Article By: Richard Solomon Consultant
Nothing happens in your business unless something is sold.
Salespeople must have the right mindset; part of that mindset is “sales turn the wheels of business”; all business is turned by sales.
Do you know that 39% of salespeople never intended to go into sales, and more startlingly, less than 1/4 of salespeople exceed their sales quota. These are worrying numbers.
Here are 4 easy tips to improve your selling
- Don't try to sell your product; sell the benefits. Many sales people try to sell the features, product, or service itself; no, sell what it does, the advantages it brings to the customer's life. Now, particularly for B2B (business to business), you must understand your sales funnel: a set of stages a customer goes through from the moment they are introduced to your product to when they actually buy. It is best to keep each stage of the sales funnel alive and active all the time.
- Use the following model to help guide you to people who are really going to buy. Do they have a challenge? What's the problem they're trying to solve and if it's a business or if it's on a personal level, do they have the authority to make the purchase? Because if they have a challenge but don't have the authority, they can't decide to purchase.
- Thirdly, do they have the money? Even if they have a challenge and have the authority but don't have the budget, that will not help.
- Lastly, is this a priority for them? They may have the challenge; they may have the authority; they may have the money. Still, if it's not a priority, something else will take the place of that purchase. If you missed it, this spells CHAMP: challenge, authority, money, and prioritization.
Use this model to become a sales CHAMP!
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