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Where's the Problem with Increasing Sales?



Where's the Problem with Increasing Sales?
   

As a small business owner or sales producer, you understand what it takes to succeed in sales. Yet, when your sales aren’t where you want and need them to be it usually comes down to a fundamental. One of the sales fundamentals is derailing your efforts.

Do you have people to have a selling conversation with? Are the people you’re having a selling conversation with ideal prospects? If you can answer “yes” to those questions then the problem is a sales problem not a marketing problem. So how or where are things going awry?

Even when you’ve had a selling conversation previously, when you have your next selling conversation you have to have an introduction and establish rapport. When this is a second appointment where the purpose is for you to present your solution realize you’ve been thinking about the person and their needs. You’re eager to jump into the selling conversation and close the sale. But, wait a minute. Your prospect hasn’t been thinking about your last conversation, and they may even have lost a good share of their enthusiasm by now. So make sure you cover where you left off and identify anything you may have overlooked or misunderstood before you take off presenting your solution.

By the close of a selling conversation do you really have a solid understanding of what the prospect wants and needs and why? When you heard the prospect identify a want or need that you have a solution for did you immediately go for a solution? Realize it takes a while for the prospect to warm up to you and be willing to share the real reason they agreed to a sales conversation with you. Make sure they have revealed multiple wants and needs and told you which ones were the most important before you even start to think solution. But even then you aren’t ready to talk about solutions or next steps.

People buy what they want first, what they need later, and explain why they bought what they wanted first with a logical explanation. You’ve had prospects before with a leaking roof who have elected not to fix it so they could buy a new flat screen TV. It doesn’t make logical sense yet people buy what they want first. Unless you can help them identify the big benefit they would get from having the want involving your solution met, your solution gets parked on the someday wish list. The other big driver that gets people to act is the fear of the consequences they know they will experience if they don’t take action now. If you get to an “I need to take action” want you have immediate sales.

The sales conversation went well. You covered everything you needed to cover and discovered everything you needed to discover, but did the conversation end without a sale or a next step? Are you finding it difficult to get a commitment? If you aren’t able to generate enough emotion in the prospect so they literally ask you when you can close the deal, you and only you can take the next step. If you’ve both discovered your solution is the right solution for the prospect why is it difficult to present the next step? Do you lack faith in yourself or your solution? What’s holding you back?


Where's the Problem with Increasing Sales? - To learn more about this author, visit Cheryl A. Clausen's Website.

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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

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About the Author


Cheryl A. Clausen
(Visit Cheryl's Website)
Listen to this free recording “30 Days to Increased Sales” or ELSE End your sales struggles now “The Sales Secrets within You”, will help you sell more than ever before… http://increasesalescoach.com/sales-secret s.html Increase Sales Coach Gets Results Sales Training Can’t BECAUSE it’s never just a sales issue
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