CLOSE MORE SALES BY TALKING TO MORE PEOPLE

Close more sales by talking to more people who really want to buy your product or service, we can help you find more prospects.

It may seem like the most obvious statement to make but closing more sales is all about talking to more people and more importantly, talking to more people who are actually interested in the product or service you have to sell. Too much time is spent wasting the time of people who are not potential clients and therefore wasting the time of your sales team. Your sales personnel will make more sales if they spend more time talking to people who have contacted your company because they are in the market for your product.

Start of article about how to close more sales.

A company is only profitable when it is generating sales in the most efficient and cost effective manner. Don't be afraid to weed out unproductive sales people and unprofitable clients. It is often the case that a company can become more profitable, not by making more sales but simply by generating the same level of sales in a more profitable way. Two high calibre sales people will always generate more sales than ten low calibre sales people if you provide them with the qualified leads necessary to convert into sales.

If you look at your top salespeople, the likelihood is that they are also the worst administrators and record keepers. Whilst your lower producers may well keep neat desks and finite records. Those that are fair to middling may well be the tryers who make more calls yet fail to convert as many prospects into sales. You could therefore try splitting your sales team up into

• Closers
• Prospectors
• After sales service sales personnel and prospectors

Then look at ways of adding more value to what you sell, provide complimentary products and services and selling upgrades. In addition you should consider ways of generating qualified leads and increasing sales enquiries.

• Internet advertising to generate sales
  
  
• Increasing sales with Search Engine Optimisation
  
  
• Successful Telesales and Telemarketing
  
  
• Guaranteed Response Advertising
  
  
• Marketing to increase sales
  
  
• Advertising to improve sales
  
  
• Websites Designed to close more sales
  
  
• Pay Per Click advertising for quality sales enquiries
  
  
• Accurate Market Research
  
  
• Positive Public Relations
  
  
• Direct Response Television Advertising
  
  
• Competitive Radio advertising campaigns
  
  
• Newspaper and Magazine advertising
  
  
• New Product Launches
  
  
• Start up companies - advice and backing
  
  
• Business Consultancy
  
  
• B2B email marketing
  
  
• Why sales training is a waste of time and money
  
  
• Internet Success
  
  
• Sales careers

HOW TO INCREASE SALES AND SALES ENQUIRIES

• Closers - These should be the salespeople who have the highest closing ratios and should be dedicated only to selling. You should keep them busy talking to prospective clients who come only from sales leads and enquiries generated from all forms of marketing. They should not be allowed to waste their time doing anything else.
  
  
• Prospectors - These should be your current salespeople who have the highest work ethic but don't necessarily produce a lot of business. They should be used for telesales and telemarketing with a view to generating sales leads and appointments for your closers.
  
  
• After sales service sales personnel and prospectors - These should be your sales people who have a problem cold calling but are good administrators and middling sales people. Sales should be passed to them for processing and handling the orders. Then following up on the sale with a view to adding other products.

By splitting your sales team up in this way and providing your closers with quality sales leads you will find your sales and profitability will increase. Play to your sales people's strengths and weaknesses and reward them well by setting realistic and attainable targets that will stretch them without demotivating them by making the sales targets ridiculously high.

Close more sales and improve closing ratios