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3 Steps to Immediately Improve Sales
Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. 1. Simplify your advertising Consumers today are inundated daily with advertising campaigns and solicitations. Frankly, most of these advertising campaigns are not worth the money spent on them. Why? Because they continue to use the same methods as their competitors (direct-mail, billboards, internet advertising, television advertising, and radio advertising) and in the same manner. What has resulted is a society immune to "pitches", "angles", and "tricks" that get them to become consumers of your products. Some tips to simplifying your advertising: -Avoid cliches. Most are overused anyway. -Be better, not best. Most products are pitched as "the best" of their kind. Consumers don't always need the best, however. They just need products that are better than most. -Less is more. Don't allow your message to become lost in the tidal wave of stimuli thrown at consumers. Shorter, succinct messages work well. 2. Target the few Once you have begun to simply your advertising, focus your message on those few people who begin trends rather than follow them. Perhaps you have friends like this-they revel in finding new products to love. They enjoy having the "newest" product, the "coolest" ideas, the "different" gadgets. These types of consumers become walking billboards, and should be the focus of your advertising. They actually do most of the advertising work for you. Some tips: -Know what makes your product better. Make it the theme of your advertising message. -Know what makes your product different. Emphasize this. -Worry less about those who are apathetic towards your products. Worry more about those that are extremely enthusiastic. Cater to them. 3. Build the relationship rather than the sale Becoming a better salesman is easy: improve your relationship skills. Most consumers are looking for peace of mind rather than products anyway. Seek to first build trust and understanding in your relationships with consumers. There are over a dozen hair salons within five miles of my house, yet I always drive twenty minutes longer to get my hair cut each month. Why? Because I enjoy my relationship with the individuals that cut my hair at this particular shop. We talk, we laugh. I enjoy the experience. Thus, I return, even though it is over ten miles from my house, and somewhat inconvenient. I don't pay for the haircut as much as I do the relationship. Im a loyal consumer. Some tips: -Focus on producing value more than selling products. Make quality products, hire quality people. -Learn about your customers at every opportunity -Talk price last, not first. If price is the determining factor for buying your product, you've lost control of the sales conversation. Focus instead on the consumers needs and wants, then seek to meet them. Copyright (2003) Leif H. Smith, Psy.D. All rights reserved. Performance expert Leif H. Smith, Psy.D, is the president of Personal Best Consulting, a consulting firm located in Hilliard, Ohio. To learn more tips and techniques to immediately improve performance in your life and to sign up for his FREE monthly advice newsletter, visit http://www.personalbestconsulting.com
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Coaching The 12 Dumbest Things Salespeople Do We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID! How to Master the Art of Salesmanship I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that you are selling, to the buyer in such a manner that they feel buying it from you will solve their problems or fulfill their dreams. How To Write A Solution - Savvy Sales Letter to To Get Clients Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quietly- whispered secret that says their sales letters should sell solutions, not services, to yield the best results. Change Takes Time I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled. 7 Quick and Easy Ways To Multiply Your Sales There are always some great, fast and easy ways to multiply your sales without paying more for extra advertisements. 5 Small Steps To Ultimate Sales Success "Selling worth doing is worth doing badly at first!" ~ Gavin Ingham, 2002 Selling White Space Almost all Internet Marketers have a basic idea of what they want to achieve in their careers. They may want to close more sales and earn a higher income. The process is quite simple. They craft a targeted letter with a powerful offer and post it on a web page. However, somehow they do not achieve the success they desire. Why? Why is it that intelligent, motivated, hard-working individuals are not achieving the success they deserve? It is because they don't know to sell white space. They pay all attention to sales letter vital elements: The Headline. They create a power headline to get the reader's immediate attention and create curiosity. Sales Predator Or Professional Sales Rep From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship. A Stupid Question This is a stupid question but it has to be asked. How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act. Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website. Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. Nine Competencies of the Complete Sales Professional Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional? Customers - Always be Focused on Them I was looking at some promotional literature and web sites the other day and it was interesting to note the number of times the words - "We" and "Our" was used in this material. Sales Tips from Sales Masters 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing.
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