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5 Ways to Increase your Sales in the next 60 Days

Most businesses and sales teams want to increase their sales revenue. But it can sometimes seem an all-consuming task to get there. Especially on the back of recent knock backs or challenging external factors, such as the current pandemic playing havoc with existing sales targets. It is at times like this that we need to redefine the basics of a successful sales strategy. And we need some quick wins. Which is why we have outlined below some strategies that you can employ today to increase your sales in the 60 days.

  1. Plan, plan, plan…..and then plan some more

It’s surprising how many businesses don’t have a sales strategy plan in place or if they do it’s either too high level to translate into practical day to day activities or too low level that there is no shared and communicated sales vision or direction. Identifying what market sectors you want to enter into, who your competitors are, how you will differentiate yourself, what challenge(s)/problem(s) you are solving for your prospects, your short and long term objectives, critical success factors and what your pricing strategy will be is absolute key. Then, it is essential that this is accompanied with a 30/60/90-day plan detailing how you are going to get there.

  1. Learn how to build trust and rapport

This is often one of the hardest things to master. For some people, building rapport comes a bit more naturally than to others but nobody likes ‘everyone’ so it important to pick up on cues and adjust your communication style accordingly. This isn’t about being fake, as that will be spotted a mile off. It is about respecting the other persons communication style: if they are a straight shooter get to the point and back it up with data/figures where possible. If they are more relationship based, then take time to chat and show an interest in their lives.

One of the quickest ways to build trust is by making a promise and keeping it, however small and inconsequential it may seem at the time. If you say you will call them Friday morning at 10am to follow up or that you will have a proposal to them by close of business the next day then then make sure you stick to it.

  1. Identify Needs

One of the secrets to being good at sales is to ask the right questions so you can guide the prospect towards the best solution. The questions you ask will be unique to your service or product but always explain the need to ask questions to your prospect. That way you get their permission upfront and they know what to expect. For example:

‘I need to ask a few questions to understand a little bit more about your current situation and see if there are any ways in which we can add value to what you are currently doing? Is that okay with you?’

Then, have a list of standardised sales questions ready to go help identify a prospect’s needs so that you can match the right solution.

  1. Pre-empt common objections

Understand what your common objections are and pre-empt them before the prospect raises them. Try saying something like:

‘most people at this stage are concerned about….(outline the common objection) however what they find is……(overcome the objection).’

You may think this is counter-productive and potentially putting objections in their head that were not necessarily there. But chances are they are already thinking this, and by pre-empting it shows that you understand it from their point of view which makes you seem more credible.

  1. Follow up

Research, from many studies shows that generally 80% of potential opportunities are lost without trace simply due to lack of follow-up. And yet, there are many reasons why people who could benefit from your service or product don’t buy during your initial attempts. Anything from budget constraints, cashflow issues, costing issues to lack of time, lack of marketing (resulting in low confidence in expertise), and other things taking priority. You are only going to get to the root of the reason through follow up. There are some fascinating statistics on this:

– 44% of sales people give up after one “no”.

– 22% give up after two “nos”.

– 14% give up after three “nos”.

– 12% give up after four “nos”.

That tells you that 92% of sales people give up after four “no’s”, and only 8% cent of sales people ask for the order a fifth time.

Are you in that 8%? If not, maybe you should implement a 5 no’s follow up strategy!

 

Do you want to increase sales but can’t currently afford a full-time sales resource? Do you need assistance with sales strategy and planning? If so, please connect with us here or view our sales management outsourcing services for further information.

 

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