Tried and True Strategies! Three Ways To Increase Sales

Green Bay, WI--If you’re a salesperson and your sales are…let’s say..ho hum? There’s three ways you can increase your sales.

First, your problem might be traffic. Are you spending your day in front of customers or are you spending a lot of time doing nonselling activities. Well, if you’re not in front of them, you need to get more people in front of you. And you can do that with purposeful, consistent outreach activities. Social media, emails, handwritten notes, phone calls, texts. You get the idea. Continue your relationship and discussions with folks in a way that’s meaningful and relevant to them… and not salesy.

The second way to increase sales is to sell TO more of the people that are already coming in. Maybe your sales presentation needs some help. Do you know the key questions? Are you talking more than listening? Just remember, he who does the most talking ends up with the product? Or how about your product knowledge? How well do you know each product’s features and benefits AND are you finding out what’s important to them about the product they want?

If you don’t know what’s important to them, then how can you possibly make them happy. You’re just shootin’ in the dark.

And finally, you can sell MORE to the people you’re already selling. Don’t be so quick to run to the register and ring them up.

Listen to THEM tell you about what they want and how they want to use it. If it’s jewelry, find out about the rest of his or her jewelry wardrobe, what they might be looking for next, when’s the next special occasion? Do they need one for work and for play? Do they collect watches? What do I need to keep an eye out for ya? Often we give our customers an incomplete experience by selling just one item rather than listening to their true needs.

If she’s a bodybuilding trainer and wants to wear her ring to work, it’s probably not a good idea to send her off to work with an 18 karat yellow gold custom ring with tons of melee and baguettes like I did. I should have sold her the diecast woman’s plain band for her to wear to work and wear the custom ring…. anywhere but work.

Slow down a bit, listen to your customers and look for ways to more fully serve them and delight them. Be their expert and tell them what they’ll need. There you have it. The three ways to increase sales. Get more people in front of you, get better at selling them and sell more TO the people you’re already selling.

As a sales professional, it’s your job to stay motivated and always be growing. Recognize those areas where you need improvement and go after it. Life’s too short for mediocrity.

By Hedda Schupak, Contributing Editor, The Centurion