10 Ways to Increase Sales

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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.

  1. 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. 
  1. 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.
  1. 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.
  1. 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.
  1. Selling is a service to the customer. View yourself as the customer’s ally and help them Invent Solutions.
  1. 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. 
  1. 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.
  1. 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.
  1. 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.
  1. 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).

Want to make more sales but realize inventory is low? We can provide the capital you need to give you the competitive edge in time for the Holidays. Click the banner below to find out how.

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1 Comment

  1. Hi Jon,

    Being in the sales field takes a lot of courage since you’ll be talking mostly to people you don’t know. You are trying to sell them your product which can be frightening especially when you’re not used to engaging with people. But the list you just created can actually change the way sales people will do their sales. I totally agree that grabbing each opportunity is the best thing, but be sure that you take them equally or you’ll lose them all together. Also, with the technology developments, its important that we are on trend when it comes to technology, but buy the ones you need and will help you grow rather than buying what will look good on you. I also agree that thanking someone you just talked to even if they didn’t care about what you said or isn’t interested with what you are selling can help you go a long way. Its easier to sell if people know that you’re someone who doesn’t take rejections personally.

    I look forward to more of your tips on how to do sales. Consider me a fan!

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