Sales is the profit generator of any business.
While sales is the profit generator, improving sales is an age-old quest for every business.
Since time immemorial the fundamentals of sales have remained unchanged:
- Handling objections
PART of THE PROBLEM:
o Many business owners have great products, great intentions and great academic achievements but cannot sell.
o Many salespeople have not had formal sales training and were trained in-house by the owner or another salesperson.
o Many sales people lack the verbal skills required to gain attention and secure an appointment.
o T Harv Eker, world famous trainer, “You can never earn more than your self-worth”. Most salespeople do not have the self-worth to become over-achievers.
o Bob Procter, world famous trainer, “We were programmed by the socio-economic environment we were born into and have an in-built ceiling to what we will earn”. Most salespeople stop when they get to a point where they are satisfied with their income.
o Most salespeople know EXACTLY what they need to do to make more sales, but for some reason THEY DON’T.
o Many salespeople lack ‘edge’. Sass. Enthusiasm. Charisma.
o Edge comes from having a clear vision, a clear mission, a clear USP and an inner knowing that your product or service blesses your clients.
o Sales people with EDGE are more persistent, qualify better, see more prospects, overcome objections better and more often, and close more sales.
o Tom Hopkins, arguably the best sales trainer in the world, claimed many years ago that the key to sales success is, “See 10 people every day and tell them about your product. Belly to Belly”. In other words, face-to-face. While we do not necessarily agree with the 10 per day, most sales people hide behind sending quotes, emailing, waiting on HO to send leads and social media.
PART of THE SOLUTION:
- Formal sales training
- Better sales management
- Improved inner-game and self-worth
- ‘Edge’ development
TAKE THESE ACTIONS TO INSTANTLY IMPROVE YOUR SALES
- Start a FRANCO list – names of Friends, Relatives, Acquaintances, Neighbours, Colleagues and Other who could either use your product/service or who may know someone who would be interested in seeing you.
- ASK more. Ask for referrals, ask for introductions, ask on social media.
- Call double the number of prospects you are currently calling.
- Ensure that you are speaking to the decision maker who has a genuine need for your product/service.
- Be clear on your Unique Selling Proposition and ensure you are reaching out to your genuine target market and even better, your NICHE market.
- Calling to make an appointment
- Construct a very edgy phone script specifically designed to get you an appointment
- Ideally this should contain elements of the company vision, USP and benefit to the prospect
- Phone, don’t email
- Do not try to sell the product. Sell the appointment.
- Ensure that you overcome the common objections DURING the presentation and as part of the presentation. This way the don’t crop up during the close.
- Add some humour
- Be yourself – people love authentic
- Role-play your presentation with your upline (someone out of your comfort zone who will give you genuine feedback)
- Handling objections
- Make a commitment to handle just one more objection per sales pitch than you normally do.
- Get out of your comfort zone and don’t give up so quickly
- Make a list of the most common objections you get and role play your perfect response with your upline
- The close begins at the first contact and continues to the formal request, the entire process is part of the close.
- Make a commitment to formally ask for the order every sales pitch
- a commitment to ask for the order more often per sales pitch (linked to objection handling)
While sales is the profit generator and increasing sales the quest, there is no doubt that skills development is an important part of the solution.