Most of you are sales reps that
scan the sales landscape for ways to improve! You focus on your sales
motivation with great care, never forgetting that you are indeed responsible
for your level of success!
Here are some more tips that
will resonate with you!
17. Add-On Sales:
Every time you make a
sales presentation, always be thinking about what the add-on sales may be. If
you wait to think about this until after you close (as is commonly done), you
tend to be too rushed and forget the up sell process. Thinking about these before
the presentation will enable you to be ready when the time comes to ask for
them. In addition, many times, the suggestive sell of the add-ons can help
close the sale of the first product or solution. By using this technique, you
increase the potential for the total sale, and decrease the amount of time you
would use if you were to sell each item independently.
18. Never Give 100%:
The customer should
never hear your entire sales presentation! If you have to deliver the whole thing
to make a sale, you either haven’t developed a very good presentation or you
shouldn’t be selling. The purpose of the sales presentation is to assist you,
the salesperson. It is not so you can assist the fancy, glossy sales materials
or the super-slick PowerPoint presentation. Great salespeople never have to
deliver their entire presentation because they’ve taken the time to
over-prepare. They’ve built sales materials around any type of concern they may
face and are ready to deal with an objection should it arise.
19. Expertise in 30 Minutes a Day:
No one has the time to
read everything they need to in either their professional or personal lives.
This general shortcoming creates a magnificent opportunity for us as
salespeople to become experts in our industry. A universal lack of reading time
means that all it takes for a person to be viewed as an expert in his field in
less than a year is a commitment to read for 30 minutes a day about their trade
(not counting medicine, engineering, etc.) For the vast number of industries in
which salespeople are involved, this simple one-year reading commitment can
quickly make you an authority.
20. Know the Influencer:
With many sales, it
appears there is only one person involved in the decision-making process. Yet, more
times than not, another person is behind the scenes influencing the decision.
When you make your sales call, always assume there is an influencer and expect
to deal with him or her. To find out who that influencer is, use probing
questions with the customer such as: Who
else in your organization is typically involved in decisions such as this? When
decisions like this have been made in the past, what are some of the things
others have said? Where does a decision like this rank in terms of other
decisions you typically make?
21. Universal Question Starters:
There are six
universal questions you can ask almost anytime and anywhere in a sales
presentation. They are: Who?,
What?, When?, Where?, Why?, and How?. A perfect place to ask one of
these is when you’re not sure where to go with the discussion and/or are trying
to find out where you stand in regard to the project or client relationship..
22. Sales Advocates:
The best way to make a
sale is to have someone else make it for you. You do this by creating sales
advocates. These are people who are so impressed with what you offer and/or the
way you sell that they tell others about you even without you asking. If you
haven’t obtained any sales like these, then you don’t have any sales advocates
and, more importantly, your sales process and/or service may not measure up to
what people expect.