Here are the three easiest ways to make a sale and effective scripts you can use in your next sales conversation.
All companies, large and small, ask the same question: “How do I maximize my sales by selling more or increasing my revenue with less effort?” It’s an easy question to answer. It’s an easy solution to implement. Yet, many salespeople find it difficult to do so.
Maybe it’s because they imagine it’s more difficult than it really is. If that’s the case, then let me make the sale ‘easy’ by giving you the 3 types of sales that require less effort and show you how to capture those additional revenues:
Nothing is easier than going back to a client whom you’ve served in the past and is satisfied with your product or service. What else can we sell this company? It’s as easy as calling them up or writing an email like this:
“Bill, this is Victor Antonio just following to setup a sit-down with you and/or your team. I have some new exciting training courses that I KNOW you’ll want to see. Companies who started using them have seen a 10%-30% increase in their close rate. How does Tuesday 10am sound? Or, would Thursday same time be better? Looking forward to it.”
Whether it’s a dormant client or a satisfied client, they have friends and some may be in a position to buy from you as well. The irony is that they are waiting for you, the salesperson, to ask them for a referral. Don’t disappoint them; ask. It’s as simple as calling them up or writing an email like this:
“Khalid, hope your day and your sales are going well! I was wondering if you could do me a small favor. I want to introduce my training courses to folks in your network. I’m specifically looking for B2B companies who sell services in the IT space. Do 1 or 2 come to mind?
If so, would you write an introduction email to them with a CC to myself or simply send me their contact info and I’ll take it from there. Thank you and if there is anything I can do for you, please let me know.”
This is a client who is satisfied with your product or service but due to their busy schedule or lack of forethought hasn’t bothered to reach out to see what else you may have available for them to buy to help grow their business. How can we capture that business? It’s as easy as calling them up or writing an email like this:
“Juan, this is Victor Antonio over at the Sellinger Group. I know it’s been a while and I’m anxious to see how business is going. I’d love to setup a time to sit down with you and/or your team. I have some new exciting training courses that I KNOW you’ll want to see. Companies who started using them have seen a 10%-30% increase in their close rate. How does Tuesday 10am sound? Or, would Thursday same time be better? Looking forward to it.”
The easy sale is really that easy. What’s hard is the discipline to follow-through with the follow-up. Remember the adage; if you’re not following up, you’re starting over.