4 Steps To Help Boost Your Sales

4 Steps To Help Boost Your Sales

My Lessons Were Expensive – Here They Are for Free

When I started my small business, I made it a practice to visit five new prospective customers every day. My sales pitch was always the same. I would provide the details about my product and explain how it was better than what the competition offered. My success rate was low.

Many customers would cut me off before I had finished my rehearsed speech. Others, who were too polite to do that, would switch off. I knew that they were not really listening.

But my success rate gradually increased. Within a year, I reached a stage where I could spend less time on sales calls and more on other aspects of my business.

How did I do it? Here is what I learned:

Listen

this is the most important skill to master. In their haste to close a sale, many salespeople forget a basic truth. The sale is not about the product. Instead, it is about fulfilling a customer’s need.

 

“How does my product help the customer?” That is the question to be asked. It is not, “How can I sell to this customer?”

 

Don’t forget existing customers

I get about 60% of my sales from clients with whom I have dealt with earlier. Not only that, there are numerous times when an old customer has referred business to me. I make it a practice to keep in touch with all my customers.

 

In fact, many of them call me to tell me about leads that I should follow up on.

 

Patience

A sales call that seems to be going nowhere often results in new business. This has happened to me so many times that I have learned to keep on trying to close a sale even if all the signs seem negative.

 

A client’s indifference could be due to many reasons:

 

Too busy – the customer has other pressing issues to handle.

 

Wants a discount – sometimes a lower price will do the trick.

 

There have been times when I have closed sales where the client initially seemed to be absolutely unresponsive.

 

Build strong customer relationships

I have learned that loyal customers are like an extended sales force. But building client loyalty is a long and tedious process. Every visit or phone call will not result in new business.

 

However, the connections that I have built are one of my greatest strengths. A large part of my success is due to the associations that I have established over the years.

 

Finally, I have realized that it is essential to prepare for every sales meeting. What am I going to speak about? How well do I know the background of the customer? The time that I spend in preparation often gives me the insight that I need to close a sale.

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