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How to Make More Sales - Top Tips
10 Top Tips
1) Play from a 10
Attitude is your ability to access your skill. If you’re not on top of your game, you won’t make many sales. We all know that yet many salespeople don’t fire on all cylinders when they need to. Try measuring your attitude on a scale of 1 to 10 and concentrate on ensuring that you are on top of your game for all important tasks such as prospecting, meetings, presentations, negotiations...
2) Believe & achieve
If you believe you can, you’re probably right. If you believe you can’t, you more than definitely are! What you believe is one of the biggest predictors of what you will accomplish. Believe you can maintain profit margins, guess what you’ll fight to achieve?
Believe you can’t, oh dear! Ask yourself, “What do I need to believe to achieve sales success?”
3) Care about your clients
Clients don’t engage with salespeople fully or honestly because they have all been “abused” by a salesperson who was only interested in themselves at some point or other. Most salespeople care only about the deal and themselves, not their clients. Prove you are different by focusing on adopting the mindset of genuinely caring about your clients.
4) Set big goals
Set your sights on the stars. Go for gold. Think big and go for it. Mediocre goals and targets are for wimps not superstars! What do you want to achieve in 2010? What clients do you want to engage with? How much revenue do you want to secure? What are your goals for yourself, your business and your life?
5) Take action
Nothing happens when no-one does anything. Most people sit chatting, surfing the internet and faffing around with their “to-do” lists whilst winners make money. What can you do today that will take you one step close to your dreams and goals?
6) Ask questions
Great questions are what makes great salespeople. Great questions come from the mindset of genuine interest in the client and their business and their life. Do an audit of your questioning skills and habits.
Plan and design some new questions to try out. What can you do to improve your questioning techniques?
No point asking questions if you don’t listen to the answers.
Listen to what your clients say. Listen to what they nearly say.
Listen to what they didn’t say. Listen to what they really meant.
Listen to genuinely understand. Listen without an agenda. The objective of listening is to understand, really understand, what your client is talking about... from their perspective. How would you rate your listening habits?
8) Add value
How can you add value for your clients? How can you help your clients? Ask questions to understand how you add value. Without knowing how you add value you will be constantly battling with your clients over price. You should be selling on value nor price.
What questions can you ask your clients today to better understand why they want and need you and how you add value.
9) Match don’t pitch
Pitch – the worst and most misleading word in selling. Pitching is what you do to a baseball, not in front of a client.
Pitch - to throw, fling, hurl, or toss.
So that’s going to work then! You shouldn’t talk solutions until you know what a client wants and needs and why. Match don’t pitch.
Ask yourself, “What does this client want and need and why?” Don’t guess, ask!
10) Keep learning
Everyone makes mistakes. Everyone loses sales. Everyone gets knocked down by the express train that is life. How fast are you going to get up and what are you going to learn so that you can perform better next time? Great salespeople keep their techniques and strategies sharp by reading books, attending seminars, learning from others and by self-assessment.
If you like this download then Gavin has a wide range of Books, DVDs and audios available to purchase from www.gaviningham.com
Gavin can be contacted on 0845 838 5958
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