Sales are what keeps any business in business. The question of How to Increase Sales is one that is continually explored from small businesses to sales professionals to C Level suite executives. These folks all want to stand out in the crowd, to become that Red Jacket so that others (qualified prospects) will go to them first before anyone else.
When we think about the goal to increase sales, our first thoughts are about the business, ourselves and possibly our own sales skills. However, the sales interaction is really about the other person – the customer. So, does it not make sense to think of that other person first, without any thought of your own immediate needs?
Of course, to think of others first is a daunting task especially with bills, employees and the governments all wanting, no demanding, their payments. Yet, it is from this perspective that you will increase sales because you are truly engaged in authentic relationship selling.
So how does one think of others first? I believe that it starts with a belief echoed in the words of John Maxwell: No one cares how much you know, until they know how much you care. You truly must care about your fellow mankind from the little old lady walking down the street to the stranger sitting next to you on the airplane.
Maybe you are thinking, Sounds nice and good, but I do not have time. Yes, you do because a smile at a stranger takes as much time as not smiling. A quick Hi, How are you, can be said in the same amount of time as just walking by and not saying anything.
Of course, some might say, Sure, that sounds good, but I need to focus on the decision makers because all those other people can’t make a sale for me. Yet, it is precisely those other people who do make the sales for you.
Here are five ways to think of other first as you look to how to increase sales:
1. Read the paper. When you see complete strangers to recent acquaintances, receive rewards, send them a congratulatory handwritten note.
2. Look for articles that may help others grow their businesses.
3. Make referrals to companies that you have patronized when you hear of specific needs from strangers to acquaintances.
4. Expand your own professional knowledge and development and then share that with others.
5. Call existing clients and prospects. Ask them how you can help them without any attempts to sell them.
By taking these actions, you are demonstrating that you care more about others than you care about your own bank account. Over time, you will become the “go to” person. People will freely share your name with others. You will increase your own credibility within your marketplace. Suddenly or not so suddenly, you will become that Red Jacket surrounded by a lot of gray suits. And the results will answer that question: How to increase sales?
Think of Others First If You Want to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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