The sales profession moves faster than ever today. products similar to yours are launched and, before you know it, its a race to the bottom.
No matter which industry you are in, what worked well a few years ago is not good enough today. These are some basic steps you can take to improve your sales performance, reduce your cost of sales and ensure your survival.
This is no time for trial and error or order taking; This is a time to sell. These are some basic steps you can take to improve your sales performance, reduce your cost of sales and ensure your survival.
1. Clarify your mission.
Start by understanding your business niche. What do you do better? Who needs what you do? How do you best address these perspectives? How much are you willing to pay? If these questions are not easily answered, campaign at the top for clarity and insight.
2. Divide the mission into specific objectives.
Write down the objectives of the activity (calls per day, proposals per month, references per call, etc.) that you can control. Set results objectives (sales per month, amount per sale, profit per sale, etc.) to measure your progress and closely monitor. Increase your activity and measure the results. The goals focus your attention and energize your action.
3. Sell to customer needs.
Always assume that your prospects will buy only what they need. How can you convince them of that need? Emphasize the characteristics of your product or service that reduce costs and solve problems for the customer. Sometimes you can reposition your products. For example, you sold wool uniforms because of their appearance; Now emphasizes the durability and lasting value of wool. Be creative in your sales and marketing.
4. Create and maintain favorable attention.
Effective marketing, referrals, strong sales skills and strategic questions are the keys to creating favorable attention. Diligent follow-up and customer service above and beyond are the keys to maintaining it.
5. Sell on purpose.
Know what to do and why you do it every step of the way. Who is it for and why? What are you going to tell them and why? What are you going to ask them and why? What will your proposal look like and why? When are you going to order? If you do not feel confident in each step of the sales process, get training or guidance.
6. Ask, listen and act.
Better than any other, these three words summarize the success in sales. Your questions should be creative, planned, relevant and direct. Your listening skills must be highly developed. You must respond and take action to show that you heard the customer and want the sale.
7. Take responsibility but not credit.
Realize that you are the team leader. The company seeks your direction and supports your effort. To create a solid support team willing to make an extra effort when you need it, give your team credit for everything that goes well and blame when it goes wrong.
8. Work in the basics.
Even the best of the best have room for improvement. Make a decision to improve your weaknesses and set goals to force yourself to do the things you don't like. Be more creative in your prospecting, data search and presentation skills. Imagine the perfect seller and compare yourself with the ideal.
9. Develop your attitude.
Your attitude is controllable. Overcome your fears. Change the beliefs that limit your success. Your thinking habits control your commitment, enthusiasm, persistence, endurance, happiness and confidence. Watch for them, decide which ones are unproductive and then commit to change. With time and effort, you can become the person you want to be.
10. Maximize your time.
Focus on your goals. Try each activity for its importance and urgency. Create an ideal schedule and test your use of real time daily. Remember, only one hour per day used more productively adds more than six additional weeks of productive time per year.