6 Simple Tips to Increase Sales Now!

I was recently asked to write what I thought was an article for a major New York magazine. It turned out they only wanted a two sentence quote but I had already written the information that follows. I hope you find it useful!

While it's true that some of your prospects might be less likely to buy in a challenging economy, there are (in most cases) still many who are willing and able to invest in your product or service. You must consistently practice the fundamentals of selling in order to make sure you capture every sale that can be made.

Football players, who get paid millions of dollars per year for playing the game that most schoolboys can't wait to get out of school and play, (for free) don't just play the big game on Sunday or Monday. They practice the fundamentals all week long because the fundamentals are what work.

In sales there are some basic fundamentals which we all need to follow if we're going to close as much business as possible, especially in the current "challenging" economy. (which seems to be sticking around longer than most of us would like)

1) Prospect consistently. Consistent prospecting solves many, if not most, of a salespersons problems. When I say consistently, I mean every day. Do a little work on social media, (especially LinkedIn - a great resource) send some e-mails, network, pick up the phone and make some cold calls. (Like you, I don't want to cold call but it's the quickest way to an appointment!) If you do a little bit of each of these things every day you'll always have new appointments to go on and new opportunities going into your pipeline.

2) Spend time asking questions. Lots and lots and LOTS of questions. The key to selling is asking the right questions and listening to the answers. Most salespeople can't wait to "throw up" all over their prospects. We love to tell our story! ("Let me tell you why Jeff Goldberg & Associates is the company you should use to improve your sales blah, blah, blah") The problem is that if we don't find out the things that make sense to our prospect, which we can only do by asking lots of good questions, we are simply dumping information that might be of no use to the potential customer. Without the right questions you're unlikely to uncover any needs, any pains or any opportunities.

3) Listen well. We salespeople tend to stink at listening. We'd much rather talk. I'm all for talking as long as it's a conversation. Too often, I observe salespeople delivering a monologue.
Look prospects in the eye and listen to them like your life depends on it. (Because your paycheck does) Take notes to show that what the other person is saying is important to you as well as to help you remember what was said. Never interrupt your prospect when they're talking. (I know it sounds obvious but I can't begin to tell you how often I observe sales reps in the field interrupting their prospects) It's rude and you might cut them off from saying the thing that was about to help you close the deal.

4) Always "come from" helping. It's easy to spot a salesperson that is broke and needs to make a sale. They have a look and, almost, an odor that stinks of desperation. The perception, on the part of the customer, is that they'll say and do anything to close the deal. I suggest you walk into a prospect with the attitude, "I'm a helper. How can I help you today?" Zig Ziglar said, "If you help enough people get what they want, you'll get what you want." If you always, truly, try to do the right thing to help your customer they'll "feel" it and will want to do business with you. Remember, you aren't always the right solution for their situation so while I expect you to be optimistic and have a positive attitude, don't expect to close everything. No one does.

5) Make people feel special. When you're on a sales call (or on the phone) give people your complete and undivided attention. In the digital age we are bombarded by messages and interruptions and few people feel like anyone is paying attention to them. When you sit with a prospect they should be feeling like they're the most important person in the universe to you at that moment, because they are.

6) Ask for the business. The #1 reason that salespeople fail is they never ask for the order. Let people know you believe you have something that will benefit them (focus on features a little and benefits a lot) and let them know you want to do business with them. Psychologically, people like to be desired. Ask for the order. Let them know you "want" them.

Follow these 6 simple tips and increase your sales NOW!

As always, call or write if I can help you.

Make It Happen!

Jeff