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THE TOP 17 SALES SECRETS

Posted by garydamp

Sales are referred to as a numbers game.

Business is really about maths and knowing your numbers. Sales also reflect this and also the culture and leadership of a company.

Focusing on the right things can make a big difference in increasing your conversion rates, the number of transactions, the Average Sale Value, and margins. 92% of customer interactions happen over the phone.

Empowering the sales team

Sales teams need good training, good presentation skills, and the right offers to present. Did you know 99% of businesses are not clear on their market-dominating position? This is the culture and ethos the sales team will reflect on your clients. Do you know the Break-Even of your Sales Offers? Or the dramatic impact of any discounting on your gross profit?

Here are some specific things to do:

  1. Get skilled – Learn to sell and present. Get educated now and ongoing (increases sales by 50%)
  2. Have a specific ‘magic number’ of calls and follow-ups to be made in a month, broken down to weekly and daily amounts
  3. Track your activity – if it can be measured it can be managed. Accurate information in your CRM for follow up actions, campaigns, and deal progression
  4. Do you have multiple sales offers – Premium offer, Up-sell, Cross-sell, Down-sell, and bundles. Don’t get cornered with an objection and one offer.
  5. Be consistent – cold calls take on average 8 attempts
  6. Are the calls prioritized for the job – cold calls and prospecting Thursdays then Wednesdays, the best times are between 4 pm and 5 pm)
  7. Time management – break the call sessions into 45 minute blocks then check emails, etc
  8. Do some research before your call – out of respect and to gain insight for better conversations
  9. Listen to the client – You will stand out
  10. Follow Up – 80% of sales require 5 follow-up calls. 44% of sales reps give up after one follow-up.
  11. Challenge the client (higher conversion rates) on their thought or belief process. Challenging sells, farming doesn’t
  12. Tell more stories – Only 5% retain facts, stories are king
  13. Respond quickly to requests, leads, and inquiries – 30-50% of sales go to the vendor that responds first
  14. Never discount. It is a lazy culture, drastically impacts your gross profit. Instead, have alternate offers and bundles.
  15. Take the customer on a journey always with the next step. If you cant help gives them an alternative.
  16. Closing the deal – only 2 % of buyers purchase immediately the rest will need education and nurturing till they are ready.
  17. Pause when asking key questions or for the sale – silence elicits a response

By implementing these sales tips your team is on the way to being world-class sales people and contributing immensely to the company’s revenue capability.

Go to www.AdvancedBC.com/wrong for more insight or take a look around my e-learning system for world-class education at www.AdvancedBC.com.au/guidedtour