Double Your Sales

Once I read how Proctor & Gamble wanted to double their sales of shampoo without increasing their advertising, without spending any marketing money or even increase the number of businesses that sold their product. Even without gaining a single new customer. And they did it. They doubled their sales by adding one 6 letter word to their label. Do you know what the word is? They doubled their sales of shampoo by adding the word, ‘repeat’ at the end of the 'how to use instructions'.

After I read the story I figured if Proctor & Gamble could double their sales I could too. I though of words that I could add to my labels so to speak. I sold tires, appliances, furniture, electronics, and jewelry. I thought, what does every buyer want when they purchase products and services. A guarantee. Simply by telling my customers, repeatedly, about the guarantee that comes with the products I increased my sales. Then I increased them again by improving the guarantees I gave my customers.

For example, in my electronics and appliance businesses, everyone guarantees to service, or have serviced the products they sell Monday through Friday, perhaps some on Saturday. I increased my guaranteed to 7 days a week.

One day I was selling a 20 inch diagonal color television to a customer and he said, "This is a really good deal." I replied, "It sure is, you should buy two of them." And he did. I learned a long time ago that you must always find out why people are buying from you so after I collected the money for the two televisions I asked him if he intended to purchase two sets when he came in. He said, "No". I made twice the profit just by asking him to buy two television sets.

Of course customers will just not make additional purchases simply because you ask them to. You must show them the value in making additional purchases. And that is easy. All you have to do is show them the benefits they received from purchasing your products and services.

Another way to double your sales without increasing your marketing costs is to bundle your products. Give your customers a better deal when they buy more of your products and services at the same time. It is well know that a washing machine wears out in less time than an electric or gas dryer. But I always felt the best time to sell a customer a new dryer was when they were buying a washer. After all they are in the buying mode. So after determining, by asking them questions, that they really were not in the market for a new dryer, only a washer I would make them a deal they could not refuse on a new pair (washer and dryer). I would also show them how it would only cost them a few dollars more a month if they financed the purchase. And since we offered same as cash, no interest charges, financing when the items were paid off in a set time period almost everyone took advantage of our financing.

A local office supply store just did the same thing to me. I was purchasing a new printer and the sales person walked me over to the ink display to show me that if I purchased a dozen cartages at the time I purchased the printer I would save 20% on the ink cartages. Then he convinced me that I should purchase a carton of paper because it was two-for-one at the time of purchasing the printer. He bundled me right into a good deal for me and for the store. And I am sure for his commission also.


Double Your Sales without gaining new customers or increasing your marketing costs by selling more products and services to each customer.


Double Your Sales - To learn more about this author, visit Bob Janet's Website.

Like this article? Share it with your friends

E-Mail | Print | More

Related Articles
Hiring Salespeople is Like Baseball Expansion
	Hiring salespeople is scalable until you get to a dilution point - very similar to the expansion that took place in baseball...
The Right Real Estate Offer
	Which of the following would make you more excited about the outlook for a hypothetical real estate market?
Sales Success Tip-Think You Need More Leads? Think Again!
	It's the first thing that pops into your mind when you think of how to increase your sales. But just because it's first way, doesn't mean it's the best way.
Definition Double Entry Bookkeeping
	The Basis for Modern Bookkeeping, Double Entry Bookkeeping is an Essential Knowledge Base for both Entry-Level and Experienced Entrepreneurs
Action is All
	Think about it: How badly do you want to double your sales? What are you prepared to do? By your FRUIT you will be known.

---

Related Forum Posts
	Online Sales and Marketing vs Traditional
	Re: Email Marketing, Permission Based
	Re: Online Sales and Marketing vs Traditional
	Practical Sales Advice
	Sales & Marketing Resources
	Take Some ACTION already!
	Sales advice from Jeffrey Gitomer
	Re: Kevin's Case Study #9 - How do you increase forum traffic?

---

Related Businesses - Evan Elite Authors

Dave Kurlan Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website

Leanne Hoagland-Smith Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website

Dr. John Oda John Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website

George Ludwig George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website

Anne Barr Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

The Evan Elite Authors program is currently in beta phase. For details please contact us.