The way to Increase Sales
Find the Ultimate Sales System
Moving your prospect from interested party to fee paying client i.e. “selling”, shouldn’t be hard or confronting. Indeed, it’s only a natural conclusion to a well design marketing method that may be learnt.
Selling can be a learned skill. It’s a procedure called a Sales System.
Yet more and more people struggle and extremely don’t learn how to increase sales.
But, it’s not your fault that you find selling uncomfortable because, like most, you’ve never learned how you can increase sales!
Sure, you learnt how to become an excellent coach or consultant. Maybe you’re an accountant los angeles or lawyer with exceptional technical ability, however bet you won't ever learnt how to market or sell the services you provide and intellectual property (IP) at school or university.
And you’ve not likely too thinking about learning either because most associate ‘sales’ with used cars and insurance salesmen!
Yet we want the skills to sell everyday whether it be a thought, a chance or a service that you honestly think in. What about a better term to utilize instead of ‘sales’ is “influence”.
So, precisely what does the whole process of “influence” (or how to increase sales!) look like? Let’s take a look at the 5 stages from the sales process.
Indeed, let’s think of it as the “Step Ladder” of sales as you have to get up on each step before moving onto the next. It’s a specific sequence and it’s only at the very best that you can confidently get in touch with your mark and close a sale.
Let’s assume you’ve generated the proper of leads and you’ve wooed them with your education marketing sequence, so you’ve got hot prospects showing every one of the right signs of being interested.
You just know they’re prepared to move forward!
What next? This is when our Steps concept will come in. You will find 5 Steps to your sales process:
Step #1: Appointment Setting
All prospects undergo the same process before selecting of your stuff (a referral is much more complex). People undertake the stages at different rates, so that it might be minutes or months.
The best process goes something similar to this:
Know - Like - Trust - Try - Buy - Repeat - Refer
Your marketing system needs to have already moved them from the first three stages to getting to learn, like and trust you, so that setting the appointment belongs to “try” before they are buying part. It’s even the logical next thing within your sequence. Generally, the appointment is perfect for a one-on-one meeting to discover the method that you might come together.
Please note that the intent behind appointment setting is always to make an appointment! Not to sell them your service. Click to Tweet
The benefits of setting the appointment are different to the great things about your service, so don’t confuse the two or do things away from sequence.
Step #2: Building Rapport
So, you’ve got them on the phone or sitting opposite you. Know that building rapport is critical to any successful sales process. You’ve simply have got to spend some time to establish a reference to your prospect or there won’t be any relationship going forward.
It’s about listening with empathy and understanding their look at the planet from their perspective.
It’s not about yourself.
Step #3: The Conversation
This is for uncovering your prospects needs, so that you can suggest to them how you might be able to enable them to.
First, you should uncover whatever they really want and explore what meaning to them on your own and high end. Slimming down, as an example, can impact all elements of one’s life.
Next, you obtain them contemplating where they are and why it sucks. Discuss the results of not implementing action. This could be confronting, but you’re job is always to guide them forward and show the solution might help them.
The best way to try this is to identify 2-3 of the biggest issues and present them a quick plan of action to repair them. It’s permitting them to “try” before they're buying. I liken it to showing them your Super Hero powers!
Step #4: The Close
This is actually the surface of your Steps - The Sweet Spot - and it’s so simple that it’s comical. Yet this is when most fear to tread. It seems scary and precarious ... What if it is said “No”? (Remember, it’s not in regards to you!)
Everything before step leads to The Close. It’s natural advancement of your marketing process and sales system. The prospect delays so that you can Request THE SALE.
Just ask … “So, how what can you want to do now?” or “How do you experience feeling about moving forward?”
Then be SILENT.
Obviously, you might get some objections - it’s a negotiation tactic and simply an important part of the method - but that’s another topic and managed when you are aware how.
Step #5: Followup
This is the frequently over looked step since it employs you failed to close the sale in the previous step. Nobody wants to fail, but take it onboard as feedback that you simply marketing and sales system has gaps that require plugging.
“No” generally means that the chance doesn’t Know, Like or Trust you adequate yet. You’re not inside the Sweet Spot and therefore, you have to return back and plug the gaps.
So, don’t take “No” since the final answer (Unless they do inform you to bugger off and not call again!).
“No” often means “No, not right now”. Or “No, I don’t quite trust you yet”, which can be step to understanding how to increase sales in the years ahead.
Research indicates required no less than five continuous follow up efforts after the initial sales contact, before an individual says yes.
There are some fascinating statistics about this:
• 44% of sales agents give up after one “no”
• 22% give up after two “no’s”
• 14% stop trying after three “no’s”
• 12% quit after four “no’s”
Meaning only 8% of sales people ask for an order a fifth time.