| y"> | | | | expertise areas to allow you to focus on selling. |
| We are all in sales. We all selling in every role we | | | | Know whom your team is connected with and how |
| have. Whether you are in sales, marketing, home | | | | they might benefit from your product or service. |
| business, looking after your kids, dentist, athlete or | | | | Know how they like to work and ensure your sales |
| whatever your chosen field is - you sell. When you | | | | processes support that. |
| are "selling an idea" or pitching a business proposal or | | | | Know how to ask for the sale - so many people I |
| offering a product or service - it is all selling. You can | | | | observe forget to ask for the sale. Don't be scared |
| choose to avoid it or be good at it. Have you ever | | | | of asking people if they want to buy. Find language |
| met natural sales people and admired them? Have | | | | that suits your style and just ask. It could be as |
| you wondered how they do it? It is simple - you just | | | | simple as "Would you like to proceed with this? If so, |
| need to be in the "know". | | | | when should we deliver it for you?" - don't forget to |
| Know your style - how do you like to work? Do you | | | | ask for the business. |
| work with a team, do you work for a manager, or | | | | Know why people buy from you - understand what |
| do you work alone? Determine how you work best | | | | needs your product fulfils in people's lives. Do you sell |
| or how you need to work, and design a sales | | | | services that make people feel better about |
| process just for you. | | | | themselves; do you sell products that make people's |
| Know your personality - are you outgoing? Are you | | | | lives easier? What reasons do people have for buying |
| shy? Are you confident? Are you reluctant to meet | | | | from you? You could conduct surveys or hold focus |
| new people? If you are an extrovert sales may | | | | groups to ask your customers what they think. Once |
| seem a bit easier to you but I believe that the | | | | you know this information it will assist your marketing |
| introverts who are exceptional at building relationships | | | | and sales efforts. |
| with people, are some of the best sales people I | | | | Know how to thank your customers for their |
| know. | | | | business - find out what your customers enjoy i.e. |
| Know what energises you - do you work best | | | | outdoor activities, entertainment, cooking - what are |
| inspired by others, do you like recognition, do you like | | | | their interests? When you thank them for their |
| to set goals and achieve them. However you like to | | | | business include something that reflects this. It |
| work you can use this same formula to boost your | | | | doesn't have to cost a lot of money. Simply send a |
| sales. If you like recognition but work alone, you will | | | | thank you card with an article inside they would be |
| need to find someone who you can share your sales | | | | interested in. This shows you know your customers |
| achievements with. | | | | well and you think of them after the sale has |
| Know how to network - this is one of the most | | | | occurred. Whenever I speak or train a new female |
| important skills in any business. Learn how to | | | | client I always send a box of flowers the following |
| network in opportunities that are suitable for your | | | | day to their office. This shows them I appreciate the |
| business. If you want to find out more on how to do | | | | opportunity to work with them and their team. |
| this you can read my latest book with other master | | | | Know how to generate referrals for your business - |
| networkers called "Network or Perish". | | | | a good way to do this is develop advocates for your |
| Know your commitment - how much time can you | | | | product. Find people who are willing to promote you |
| allocate to selling as part of your role. If you run a | | | | to their customers or provide testimonials for you - |
| home based business or work for yourself, I imagine | | | | this is very powerful marketing tool and makes your |
| you would be "selling" constantly to educate others | | | | sale process really easy! |
| on what you do and generate your next project or | | | | Know "no" is not the end of the sale - some people |
| income opportunity. If you work with a sales team | | | | say no to a sale because they have more questions |
| you may be required to bring in monthly targets. | | | | or are not completely satisfied they require the |
| Make a note of how much of your time you need to | | | | product. Don't let no be the final word. Have a series |
| spend in a sales mindset. | | | | of questions or statements you can make to help |
| Know your weekly sales target - if you are part of a | | | | fully understand why someone doesn't buy from you. |
| sales team, this will be easy as managers provide you | | | | Don't be put off by the word no - don't take it |
| with monthly figures. If you don't have this target - | | | | personally. |
| create it. Look at your annual income or targets you | | | | Know how to negotiate - this skill is essential if you |
| want to achieve, divide it by twelve for a monthly | | | | are serious about selling. Learn the skill, get some |
| figure then simply divide it by four - easy - now you | | | | training or observe and expert and ask lots of |
| have your weekly target. Place this target | | | | questions. Negotiation is a key part of any sale - no |
| somewhere you can see it each day to remind you | | | | matter how large or small - get good at it. |
| of what you need to achieve. Take 10 minutes each | | | | Know how to make your service tangible - if you sell |
| week to review how you went against your sales | | | | a service i.e. coaching, image consultation or |
| goal. | | | | something that doesn't have a product your client |
| Know your strike rate - if you have to make sales | | | | can touch or feel - make it tangible for them. Simple |
| calls (either on the phone or in person) keep a track | | | | ways to do this include business cards, brochure, |
| for two weeks to determine how many calls you | | | | website, a free analysis or one hour consultation, a |
| made and how many translated into sales | | | | manual, testimonials from previous clients, a CD or |
| opportunities. Some of you may have products or | | | | book on your topic of expertise. There are many |
| services with long sales cycles (for example in some | | | | ways to make it tangible - get creative. |
| businesses the sales cycle can be several months) | | | | Know more than your competitors - we all have |
| but you will get a feel for your success rate. You | | | | competitors. Understand how what you are offering |
| might find out of 10 appointments you have 5 turn | | | | is different or better than your competitors. Be able |
| into sales - your strike rate is 50%. Now you need to | | | | to explain the differences to your clients. Know what |
| make 20 appointments to achieve 10 sales in a week. | | | | your competitors are also offering so you can |
| Know your team - if you work alone, build a virtual | | | | provide an educated and balanced opinion about how |
| team. Your virtual team might include accountant, | | | | your products are different. |
| personal assistant, bookkeeper, mentor, web | | | | Selling is a great skill - you can develop it or improve |
| designer - you get the idea. Know the talents of | | | | it - make the decision to boost your sales by applying |
| those around you and learn from them. Outsource | | | | these strategies to your business. |