Avoid
the sales peaks and troughs experienced by the average
salesperson by building an individual
selling system that will guarantee you results.
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 yea'rs 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.
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 to time after time.
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.
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 ask 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 you could say, "You see how
smooth that engine is".
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.
Did you find this article useful? If so why not see how Andy can help your sales team
by contacting us for a free telephone consultation?
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