Sales are all about approaching new and business potential clients and introducing your products to them. When employed properly, salesmanship is a powerful tool for generating immediate profit versus the process of acquiring revenue over an extended period of time. Therefore, when you are selling, the process must be just right. So just how can you improve sales? You must know the specific details of the wants and needs of your prospect and they must know your products or services will best fit their needs. Hypothesize? Probably. But funny how few businesses spend the necessary time and money to master this skill. And do not be fooled by what you read in books or what other salesmen tell you. Just think of anyone you know who is a "great salesperson" and test their sales pitch at a party or business. Let's say an impressed friend asks for the product or service the salesperson offers, and is rebut by the salesperson's sales pitch on your product or services. Now, I will not say that most of those salespeople are truly great. Some people who are great in sales may be great for one product or area of services but not all. However, those who are great in every area of sales tend to use proof and by doing this, they are able to sell more effectively. Good salespeople write down highlights of all their meetings and proposals. How did that enhance their sales presentation? More time, energy and focus. Beyond this, there are a number of proven marketing techniques to increase sales by learning what your prospects wants and needs. No matter how great you are, if your prospect does not know what you sell and how to buy your product or service, it might not convert to sales. Here are some things you need to keep in mind in making a sales strategy:
1. Learn what your prospects want and need. It's important that you know it, because if you don't, your chances are slim that your prospect will purchase your product or service. It's so much easier, better, more effective and profitable to know and know what your prospect's wants and needs are and you do not need to try and sell your product or service.
2. Identify the competition. If you don't know your competition, you don't really know what you are selling. If you do know what your competition is, then you need to know where they are located so you can find them. You just can't get clients from your competition. Without understanding your competition, then you are on a fact finding mission. And it is a fact finding mission when you know your competition. Because if you have no competition, your chances of selling product and services is slim.
4. Know your industry. If you work for a particular industry, you should know it inside out because you are in contact with your prospects every day. Who are the prospects within that industry? Besides your competitors, who is the key target population within your industry and is a major player within your industry? Who are the competitors doing? Do you know what they do? What do your prospects want? If you answered no, then that is a big deal. Without a realistic plan, you could fail.
As you begin your business and take your skills, behaviors and philosophies to market, the ability to identify competition and competition becomes critical for the survival of your business. When you focus on your prospects, you grow your business.
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