air - even if they appear highly interested.

To increase your order rate, ask questions such as: Why would this help you? What value would you get from this service? What are the primary benefits you would realize from my product/service? This cements the value in their brain.

8. Make Follow-up Meetings Concrete
Don't ever leave a meeting without scheduling your next one - or you may never catch up with your customer again. They're running from meeting-to-meeting, busy handling way too many projects.

The longer it takes to reschedule, the more their desire for your offering fades. Get the meeting on both your calendars now - even if it's just to talk on the phone.

9. Always Debrief Your Sales Calls
This is the only way you can get better. Ask yourself: a) what went well? b) where did I run into problems? and c) what could I do next time to get even better results?

This is absolutely the only way you will improve. Sales is a grand experiment – customers change, markets change, your offerings change, and so does your knowledge base. Unless you're continually learning, you're losing ground.

10. Reframe Your Attitude
Stop blaming the economy or anything else for your problems. There are many things totally within your control. Approach all tough sales situations with a "what's possible" or "how can I?" mindset. If you're stuck, brainstorm with friends or colleagues.

Accept 100% responsibility for your sales success and continually be on the lookout for creative approaches to take your business to the next level.

About the Author

Jill Konrath helps salespeople get their foot in the door and win big contracts in the corporate market. Sign up for her free e-newsletter by sending an email to jill@sellingtobigcompanies.com . You get a free "Sales Call Planning Guide" ($19.95 value) when you subscribe.

Contact Jill Konrath at www.SellingtoBigCompanies.com or at (651) 429-1922 to find out how she can help take your sales to the next level.

 

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Sales Jobs features thousands of sales jobs for sales professionals.
www.salesjobs.com
 
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Government Sales and Auctions: FirstGov.gov
Official site for information on all sales and auctions of government surplus property and assets.
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Sales and Marketing Executives International
Worldwide association of sales and marketing management.
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GPO U.S. Government Bookstore: Main Page
Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections.
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Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ...
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Sales resource center at Inc.com, small business sales and marketing information.
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Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com
Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today.
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SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads.
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Sales Autopsy
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