How To Increase Sales
Do you want to convert client and increase sales? The truth is all sales professional want to don’t we?
What if you could earn more money than last year? With the state of the economy the way it is, we all want to, don’t we?
The truth is if you want to go from a good sales profession to a great one, you will have to out learn your competition.
In this article we explore phrases, words and concepts to help you convert clients and increase sales. I will help you increase your sales while building trust and credibility with your buyer.
To sell more you must understand the A-Z of selling. It’s a process that helps you understand your customer. How you should present to their personality style. How you can overcome objectives, like price, and how to find new prospects once the sale has happened.
This post will connect you to more resource which will help you convert clients and increase sales. I have used these tips to have my first six-figure year ever in sales.
Gaining an Understanding About Sales
If you want to increase your income, close more deals and be at the top of your game you need to understand how to use the principles outlined below.
Before you meet your customer, you should read additional resources which will give insight into who your customer is. It is important that you have the proper foundation of a successful mind. This post will help you develop the right mindset.
Now that you have the right mind set, it is time to understand people. As sales professionals, it is important to be people smart. The link provided will help you understand different personality.
Now that you have a better understanding of the different types of customers you will encounter, it is time to develop your presentation. The 4 different types of customers will need you to have a different presentation. Click on the link to read a post that will help you make a fantastic presentation.
Because we have a great presentation it does not mean we will close the customer. Your customer will usually create an objection in their mind. Once we have an objection it is time for us to work for their business.
Usually costumers will have a price objection. This one seems to be the hardest for everyone to deal with. Check out the provided link to understand how you can overcome price by selling value.
Two other challenges you may face are angry customers or knowing how to communicate with the decision maker.
If you want to learn how to deal with angry customers, you can find some more information at this link.
If you need some information on communicating with your customer, you can find more information at this link.
How To Convert Clients and Increase Sales
Here are 50 questions, idea and concepts to consider when selling as a professional in sales. You can convert clients and increase sales in your industry.
Do you know your role as the sales professional?
As the sales person, your role is to find the right solution for your customer and then guide the prospect through the sales process and handle any objections that may come up.
How do want to impact my customer?
As a sales professional, our goal is to create value and provide the customer with the best solution based on their unique needs.
How can you better relate with customers?
There is a relationship building technique called, Mirroring. This means you stand, sit or slow down / speed up your speech based on how your customers tone and body language is.
Learn how to frame your questions?
Every personality type has a different way they like to be communicated with. If you structure your question incorrectly, to the wrong personality type, your success rate on closing the sale can drop.
Look for customer objections.
The more objections your customer gives you, there is a likelihood that the customer is considering your product or service. Do not give your customers objections to consider that they may not have been considering.
Be willing to help customers in ways other are not willing to.
Are you willing to go out of your way to ensure your customer has the best experience with you and your company? If you do one extra thing, your customer will applicate you and you might make the sale.
How do you greet the customer and what do you say?
When your customer first comes into your place of business do you say hi or do you keep your distance? Do you offer them your name in exchange for theirs?
What does the prospect need to know?
Sometime in sales we tend to get over excited. When I started my career, I would tell the prospect everything I knew about the product or service. I would bring up objections that the customers did not have. Learn how to ask good questions.
Whenever possible, close the sales at your office desk.
Not only is this professional but getting the buyer to your office is a sign of commitment that they are ready to move forward in the sales process.
Getting sales is an attitude, not chance.
What is your attitude towards sales? Do you look at the client and decided if they are going to buy before you even have an opportunity to talk to them? If you do then stop it. Let the customer tell you if they are or are not interested in making the purchase.
Ask good questions and do not tell them what you want them to know.
When we ask good questions, we give ourselves a chance to find out more about the customers wants, needs and pain points.
Stick to the basics in the sales presentation.
Once you have had an opportunity to develop your sales presentation, stick to the basics. Do not try to outdo others. You have your own personality, so use that personality to connect with the decision maker.
Focus on doing the basics better than anyone else.
When you and I get better at the basics not only does it become a habit but it will also feel natural. The more natural your sales presentation feels the more confidence you will have when it comes to asking for the business.
Learn how to use closing techniques at every point in the sales process.
Your ability to ask good questions, handle objections and get the customer to say yes to your questions will get you closer to getting the sale.
Use the customer’s hot buttons overcome their objections.
Asking the right questions will allow you find out pain points the customer has. Once you have the right product or service that will solve their problem, you should use their hot buttons to remind them why your product or service is right for them.
Use the statement, “I have sold ____ to people in your situation, let me help you the same way I was able to help them.”
When people know, they are not the only one with their problem and that others also have the same issues they let their guard down. We all want to buy solutions others have benefited from.
Connect to my customer’s communication style.
Your communication style may not be the same as your customer. If you want to make the sales, learn how to adapt to their communication style.
During the sales process, restate what the customer said, and close that part of the presentation.
When your customer understand that your product or service will solve their problem, we should clarify that they understand the benefits and confirm it with a yes.
Don’t point to the product your client needs, walk the over to the product or service.
Once the customer and you are in front of the product you should ask them a question to find out why they are looking for this product.
Even if you are an employee of a company, run your workspace as if your running your own business.
In sales, you are the boss. You may have a management team to answer to but your results are based on your effort. A workspace that is professional, will allow customers to see they are dealing with a professional.
When you are confirming what your customer said use the “Chunking” technique.
Use this technique to confirm what the buyer said. Confirm that you are correct in your understanding of the problem. Find a solution that will connect them to solving the problem. After you have confirmed that the solution is correct, move on to closing the sale.
When selling a product or service talk about the features that will solve the customer’s problem and how it will benefit them.
