Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores … [Read more...] about How to Sell More But Spend Less Time Selling
If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust. One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport. Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and … [Read more...] about How to Build Trust and Rapport Quickly to Increase Sales
Customers are the lifeblood of your business. However, getting customers is not always easy. Learn six effective marketing strategies that can bring in more customers and keep them coming back. 1. Stop Doing the One-Step About 95% of the advertising used by small business owners is based on the One-Step strategy. The marketing piece tries to sell the product or service in … [Read more...] about 6 Ways to Increase Your Customers
As a home-based business owner, you are your own strategic planner, accountant, marketing expert, and ugh … the company salesperson. One basic business truth is that you have to sell if you want to stay in business. If you run your business solo, you have no choice but to do the selling yourself. Many home business owners dread the thought of going out or talking to people … [Read more...] about How Do You Make a Sale?
Last week, one of my clients we'll call him Rick had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle. Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I … [Read more...] about 5 Sure Ways to Increase Sales Immediately
Entrepreneurs and executives alike are demanding help on how to improve revenues and profits right away. Here are three ways for your sales force to bring in more business in short order: 1. Supersize It! Okay, okay... the real marketing term here is upsell it, but the word association takes me to McDonalds. You've been there... you pull up to the window, place your order … [Read more...] about Easy Ways to Increase Your Sales Volume