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3 Simple Actions to Increase Sales
Written by: Leanne Hoagland-SmithArticle Overview: If you could increase sales, by just 3 simple actions, would that have value for you? Learn what those 3 actions are.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
3 Simple Actions to Increase Sales
If you could increase sales, by just 3 simple actions, would that have value for you? Maybe you are thinking, selling or sales is a lot more complicated than 3 actions? Possibly, those thoughts are getting in your to increase sales.
First, these actions are based upon the premise that you have a proven sales process where you go step by step so that you avoid any miss steps. Second, there does exist a premise that you know how to ask questions. Finally, your active listening skills must be finely honed because as I have heard many times: "If you are telling, you ain’t selling."
The first action is to find agreement. Agreement is a powerful word for two reasons. This word has a high degree emotional value and also suggests that a contract exists between the two parties involved.
Action number two is to confirm for clarity what is being said. This action helps to remove the assumptions within your belief system that may send you down the wrong path. Assumptions are part of everyone’s belief systems and play a critical part in the decision making process. Additionally by taking this action helps to identify any early stalls and obstacles that may interfere with your goal to increase sales.
Validation is the final action. Before you can proceed from one step to another, to sort out the tire kickers or even confirm that you are with the for real decision maker, you must validate the actions of your prospect.
What do these 3 actions look like within the sales conversation? Well, they may sound something like this?
Action #1: (Salesperson) I agree that finding a reliable vendor is important to the growth of your company.
Action #2: (Salesperson) Can you share with me what you mean by being reliable?
Action #3: (Salesperson) After reading our proposal and provided it meets your expectations including reliability, could you please share with me your decision making process as to time and persons involved?
When you learn these 3 simple actions of being able to Agree, Confirm and Validate during your sales interactions, you will increase sales.
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Article Tags: active listening skills, assumptions, belief system, belief systems, clarity, decision maker, decision making process, emotional value, obstacles, premise, proposal, proven sales, reliability, salesperson, tire kickers, validation
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Leadership Audit For Business Business Building Check List |
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