Tweet

Increase Your Sales: Stop Chasing Clients with a New Approach to Selling

Guest post by: Marc Weiner

Article Overview: Let's talk about the ways in which you can generate revenue and increase your sales. There are three ways that traditional salespeople do this. Let's explore a more effective alternative.

Increase Your Sales: Stop Chasing Clients with a New Approach to Selling

Let's talk about the ways to generate revenue and increase sales. First, let's examine three traditional methods that most traditional salespeople use to generate revenue:

* The first method to generate revenue is to simply respond to things like requests for proposals and requests for quotes.

In this model, buyers specify the products and service and the terms of the transaction with very strict guidelines. They can compare their options side-by-side using one set of criteria. This gives them an "apples-to-apples" comparison of suppliers. Price is the major factor. You have limited ways to add value.

* The second method is to be an "order taker." There really is no "selling" required. It's simply a matter of passively gathering orders.

* The third method commonly used by traditional salespeople involves pitching your products and services to prospects in hopes that some of them will buy.

We often see people so focused on their presentation that they don't spend the time to find out what the qualified prospective buyer actually wants. The idea is if you throw enough stuff out there that maybe something will stick and they will be interested.

These methods have you chasing prospects for revenue, but there is a fourth way, a better way to generate income, that will allow you to attract clients who need or desire your products or services.

You can focus on qualified buyers who will pay you well and also be a delight to work with.

The fourth method is where you add real value, and you proactively identify and approach likely prospects. This is called consultative-style selling. It is the interactive process of convincing buyers that they will benefit from taking actions different from those they might otherwise have taken without your counsel and participation.

In this case, the hallmark of the selling is not pitching, but it's your ability to change buyer beliefs and behaviors.

Start by defining your customers' problem, then identify the positive impact that they will get with your help.

You must paint both pictures - the before and the after. In order for them to be able to believe in you, they have to understand that you understand their pain, and that your product or service is going to take them where they want to go. You must be considered the expert.

How do you become a recognized expert in your field? Whether you're a coach, a business owner, an entrepreneur, or anything else, there are two key criteria that are very important.

1. Do not judge. No one likes to be judged. You are not considered an expert if you are judging people. People want to be inspired by you and to be motivated by you, and the way you do that is to acknowledge and validate what it is that they're feeling, what they've been experiencing, what they'd like to get, and to make it clear that working with you and with your products and services, they will actually be able to achieve that.

2. Become a learning facilitator. This is a term which you wouldn't necessarily think fits into sales. In consultative sales, you actually are a learning facilitator. You achieve this by listening to them, working with them, guiding them, and serving as a mentor beyond just selling them something. When you're a learning facilitator they too will learn how to work with you, and you will then have a lasting favorable impact.

Would you like to focus on qualified buyers who will pay you well and also be a delight to work with?

Imagine a highly responsive list of clients who return to you time and again because they believe in you and feel that you are always there for them.

Imagine how great you will feel when you are spending far less time "chasing possible clients" and instead focusing on people and companies who need, want and desire your services or products.

Related Articles
  7 Ways To Stop Selling & Start Building Relationships
  How to End the Cold Calling Game of Chasing a Sale
  Sales and Marketing: Know and Apply The Separate But Equal Ideology
  Develop an Efficient Sales Team
  Make Fewer Cold Calls and Get Better Results

Article Tags: apples to apples, apples to apples comparison, consultative style, hallmark, order taker, participation, prospective buyer, prospects, quotes, requests for proposals, salespeople, strict guidelines



Related Forum Posts
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: Who Did You Learn Most From and Why? - Hi Martin, You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person. btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
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...
Different Hats - CEO Sales & Marketing & Leadership Development Company Strategic Vision 10 Alliances & Growth Strategies 10 Hiring & Managing People 8 Mentoring 8-9 Strategic Planning for Clients 10 Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty) Financial Management 9 Bookkeeping 3 (outsourced as I really hate the fine details like GST0 Administrative Follow Up 6-7 (again have great staff) Writing & Publishing 9 (getting better all the time!) Speaking 10 (so I have been told) Self Promotion 9-10 Web development & Promotion 6-7 (learning more and have brought on players who are 10+) Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have) Great topic Kevin!! Jude
Coaching Women vs. Males - Tami, Do you have any clients from Eastern Canada? I was wondering if Coaching Clients from either Coast was any different. Also is it different coaching women entrepreneurs vs. males?


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Reverse Mentoring

What If You Had a 100% Success Rate?

Entrepreneurs and the “Oh! No!” Trap

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.