Sales Success ? The 5 Steps

It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.

Avoid the sales peaks and troughs experienced by the average salesperson by building an individual selling system that will guarantee you results?

Step 1: Goals

Without clearly defined goals, measured over a specific time frame, you will achieve very little. When setting your goals consider your income, lifestyle and requirements.

First aim to improve your last years' income by a specific amount, or, if you are new to sales, aim to achieve as close to the top sales person in your team as you can.

Step 2: Prospecting

The level of success achieved by salespeople will always be determined by the number of customers self generated, that is other than floor traffic or telephone enquiries generated by your advertising.

Put a system in place to regularly find new customers from referrals, past customers etc.

Build up your database of loyal customers that you can sell time after time.

Step 3: Qualifying

Qualifying is the factor, which has the greatest impact on the management of your time. You have to become skilled in sorting prospects. The greatest stress in your career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.

Step 4: The Sales Process

The key to a successful sale is the ability to build rapport and trust with each customer.

Meet, greet and build rapport, settle them on a model, garment or product to demonstrate.

All the time check by asking trial-closing questions then asks for their business.

Remember to sell the benefits of your product speaking in their own linguistic modality. For example talking to an auditory person about a car engine you would say.

"Listen to that engine, doesn't it sound great?"? Or to a visual person your could say, "You see how smooth that engine is"?

Step 5: Follow up

This is the first step to the next sale to your customer or to obtaining referrals from them? First a thank you letter, then a 7 day follow up call followed by a call at least every 9 days. This will ensure a steady stream of referrals? All you have to do is ask

Remember? Do what you most fear to do, and you will have the results you most want to have?

Gordon Goh is author of the free, informative website Simply Motivation offering quality useful tips for Motivation

---

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During... Read More

Knowledge is Power in Auto Detailing Sales

The most important thing for an auto detailer to do... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

Get More Clients Now!

Although David has been a graphic designer for a decade,... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

Sell Yourself, As Well As Your Product

When selling a product to a consumer, one of the... Read More

Attitude Insurance

Everyone knows the importance of having a positive attitude, especially... Read More

Get Over Your Resistance to Sales

I have found that there are two best ways to... Read More

Dramatically Increase Sales With The KISS Test

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

Increase Your Influence, Increase Your Sales

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

7 Sales Skills to Improve On

The following 7 sales skills are what I have found... Read More

Small Business Computer Consulting Freeloaders? and How to Avoid Them

If you've been in the small business computer consulting industry... Read More

How To Get Clients To Take Immediate Action

Are you tired of excuses? Looking for a persuasion technique... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

Evaluating Your Customer

It is one thing to make a sales presentation, but... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes... Read More

Emotions That Sell, Part 2

In the last article, we looked at three emotions (besides... Read More

Increase Your Sales With an Incredible Offer

What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More