There are a number of basic steps you can follow to improve your sales success.

 

Preparation – What is your value proposition

·       What is your product

·       Who will use it

·       What will people use it for

·       How will they use it

·       How will it benefit your clients

 

Identify your Target Market

·         What is your target market

·         What market segments are there

 

Steps in Selling

·       Prospecting

·       Planning

·       Contact

·       Presentation

·       Objections

·       Close/ Agreement

·       Grow (After sales service)

 

Background

Objective

Increase your sales by

                increasing number of customers

                increasing average sales size

                getting customers to come back

 

Prospecting

Develop a detailed bank of leads

                Passed experience

                Lists (eg Phone book, club memberships)

                Observation

                Networking

                Multipliers

                Sellers with similar market

                Attend functions

Qualify leads

Can they benefit

Can they afford it

Can they say yes

 

Planning your contacts

 

Measuring  your results  (Leads, contacts, appointments, sales)

 

 

Preparation

·       Product Knowledge

·       Presentation

·       Positive Attitude

·       Know the benefits

·       know the objections

·       and the answers

·       Organise your material 

 

Planning

Because

                confidence

                identifies best way to make presentation (eg Key benefits)

How

·       Gather Information

·       take time to think

·       Networks

·       Publications: brochures, annual reports

·       Questionnaires

 

Contact

Get the Appointment

                Referrals

                Direct Mail

                Drop in

                Advertising

                Networking

 

Presentation

                Personal knowledge

                Establish rapport

                Product knowledge

                To the point

                Appeal to the senses

                                Samples

                                Visual, brochures, photographs, overheads, slides

                                Testimonials

                Get prospect involved

                Questions

                You listen

                Demonstration 

 

Close the Sale

                Ask for the sale