Tweak Your Biz » Sales » How To Inject New Life Into Your Sales

How To Inject New Life Into Your Sales



Sometimes sales just don’t want to happen. Sure, you work hard to find and meet new prospects, do your best to deliver powerful presentations and, nothing. It’s not a matter of talent, you know you are good at what you do, you have done some great projects to prove that. You feel that your work is strong but, you make no sales. It’s frustrating.

Maybe you try to solve the problem by pushing extra hard, contact even more people in hope that someone will buy. Or perhaps you begin to consider taking desperate measures like dropping your prices for instance. Sounds familiar?

Make four changes to grow your sales

Well, before you do anything else, consider changing the following 4 things in the way you sell and watch the results.

# 1. Stop Offering Too Many Choices

If you want the sale, you simply can’t hope for your prospect to make the final decision. In most cases, they don’t know what they want and one of the reason you are in front of them is that they need guidance.

  • Therefore, instead of bringing your price list to the sales call, work out what is the best solution to your prospects problem and present it during the meeting.
  • If your prospect wants something else, they will tell you. However, your solution will be a great starting point for further discussion.

Similarly, if your company offer price plans, don’t force your prospects to choose from them. Instead, have one or two most suitable for ready them and present them during the meeting. You can always mention the other ones however always start with something already worked out.

Nothing builds confidence in you better than coming in with solutions. On the other hand, nothing makes a worse impression in sales than sitting there waiting for the prospect to tell you what to do.

Related: How To Spot Prospects That Are Actually Worth Your Time And Effort

# 2. Start Asking for Sale

Asking for sale is where most small business owners fall short in the sales process. In fact, even many professional sales have a problem with it. They rely on their prospect to give the go ahead, whereas in most cases the prospect needs to be pushed into the sale.

How?

  • By responding to their buying signals, signs that show their interest in the purchase.
  • It is often how you respond to those that make or break the sale for you.

For instance, if your clients ask you about your availability, mention your next available time and then ask if they would like you to book their project into your schedule straight away. Or if the prospect inquires about the delivery time, ask if they want you to schedule the delivery right now.

Asking for sale can feel quite intimidating, however, it is one of the top ways to actually walk out of a sales call with a signature on the dotted line.

Related: Great Sales Presentations That Fall At The Final Hurdle

# 3. Build a Sense of Ownership

Building a sense of ownership is one of the most powerful sales techniques. By showing your prospects how it will be when they own your product you can motivate them to buy.

  • Encourage your prospect to use your product during presentation or show them how your service is going to change their work for the better. Use contrast and comparison to illustrate your points.
  • One of the best ways to give them a sense of ownership is the “before-after” comparison. This is also where many business owners fall short. They present the benefits of their product or a service but they use generic data. For example, a web designer states how businesses benefit from a website. That is too generic. If, however, you show your prospect how THEIR business will change by using your product or a service, it will be much easier to persuade them to buy.

Related: If We’re Not Selling When Making Cold Calls, Why Are We Making Them?

# 4. Follow Up

Selling is about nurturing relationships, especially in B2B world. Some even say that the real sales starts after the presentation.

Regardless of the outcome of your meeting, what you do once you walk out of that sales call is often a make or break of the sale:

  • If you follow up or be there for the prospect if they need you, you reassure them that you are to be trusted the job.
  • But do the opposite and the sale might just go somewhere else.

Related: Is Your Sales Manager Asleep At The Wheel?

Contrary to what you might think, a lack of sales is not often caused by your work and the quality of your portfolio but what you do at a sales call. By making small changes you can quickly inject a new life into your sales. Simply.

Did you like this article? Sign up for our RSS, like us on Facebook or follow us on Twitter

Image: “Green seedlings in new life concept/Shutterstock



Sponsored Content

The Author:

SEO Specialist at Staycity.

Add Your Comment

  • http://twitter.com/fredchannel Fred

    Good one Elaine. I guess the proper words to avoid getting stuck and bring the business in would be in line with speed of change, innovation… but I’m afraid that lately, many business owners take these terms as a cliche already, meaning that they would agree of course, but do nothing about it.
    The word “creativity” might sound easier to reach and that’s what’s all about. The idea is not only that you can become more creative to generate more more but also to have a bit more fun than now!
    I agree with Seth Godin when he says that too many people say out loud: “I don’t have any good/creative ideas”. We’ll, he would say, “tell me all the bad ones you have”.
    Even if you have a mountain of “bad” ideas I guarantee that many of then are actually GOOD and you can out them in practice.
    A simple exercise that work for us is the following: bullet-point each one of the tasks that you do daily/weekly. once you’re done, go carefully through all those and think how could you give them a twist. How can you deliver the same or better quality to your clients but differently? Would that simple thing make you memorable, a bit more remarkable? That’s a win!

