As we are closing down the year, you are probably having a lot of meetings with your accountant. How are those going? Have they told you that performance needs to be kicked up a notch? If so, we’ve got you covered. Here are 10 easy ways you can create a huge increase in your revenue.
- Lower the amount of opportunities you’re pursuing. A majority of people think that the more opportunities you have, the more likely you are to make a sale. However, if you can’t give each prospect the attention they need you’ll lose sales you might otherwise make.
- Increase the time you spend selling. If possible, have someone else handle your paperwork or whatever busywork is involved with making a sale. It’s important for you to spend your time in front of customers.
- Buying technology devices because they’re cool is a waste. The latest tablet can be an important tool, but learning how to properly use them can drain productivity. Purchase items and software that actually help you sell, and preferably ones that are easy to learn.
- Think of what you sell as a verb. Say your company sells “insulation” (noun), you’ll talk about features. However, if you’re selling “Insulating” (verb), you’ll talk about what you offer to your customer’s business directly.
- Selling is a service to the customer. View yourself as the customer’s ally and help them Invent Solutions.
- Weak engagements should be terminated politely. As soon as you find out a customer doesn’t need what you’re offering, thank them for their time, and withdraw.
- Telling isn’t selling. Ask intelligent questions so you can decipher whether or not the customer really needs you. Telling them what they need won’t make them want to buy from you anymore if, in fact, they do not need your service or products.
- Perfect your lead generation. Use your own experience to observe who’s interested and who is actually buying. Hone your efforts to find the ones who are spending money on what you have to offer.
- Gatekeepers aren’t decision makers. Be aware of who the decision-makers are and not the sideliners. When you actually speak to a decision-maker, stay in regular communication with them.
- Always stay on top of opportunities. Never lose track of what’s changing with one of your accounts. Have a short sales plan that documents the process and the players so you don’t waste time trying to remember things.
We hope these 10 tips will help guide you towards success. If you already are following these steps, that’s awesome! What else works for you? Let us know by leaving a comment or on Twitter (@DirectCapital).
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