As an experienced publishing entrepreneur and publicist, I have spent many years mastering the art of selling. While these techniques are not difficult to learn, they require discipline and practice to execute effectively.
As a business owner, your most important skill is your ability to generate revenue through salesmanship. Even if you have the best product or service, it means nothing if you cannot convince anyone to buy it. To ensure the success of your business, you must develop the ability to increase sales through various techniques.
Here is a brief outline of 5 effective techniques I have developed for increasing sales:
Utilize the power of the phone
Cold-calling is the cheapest, most effective, and efficient way to find potential customers. Before making a call, write out a script and be prepared to answer 10 potential objections. The aim of this call is to schedule a face-to-face meeting to establish credibility and make a sale.
Establish yourself as an expert
Give seminars, guest speak at trade shows and organizations, or write an article for your trade magazine or business journal to establish yourself as an expert in your field. People like to buy from experts because it reduces their fear of making a bad decision.
Ask questions
Before going into your pitch, ask questions and take notes on your prospect’s goals and challenges. Helping a prospect solve a business problem creates a win-win relationship and increases your chances of making a sale.
Avoid product dumping
Do not tell your prospect all about your product/service before understanding their needs. This inefficient selling method can damage your credibility. Instead, leave them with advice and good feelings, even if it means not making a sale. A referral from a satisfied prospect adds more to your credibility than a forced sale.
Know your numbers
Selling is a numbers game, and understanding your selling ratios is key. Know how many prospecting calls you need to make to get a meeting, and how many meetings you need to make a sale. This allows you to forecast your sales and manage your cash flow effectively.
