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If your customers don’t know all the work you could be doing, that’s when you discuss some of the other services you offer. Your customers can’t buy what they don’t know. The best time to ask is when you’ve completed a successful project. Smaller projects can lead to bigger projects if you ask. Smaller sales can lead to bigger sales if you ask, too.
The writer, Anton Chekhov, once said, “Knowledge is of no value unless you put it into practice.” Why not put into practice these 5 strategies for sales success?
1. Live within your means. Don’t buy the foolish thinking that more stuff will make you happy. Build relationships with real people, not Facebook friends who only make you feel worse for seeing their vacation photos and brag shots. You will never be a desperate salesman if you live within your means. Nothing causes a sale to fail faster than desperation.
2. Surround yourself with positive people. Selling is hard enough. It’s going to be even harder to sell with enthusiasm if you have to come home to a Debbie Downer every day. What do you do if you’re already stuck with one? You can say what the wife of one of my wonderful bosses said. A real downer who complained about everything was even complaining at the company Christmas party. She put her hand up and said, “Jim, I’m not taking any complaints today.” I’ve told these wet blankets who “had to say something to me” even if it hurt me, “If it’s going to hurt me, tell someone else.” You don’t have to listen to negative people who kill your spirit.
3. Learn from better salespeople. Ask how other salespeople handle your difficult selling situations if you’re lucky enough to work with talented salespeople. Be specific and ask. If you’re not lucky enough to have these resources, find them. Join a chamber of commerce and find the successful businesspeople. They don’t necessarily have to have the title sales professional. Business owners are in sales. They’ve probably experienced what you want to learn. Don’t think you have to do everything by yourself. You don’t. Learn from those who have successfully navigated the challenge you’re experiencing.
4. Know what your customers think about your work. After you’ve delivered value from your sale you need to ask your customer a question. Ask, “On a scale of 1 to 10, how would you rate me?” You’re looking for an 8 or 9. Why? Because then you get to say, “What would it take for me to get a 9 or a 10?” You want to learn about the hidden problems your customer is experiencing so you can address them. A small problem is easy to solve. A big problem might not be as easy to solve and your prospect might stop buying from you. Solve the small problems before they get big.
5. Ask for more business. You should be selling everything you can to your existing customers. How do you do that? If you sell services, you ask, “What else can we be doing for you?” If your customers don’t know all the work you could be doing, that’s when you discuss some of the other services you offer. Your customers can’t buy what they don’t know. The best time to ask is when you’ve completed a successful project. Smaller projects can lead to bigger projects if you ask. Smaller sales can lead to bigger sales if you ask, too.
Now that you know what to do, what are you going to do with your knowledge and sell more?
Best wishes for your sales success!
About the author
Maura Schreier-Fleming is the President of Best@Selling. Maura works with business and sales professionals…