Customers need to understand how your product or service will solve their pain points. They also want to know why your product is superior compared to the competitions product.
Try using the Feel, Felt, Found Method.
Want to relate to your customer? Let them know you understand how they feel. Let them know you or others have also felt the same say. Next them know the solution and how others have found it to be right for them also. Empathy works.
Do not give out pricing instead price out everything in your office.
If you give the price of a product of service without first knowing if that product or service is the right choice for your client, they may feel the price is to high when the product or service may not be the right for them.
Build a relationship with your customer after the sale.
Use social media, direct mail, marketing materials and business information to sell products to the customer and find new prospects to gain new business.
Take care of the small details that your customer may not be considering.
As a sales professional one of the best ways to convert clients and increase sales is to take care of issues before they become known issues to your customer.
Is price an objection to closing the sale?
Ask your prospect how much flexibility they have in their budget. Sometimes you are a few hundred dollars apart. The customer may not completely understand the value of the product or you may have another product or service that will fulfil their need.
When reaching out to prospects offer value.
There is nothing wrong with calling your client to say, “HI” but add value to the customer when you call or e-mail them. We are all too busy to get unimportant calls and e-mails.
Customers shop by the process of elimination.
Help your customer eliminate your competition as an option by helping them understand how and why your product is superior.
Show them what they get, then tell them the price.
Do not give the price of a product or service with our first know what your customer wants or needs. Then explain the benefits of your product or service. Answer questions then give the price. Of course, you need to know the personality type your working with and the mood of your customer so be cautious.
Do not say “IF” say “WHEN”.
If you ask an “If” question you may not be assuming the sale. A “When” question says even if the customer does not buy today, the options stays open for another day.
Use emotion statements to back up logic statements.
Customers make an emotions connection to a product or service before they make a logical decision to move forward in the process.
What pace are you selling at? Your customers or yours?
You may be selling big ticket items and you have not had a sale in a few days. Each sale you make is not about you. It is about your customer. When you work at for your customer you are looking to help solve their problem not get a sale and miss out on other opportunities.
Control the expectation the customer has of my product.
When you are talking about a product or service give the details of that product or service. If there is another product or service with different features let the customer know. Make sure you let them know the benefits of having or not having certain features.
Handling price objection on a big-ticket item like a home down payment.
Ask the customer, “How long would it take you to save for the down payment?” Now you have information to handle the objection. You could have a different home plan, lot or a discount to offer.
Keep the conversation on the sales process.
Sometimes it is easy for us to get of track in our conversation with the customer. If you find yourself moving away from the conversation, get back on track by asking a question based on their needs, wants or pain point.
Paint a picture of how the product or service will meet the customer’s needs.
Words are powerful. Help the customer see how your product or service can be used by them. Tell a story of them using the product or service and them solving the problem they have with your solution.
Don’t react to the customers answer. Ask another question if you need to.
When I first started sales I would ask a question and the customer would answer. I would then give them the solution. Later I would find they had other pain point and had to start my sales process over. Ask another question, it will save you time.
Get the prospect to tell you more.
Ask good open-ended and closed ended questions. This will help you find the right solution for your customer and build rapport.
If the customer is coming back for a second time.
We have all had this happen, the customer did not buy but they come back to talk to us. Welcome them back and find out what they would like to accomplish on this visit. Keep in mind if they came back they are getting closer to making a purchasing decision. Ask for the sale.
Find out who you’re up against.
There is so much choice these days so it is important to know who your competition is for the sales. Ask the customer what else or who else they are considering in the final decision process. The better you know your competition the better you can handle objections.
Make the sale personal to the client.
Remember no one want to be a number in the sales process. Use the personal touch and your personality to close more sales.
During the presentation, your goal is not to close the sale.
Your goal is to find the right product. Have the buyer understand the features, benefits and advantages of the product or service. Ask a qualifying question to see if the customer has a good understanding of your solution.
Remember some objections are a smoke screen.
Sometime the customer will give you a false objection. Make sure you can spot them and don’t waste a lot of time. To find out if this is a real objection you can ask, “Will this hinder your buying decision?” If they say no, move on. If yes, it’s not a smoke screen.
Don’t know the answer? Ask for help.
The worst thing you can do in sales is act like you know everything. If you do not know, be honest. Let the customer know you will find out the answer and get back to them.
Follow up with an open-ended question to find more information.
If you need more information from your customer to understand their pain points, this is a good time to ask an open-ended question.
A planned presentation is important.
If you think you can “wing” your presentation and closet the sale your chances of closing the sale will not be high. Sure, you will be able to close the odd sale here or there. But if you are looking to convert clients and increase sales then you need to have a process.
Get the client to say, “YES” many times during the presentation.
Have a set of pre-plan the questions that aim at getting to the client to say, Yes. The more times the buyer says, “Yes” the better chance you have to closing the sale.
Knowing the habits of successful people.
Learn by watching, asking questions and studying what other successful sales people do. Having the right habits will increase your sales and profits.
Review your current follow-up process?
If you are not getting the results you are hoping to get then you will need to review your process. Find ways to make you system and presentation effective.
When working with clients you must focus the client’s needs. Do not worry about what your commission will be at the end of the transaction. If you focus on the money you will not be a success. Sure, you might make a sale but you will lose a long-term customer.
Learn how to close more sales by knowing what it takes to be number one. These are principles shared by legendary football coach Vince Lombardi. Learn how to convert clients and increase sales.
Apply the knowledge and grow as a sales professional. Learn how to structure a sales presentation. Take a course if you need to. Your sales career depends on it.
What one thing did you take from this article and how will you apply the information to convert clients and increase sales?
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