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9 Steps to Increasing Sales in 2011

Posted on: February 8th, 2016 by admin No Comments

Here’s how to ensure your sales career doesn’t need a government bailout in 2011.

#1:  Make sure existing customers know everything you sell.

People can’t buy it if they don’t know you have it.  Make sure your clients understand your current product and services offerings.

#2:  Promote satisfaction and return policies.

Remove the risk element for your customers by promoting your company’s satisfaction and returns policies.  Prominently feature then in your presentations and quotations.  Let your customers know how returns will be handled.

#3:  Clearly communicate why people should buy from you.

Competitive products and suppliers exist in most every industry.  Rarely does a product or service have zero competition.  Buyers need to understand why they should buy from you instead of your competitor.  Communicate how you are different from others in ways that bring value to customers.

#4:  Sell to existing customers.

Existing customers are on average five times more profitable than new customers to your business.  Sell to existing customers regularly.  Send out newsletters and promotional offers, and interact with them via social media.

#5:  Create original presentations.

Most salespeople sound the same.  They say the same things and their presentation materials look the same.  Be different and unique.

#6:  Help a prospect trust doing business with your company.

The world is full of scam artists and spammers.  Help prospects understand that you are not one of them.  Prominently feature in your presentations things that build trust in you and your company.  Your job is to overcome consumer fears, uncertainties and doubts.

#7:  Provide reviews, user feedback and competitive information.

Let your shoppers know the experiences of others.

Share the comments of other customers with your prospects.  Provide testimonials from others and offer customers the option of seeing competitive product reviews.  After all, an insurance company made a fortune by allowing others to compare prices of competing products.  Your buyers can search for this information anyway…keep them interacting with you by making all pertinent information available to them.

#8:  Position yourself as a resource center.

Work so customers view you as an extension of a business function within their company.  Become the information resource for your customers within your field of expertise.  Be a student of your industry, not just your products and services.

#9:  Get out of your own way.

It’s important to eliminate anything that would turn off a customer.

Act like you are a customer and go through all possible options someone can take when buying from you.  Is the process clear and concise?  Is the marketing collateral relevant and easy-to-understand?  Do you provide clear reasons the prospect should buy from you instead of your competition? Are you accessible?  All these things combine to help you make sales.

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