Have you ever heard someone say, "I wish I had a nickel for every time someone asked me 'How can I make more sales?'" I KNOW I would have a ton of nickels. I can't give you a straight answer to that question. Actually, there isn't any specific answer. I would have to look at your product and spend time trying to figure out where exactly the problem is. Unfortunately, I don't have enough hours in my day to do that for everyone... Lucky for you, I am about to share 5 tips that will help your business skyrocket.
These steps will work, It doesn't matter what you're selling. That's what makes it so beautiful! You see it doesn't matter if your prospect is hearing, watching or reading your sales pitch; these tactics will work for you if you apply them consistently.
#1 Build Impulse:
Impulse is your prospects "willingness to buy." Your customers impulse is at ZERO when they first come across your product. It is YOUR job to raise that impulse so that they WANT to purchase your product. No one opens their door, answers their phone or surfs the net knowing they are going to find YOU there. Therefore, you have to get them excited that they did find you (or you found them). How do you raise their impulse? This happens through a series of well delivered messages. This is called a "presentation" or if you're old school (like me) it's called a "Sales Pitch."
If you don't think about your pitch and it has not been well thought out, then chances are you will not be able to raise the impulse you need to raise in order to make a sale. Be ready for them when their impulse drops. Use the products hot spots to raise their impulse back up and always close at the very peak of their impulse level for best results.
#2 Leverage The Law of Averages
Sales, is a numbers game. The more people you talk to and give your pitch to, the more sales you will make. The number one way to double your sales is to double the amount of people you talk to and actually show your product to. Every salesperson will have an inherent law of average. This law represents the relationship between the customers that refused to buy and those that actually bought. For example a 1:10 law of average means that you must get 9 no's before you arrive at one sale.
Remember this is an AVERAGE. So please don't take it literally. I may sell the first 2 customers I talk to and then get 18 "No's" in a row. At the end of the day you average out your yeses and no's to get your LOA. Now, lets say you wanted to make 20 sales today, if you spoke to 100 people today and only made 10 sales then how can you make 20 sales tomorrow? You got it! Talk to 200 people.
#3 Up-Selling
In my opinion, this is one of the most common areas where marketers and sales people drop the ball. They invest all this time and money into finding prospects then when they develop a buyer they just stop selling. Hello??? You have a buyer here. Buyers BUY. So keep selling! Suggest other products that might benefit the customer or perhaps a volume discount for a second item. Whatever the case may be, you have to sell more or at least generate another lead from this sale. Ask them what friend or family member could benefit from an item like this of their own.
All you have to do is ask? Whats the worst that can happen, they might say "No, I'll just take one." Let me ask you a question... when you go through a drive-thru and order a value meal don't they ask you if you'd like to make that a large? Does anyone ever say "No never mind, I just won't eat anything at all now because you asked me to buy more." Of course not! So what are you afraid of? Sell. Sell. Sell!
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Omar Martin is a sales expert dedicated to training and developing high performance sales leaders in every industry. For more information on overcoming objections we suggest you download "Winning The Sale"
http://www.omar-martin.com
http://www.HighPerformanceSalesSecrets.com