  • http://www.seefincoaching.com/blog Elaine Rogers

    Hi Fred,
    Thanks for the comment and the wonderful suggestions – I like them!! It’s always good to look over what we are doing on a regular basis, and see if we can tweak them, instead of constantly looking for new ideas or better ideas – work on the ones we have (esp the good ones) and develop them further if possible.
    I find new business owners much more enthusiastic than the well heeled biz owners, but I wonder if the guys and girls who have been around for a while (i.e. in the good times) are tweaking their ideas and strategies, to account for changing times. I truely hope so, as that is the key to survival.
    Ultimately, we have a responsibility individually to strive and “think forwardly” rather than getting caught up in the hype that the media and others seem to be engrossed in.
    Times are cyclical – everyone knows that now, as we all have experienced hard and soft times. If we can ride the dips as well as the waves, we will survive, and boy do we need to, if even just to prove ourselves wrong, that a recession “is crucifying”.
    So lets get out the little black of “bad” ideas, and turn them around or tweak them. Fair play to Seth :)

  • http://www.cgonlinemarketing.com/ Christina Giliberti

    Hi Elaine,

    Can I first say, what a beuatiful read….you made some great valid points. There IS business to be had, and as always, when it’s competitive, we need to be creative, forward – thinking, purposeful, targeted and confident.
    We can made those lasting impressions and teh trick is to research, plan and consider. Express yourself in a different way, be different and step outside the repetitive way of thinking.

    The world hasn’t stopped spinning and people haven’t stopped doing business. They are cautious and looking for value. If we know this, we can offer a solution.

    Tks Elaine…..feeling very mellow now.

    Tina

  • http://www.seefincoaching.com/blog Elaine Rogers

    Thanks so much Tina,
    Much appreciated :)
    You are correct – we can still provide our services, but express oursleves differently to match the “tone” and Yes, it’s all abut solutions, what can we provide for our clients.
    If we respect them, they will cherish the service, and provide us with future business, rather than constantly moving on to the next pitch.
    I love that song – “They call me mellow yellow” :)

  • http://www.writewordseditorial.ie Derbhile

    It’s always interesting to view things from an oblique perspective. Who would have thought two puffs of vapour in the sky could have produced such an interesting blog post.

  • http://www.btbtraining.com/blog Niall Devitt

    Elaine, I have nothing to say except this is a great great post. I loved it!

  • Anonymous

    Elaine,

    You have such a gift for using your environment to spark insights!

    Our power of belief shapes so much of our behaviour. It is easy to forget that we truly do have a choice about our actions and our thoughts.

  • http://www.seefincoaching.com/blog Elaine Rogers

    Thanks Derbhile – I am actually grinning to myself at your comment.
    One never knows where opportunity presents itself.
    Thanks for reading and commenting :)

  • http://www.seefincoaching.com/blog Elaine Rogers

    gee, thanks Niall!!

  • http://www.seefincoaching.com/blog Elaine Rogers

    Hi Elli,
    thanks for taking the time to read – I am often inspired as I live in such an amazing micro – sphere. Within the boundaries of my own back yard, comes so much!!
    Sometimes, we look too much outside, and not see the opportunities (and beauty) within our grasp!
    Thoughts become actions – to inject a little of basic happiness and appreciation can only be good :)

  • Torihawthorne

    Hi Pawel,
    Great post (thank you for including a past post of mine too) 
    Stop Offering Too Many Choices & Follow Up are so important… We can scare away prospects with a multitude of choices/plans and ideas, making a decision on their part difficult (more likely leading to a no). Giving a solution shows we care enough to look at their business more closely, bringing what they need.
    And following up, even if it is a no answer, it means we can put that prospect to bed and move on. All to often we hold on to the maybes that will never be because we think its better than a no…
    Great tips there Pawel.
    Tori

  • John Twohig

    Ask for the business, the biggest failure of people because they fear rejection…Good post.

  • Pawel Grabowski

    Thank you John :)

  • http://smartbusinessguides.net/ Pawel Grabowski

    Thank you Tori, I appreciate that.