Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let's go then.

Less time more pressure.

You prospects have less time and feel more pressure. Just like you, I'm sure. As a sales professional, you need to be sensitive to this. For your own good, have a clear, short and concise benefit statement. Don't waste a prospect's time or yours with lengthy (and boring) introductions. Observe people who go on and on at networking events when asked what they do or introducing themselves to the group. Is that you?

Less resources to get more done.

Your sales increase when you better demonstrate how much 'leverage' your product provides. Have prepared proof of substantial Return On Investment for prospects. The best ROI support is customer testimonials containing real numbers. If you don't have any, use industry data and 3rd party research, or statistics, and proactively collecting your own. Start today.

Less contact more voice mail.

If you don't improve your ability for leaving voice mail messages, then you will continue to face the frustration of getting your calls returned. Most salespeople's ability and confidence with voice mail remains poor. If you can't motivate me to even call you back, how could you possibly motivate me to buy from you? Again, be brief, concise and clear. The most glaring weakness is not letting me know the BENEFIT of calling you back. Get training on how to leave an impactful 30-second message that can't be ignored and pulls response.

Less paper and more email.

Letterhead is hard to find these days. A client of mine, IBM, wanted to send a testimonial letter about a sales seminar I gave. My contact couldn't find letterhead. However, lack of letterhead is no excuse for poor spelling and curt communication. Build relationship through constant and meaningful email contact. Make your emails well-written, focused and brief. You face obstacles, like strict network security and the poor computer skills of your recipients. Take a course on email etiquette and copy writing. Don't send an email with large or too many attachments. Sending paper 'snail-mail' is making a comeback with the current anti-spam and "too-much-email" sentiment.

Less personal presentations and more technology.

Travel and budgets have diminished. Teleconferencing and web-based presentations have grown in their use. Sadly, technology doesn't breed ability. Listen to me. Using a webinar to read a PowerPoint to me over the phone will NOT sell me. Again, build your skill set and improve your presentations or have an expert facilitator do them for you.

Less talk and more listening.

The wisdom of the ages. Cliché really but still ignored and executed poorly in sales. Prospects have little time to listen to your 'sales pitch.' Ironically, they have plenty of time to 'complain.' Perfect. Encourage this and note their problems. Let THEM sell themselves. Let your prospects talk themselves into purchasing and stop interrupting them. Give the occasional prompt and affirmative nod to support their rant. Good sales people sell products. Great sales professionals solve problems.

Less preparation and more action.

More salespeople fail while perfecting their approach instead of actually making contacts. Look. Over-preparing makes you sound robotic and impersonal anyway. It's a procrastinator's crutch and an excuse for those in fear of rejection. Get on the phone and attend networking events now. Improve on the fly. Don't worry. We're all human and generally kind.

Enough said. Time to sell.

Get complimentary help and advice at www.CustomerCatcherTips.com. Martin Wales helps you increase your sales and profits with simple, proven tools and systems that get immediate results. If you want more customers, contact him at Martin@CustomerCatcher.com.

---

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number... Read More

Sales Skills are Life Skills

I love the art of selling. LOVE IT. When I... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Selling More Effectively as a Trusted Sales Professional - Thirteen Tips

Do you want to sell more successfully using an honorable... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals... Read More

The Ultimate Think Differently Sales Tip

Sales drive revenues, and revenues drive companies. Companies, then, are... Read More

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can... Read More

Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less... Read More

Successful Sales Strategies: Winning the Close Ones

The "Three Cs" in building customer relationships are a key... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

The Power of Confidence

My experience has taught me that people want to buy... Read More

7 Phrases You Cant Say in Sales

7 Phrases You Can't Say in Sales (Because They Will... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

Sales 101: Asking for the Order

"Ask, and you shall receive", a biblical principal that offers... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More

Peak Performance

One of the best books I have ever read is... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!

Have you ever gone into a newsagent, picked up a... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

Boost Your Sales With These Proven Responses

When five years ago I was faced with having to... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

Focus On The Customer: The Only Secret To Closing

People are always looking for ways to close the sale.... Read More

Keep Sales Simple

For those of us working in the exciting world of... Read More

More Sales with Less Selling

Have you ever passed by a bakery display case without... Read More