As a Publishing entrepreneur and by doing publicity for my clients,
I’ve spent years studying the art of selling.
The techniques that follow aren’t difficult to learn, but they require
discipline and practice. Your most important skill as a business owner is your salesmanship.
Having the best product or service means nothing if you can’t get anyone to buy
it, so to ensure the success of your business you must develop the ability to
generate revenue – “salesman-ship”. Here is a brief outline of 5 techniques I’ve developed for increasing
sales:
- USE THE PHONE –Absolutely the cheapest, most effective, and efficient way to find customers is by phone. Yes, “cold-calling”.
- SHOUT IT FROM THE MOUNTAIN TOP – You should always be looking for new customer, and I’ve found that giving seminars, teaching, guest speaking at trade shows and organizations, or writing an article for your trade magazine or business journal establishes you as an “expert” in your field.
As a desperate step, join a
Toastmaster’s group near you or take a night course at a nearby Adult School.
- ASK QUESTIONS – Most salespeople think that the first meeting with the prospect is the only chance to make a sale. WRONG! Before you go into your “pitch” ask questions, take notes, what are your prospects goals, challenges, etc. Helping a prospect solve a business problem creates a “win-win” relationship and closes more sales than you think.
- AVOID “PRODUCT DUMPING” – Telling your prospect all about your product/service before you know their needs is a mistake made by 95% of salespeople. This is an inefficient selling method and upon reflection, your client will lose faith in you.
- KNOW YOUR NUMBERS – Selling is a numbers game, and you need to learn your “selling ratios.” How many prospecting calls do you need to get a meeting, and how many meetings to get a sale. This allows you to manage your cash flow by forecasting your sales. It also tells you how many calls are needed to increase your sales revenue.
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