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See for yourself if you can make improvements in these areas and increase your sales.
1. Qualify Your Prospect – Maximizing your time is important, so the faster you can determine if you’ve got a potential customer the better. Determine who the “Decision Maker” is, do you have a good rapport with him/her, is their a problem you can solve or do they know there’s a problem? You may have the greatest hammer in the world, but if all this prospect uses is screws – you can’t sell your product.
2. Gain Trust – Price and product benefits are obvious buying factors, but less obvious ones are intuition, impressions, and rapport. Prospects are just as apt to buy for emotional reasons as practical ones, so you need to show them you are most like them, you’re sincere, you keep your word, and are honest. If you say you’ll see them on Tuesday, make sure you keep your word. Don’t make a promise you don’t intend on keeping.
3. LISTEN! – Most salespeople are guilty of “overselling”, and often miss the sentence from the prospect that says, “You’re right. We’ll take it.” Listen to your prospect as he answers open-ended questions, and even listen to his tone and inflections of speech. Uncover the problem, and then provide the solution and stop talking.
4. Stay Focused– Too many small business owners spend all their time putting out fires instead of making sales. Spend at least 60% of your time trying to produce revenue. The sales window of 9am-5pm is small, so plan your selling time accordingly. Schedule non-sales generating duties outside this time.
5. Polish Your Presentation– Don’t take your sales presentation for granted. Practice your pitch. You’ve spent a lot of money perfecting your product or service, take the time to develop a comfortable, confident, effective presentation.
6. Do Your Homework– Research your prospects so that you can ask better questions, show better under-standing of her business, and be more prepared and confident before you meet.
7. Learn From Success– Many entrepreneurs have success in one industry with one type of client, and then don’t focus on getting more of the same type. If you’ve been successful selling to doctors and publishers, call on other doctors and publishers and refer to the successes you’ve had. Prospects will trust you more if they know you have previous experience with others in their field. You also spend less time establishing your credibility with them.
8. Establish a method to gain leads 24-7, without your involvement. One of the most overlooked areas to gain sales leads in the service business is by properly developing a website that will generate warm ready to buy customers day in and day out. If you don’t have a website or you have one that is not producing results like this, then you’re missing out on one of the most important things you could be doing for your sales. The key lies in building a content rich site that is loaded with valuable information about the topic of your service, not just about you and your business. Information that establishes you as an expert in your field, and that builds trust and credibility with your potential customers. One that draws the customers in based on the keywords they search for. When they find you, you give them value on every page and when the time comes to buy, they will come to you.
To find out how you can build a website or revise the one you have to attract new leads each and every day, then get your Free copy of the 153 page Service Sellers Masters Course that will outline every detail of how this can be done, even if you have very little computer knowledge.
Article Source: http://www.articlemotron.com
When you’re analyzing your sales process, don’t overlook some of the tried and true methods that may seem obvious at first, but when you really dig into them, analyze them and get honest with yourself, if you aren’t doing these things on a regular basis, you are indeed throwing away sales, and a lot of money
Shawn Stanton is a business owner and has developed several websites about various subjects. If you would like know more about how you can build a website for your business that will bring you a consistent flow of clients, then download your copy of the Service Sellers Masters Course here http://www.solar-energy-scene.com/servicesellersmasters.html or send an email to sstanton@triad.rr.com and just say Please Send Me the Service Seller Masters Course.
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