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Top 10 Tips For Sales Success
Written by: Adrian MillerArticle Overview: We’re all crossing our fingers these days and hoping for a better economic environment. It’s been more than a little scary for many of us. However, even during these tough times, effective salespeople are acquiring new customers and making sales. How? Here are the top ten tips for effective sales that will bring you success regardless of the state of the economy.
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Top 10 Tips For Sales Success
We’re all crossing
our fingers these days and hoping for a better economic environment. It’s been
more than a little scary for many of us. However, even during these tough
times, effective salespeople are acquiring new customers and making sales. How?
Here are the top ten tips for effective sales that will bring you success
regardless of the state of the economy.
1. Know Your
Product or Service
It seems
straightforward, doesn’t it? Well, it is, but unfortunately, there are far too
many salespeople who, for one reason or another, have been trying to sell
without having a good grasp of what they’re selling. These individuals can have
a certain degree of success in a good economy, but they’re the first to fail
when the going gets tough. You need to know what you’re selling from top to
bottom. You should have every feature and benefit on the tip of your tongue. If
you don’t, you need to make this your top priority.
2. Know Your
Target Market
Knowing who to sell
your product or service to is just as important as knowing what you’re selling.
You need to pinpoint who it is that buys what you’re selling and target them
specifically. This is especially true during an economic slowdown when you
might not have as much to spend on advertising and prospecting.
3. Know Your
Competition and Your Competitive Advantage
Your competition is
always there, but they’re bound to be more ruthless when there are fewer
customers. Start by listing your obvious competitors and then dig a little
deeper to discover any others who might be sneaking under your radar. Then,
figure out what makes your business different from theirs, and how you can
stand apart. Evaluate obvious advantages like cost, features, quality, or
distribution, and don’t underestimate other advantages such as location,
reputation, or social responsibility.
4. Be a
“Proactive” Business Developer
Now is not the time
to be waiting for your phone to ring. Make your own opportunities by
networking, advertising, making calls, and pounding the pavement. The more you
reach out, the more you’ll get in return.
5. Mine the Gold
in Your Existing Client Database
Don’t underestimate
the value of your existing clients. When business is slow, use the opportunity
to call your “regulars” to inform them of new offerings, specials, and volume
discounts. You’ll probably be surprised just how much business you’ve been
leaving on the table by not contacting them sooner!
6.
Don’t Leave Business on the Table- Cross-sell Your Products and Services
This
goes hand-in-hand with the previous tip. Always offer your clients other
products or services related to whatever they’re buying. As long as what you’re
offering is relevant, they’ll appreciate your suggestions, and they might take
you up on what you’re offering, as well.
7.
Track Progress and Results
Without tracking
your sales processes and results, you will never know what works and what
doesn’t. There are plenty of easy-to-use customer relationship management (CRM)
software programs that can help you monitor your sales efforts from start to
finish. Trust me. They’re well worth the investment.
8. Learn From
Your Mistakes
Have you had
difficulties with a certain market segment? Or, have you been burned by one
particular customer repeatedly? Well, there’s much to learn from these
situations. Don’t keep hammering away at someone who isn’t buying from you.
Learn from these mistakes, and move on – quickly.
9. Be Persistent
The old adage,
“sales is a numbers game” is true, especially when business is slow. Persistency
is one of those traits that is common among all successful salespeople. A
“don’t give up” mentality is truly one of the most valuable attributes that you
can have.
10. Enjoy the
Process
Let’s face it. Not
everyone is cut out to be a salesperson. Selling should be fun. You should
enjoy the challenge and feel the thrill each time you acquire a new customer.
If you feel this way about sales, be grateful. There are many others who dread
their jobs and would prefer to be doing something else. So, show your
enthusiasm, enjoy the process of selling, and succeed.
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Article Tags: benefit, competitive advantage, economic environment, economic slowdown, economy, effective sales, fingers, grasp, rsquo, salespeople, span style, style font, target market, tip of your tongue, top priority, top to bottom, tough times
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About the Author: Adrian Miller RSS for Adrian's articles - Visit Adrian's website  Click here to visit Adrian's website   Frankly My Dear I Dont Give a Damn How to be Successful In Sales Make Your Luck How Being A Mom Has Helped Me in Business Being an Effective Salesperson Means That You PREPARE FOR OBJECTIONS The Is Have It |
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The only three I have in mind right now, but will try to come up with something else.
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Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
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