3 WAYS TO IMPROVE SALES
Establishing good sales habits is not only a task for your sales team. As an entrepreneur, your business depends on your ability to sell. Whether you are selling your own products and services to customers or selling the idea of your company to investors, sales is at the heart of your entrepreneurial career even if you do not consider yourself a salesperson. These simple tips from Organizers Direct can help you improve your sales skills and grow your small business.
Pre-Qualify Your Leads
It can be a challenging task to focus time and energy on a long list of prospects, but pre-qualifying sales leads before contacting them can turn an overwhelming list of prospects into an organized, focused list of sales-qualified leads. Prospects who do not have a problem they need solved now are not sales-qualified leads. It is a waste of time and energy to try and sell your solution to someone who is not in the purchasing stage of the buyer process. Ask prospects the following questions to narrow the list of sales-qualified leads:
- When is this product or service needed?
- How quickly does this project need to be completed?
- Why the need to address these issues?
- Are there any deadlines, seasonal requirements, or any other issues?
Spend time helping those wanting to benefit from what you have to offer now. Develop a sales qualification process and focus those efforts on those who qualify.
Buying is an emotional decision. While it may seem like your product can practically sell itself based on its merits, the truth is that the salesperson plays an even bigger role in influencing people to make the purchase. This is why it is so important to be a likeable salesperson. Here are three simple habits to master to gain the affection of the customer:
- Be authentic. Nobody wants to buy from a salesperson that puts on an act to sell their product. Customers can see right through inauthenticity, especially when the salesperson is rude or pushy. Instead of acting like the used car salesman stereotype, work on building trust with your customers through common interests and credibility.
- Master the art of conversation. The best salespeople are also the best conversationalists. This is not because they do all of the talking, but because they know how important it is to keep their customers talking. Showing more interest in learning about someone than making a sale will likely lead to them listening to you when they are ready to purchase a solution to their problem.
- Embrace positivity. When you are in a good mood, it shows. Likeable salespeople are confident, positive and happy – an attitude that tends to be contagious. Customers can hear the smile in your voice as you answer the phone and read the enthusiasm in your body language as you share your products and services. Even if you are having a rough day, maintaining a positive, happy demeanor can easily make someone else’s day, and make them more likely to buy something from you.
Be Timely. Arriving at an appointment on time is only part of what makes a salesperson succeed. Overstaying your visit can waste your customer’s time just as much as arriving late. Remember that your client’s time is valuable, and be conscious of when it is a good time to make an exit.
If you have ever dreamed of owning your own custom closet and garage business, or if you already have a business and are looking for a new investment prospect, take the next step towards an exciting opportunity with Organizers Direct. We provide a full week of in-house training with our team of professionals including industry leader, Neil Balter. From sales and marketing to installation and design, we provide you with the best education in the industry. See what else the Organizers Direct Dealer Program can do for you!