Every entrepreneur has to be a salesperson among the many other hats worn, whether it is selling the business idea to investors, selling the concept to potential employees, or trying to grow sales with new clients and in the community on a regular basis. Therefore, no matter who or what gets involved in the business increasing sales is a huge part of any entrepreneurs day-to-day life. Use these free sales tips to garner more sales, more clients and more support within the business and community.
Increase Sales By Offering Free Seminars
Whenever products or services require a large amount of money to purchase (such as real estate, financial products and services and electronic products), free seminars are a business person’s best friend. Potential clients will want to make an informed decision, and to do so they’ll require an expert’s opinion. Make that a businesses’ expert opinion by offering all of the information a new purchaser would need through a free seminar – just make sure that the seminar offers true information and isn’t just a way to position the business to increase sales.
Grow Sales With Unusual Business Hours
Most small business owners and entrepreneurs such as Texas Holdem try to keep normal business hours to keep up appearances as well as to ensure business and personal don’t mix too much. Yet for most customers, out of the ordinary business hours are more appealing and convenient when it comes to getting things done. Consider new and interesting ways to service the customer base that needs non-traditional hours, such as having a website or taking phone orders.
Learn How To Listen To Customers For Sales Growth
Using a rehearsed sales script can be helpful when still in the early stages of growing a business, but eventually the process stops working because customers don’t feel heard. If everyone is getting the same sales pitch, then how does the customer know they are valued? Instead, ask questions of customers to learn what their specific needs are. Ask if they are satisfied with their current arrangement, and why or why not. Delve into what competitors are doing right or wrong, and why goals or expectations aren’t being met. Then, use their answers to explain how the business fulfills those needs and sales growth will be quick and organic.
Tips for Conducting Advanced Sales Training
Advanced sales training goes beyond the basics of product knowledge, workplace expectations, and sales pitch. An ongoing training program is essential for a sales force to keep closing skills sharp and for sustained growth of sales and company revenue. Attitude, motivation, and closing techniques are all critical components to an advanced sales training program.
Teaching a Positive Mental Attitude is Part of Advanced Sales Training
Attitude is taught in both basic and advanced sales training because it is so critical for the success of the sales staff. A positive attitude helps keep salespeople sane on the job, and keeps them motivated to sell.
Professional sales people can suffer from rejection, burn out, or dissatisfaction with the work environment. Rejection especially affects attitude, as well as morale both in the office and out in the field. Sales staff needs to be continuously motivated to combat the weariness that accompanies rejection.
Training sales staff on how to maintain a positive attitude involves motivational DVD’s or YouTube links, motivational books, and “pep talks” from the sales manager or company owner. Attitude can also be uplifted by exciting sales competitions and contests, bonuses and rewards for performance, as well as introduction of new products and services.
Train Sales Staff to Improve Presentation Skills
Presentation skills are sometimes taught in advanced sales training seminars. Communication skills and professional presentation skills enhances the sales person’s self-confidence therefore increasing the chances of making the sale. In addition, prospects perceive the sales person as more credible when the presentation is professional.
Advanced training for presentation skills improvement include short, professional course at the Dale Carnegie Institute, ongoing training in a Toastmasters club, role playing in the office with feedback from peers, and practice in front of prospects (experience).
Product Knowledge Training as Part of Advanced Sales Training Program
Advanced sales training always includes detailed information about the product or service being sold. It is important to have more than a basic understanding of how the product works, as customers will have lots of questions. Also, a more in-depth understanding of the product will increase the sales opportunities as the product might be used in different scenarios and circumstances.
It is very important for sales staff to keep abreast of any changes, upgrades, or updates to product models and services offered by the company
Advanced Sales Training Involves Teaching How to Overcome Objections
Overcoming objections should be taught in an advanced sales training program. Each industry has a different set of common objections that reluctant buyers or decision-makers use to stall before deciding to buy.
Role-playing is an effective way to teach this advanced sales skill. Sales staff should take turns playing the prospect and sales person, practicing exactly what to say to overcome each specific objection.
Closing Technique of Assuming the Sale Should be Taught in Advanced Sales Training
Assuming the sale is an advance sales technique that should be specifically taught to a sales staff. There is a myth among inexperienced sales managers, trainers, and sales people that if the product or service is good enough, then it sells itself.
Assuming the sale involves techniques such as filling out the paperwork before the customer has actually said yes, or asking questions that have assumed the customer has already made up his/her mind
There are several myths about closing the sale which closers and professional sales people should avoid. The sales staff should be very clear on why consumers buy, and clear on the different scenarios where the product or service is appropriate and can help the customer.
The people in the sales staff need to take responsibility for their internal mental attitudes towards their jobs and towards prospects. They need to have an arsenal of advanced closing skills such as overcoming objections, asking for the sale, assuming the sale, understanding consumer psychology, and an intimate knowledge of the product or service being sold.