CLOSE MORE SALES

Close more sales using qualified sales leads, pay per click advertising and why sales training courses are a waste of money if you really want to close more sales.

There is a wide held misconception that people can be trained to sell and more sales closed by providing a sales team with selling skills and motivational and personal development. The reality is that people have natural communication skills and simply by learning to ask the right questions will help to close more sales. This will of course only apply if you are working with right material and if your sales team are low calibre staff, all the sales leads and training in the world will not improve performance.

Our business consultants are often called into situations where a company is trying to improve the performance of their sales team. The problems are invariably the same in every situation:

• The sales team are expected to perform tasks that take them away from selling
  
  
• They are expected to and spend too much time canvassing for business
  
  
• Many are not of a high enough calibre to deal with high end sales
  
  
• They are not rewarded enough for hitting targets
  
  
• They are therefore not motivated enough to exert themselves
  
  
• They do not understand the sales process
  
  
• After sales service is kept to a minimum
  
  
• They don't believe in the product they are selling

• 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

THE SOLUTIONS TO CLOSING MORE SALES

• The sales team are expected to perform tasks that take them away from selling - Your sales personnel only earn your company money when they are making sales. This means they should spend as much of their time as possible in a selling situation and not doing other jobs like research and processing sales that could be passed to a lower paid member of staff.
  
  
• They are expected to, and spend too much time canvassing for business - It's amazing how many companies pay their sales people to cold call and canvass for business. This is an irritant to most recipients and obviously gets the sales person off on the wrong foot with a potential client. It is also detrimental to the psychological well being of the sales person. You should use telemarketers to generate cold call leads and pay the sales team to follow them up.
  
  
• Many are not of a high enough calibre to deal with high end sales - High calibre sales people are able to talk to anyone at any level. High worth sales come from high calibre clients and need to feel they are talking to someone on their level.
  
  
• They are not rewarded enough for hitting targets - Your sales people are the most important people in your company. They are your source of income and need to be set targets where they have the potential to earn extremely high incomes. You are not saving money by keeping their income potential low, it is costing you money.
  
  
• They are therefore not motivated enough to exert themselves - Even the highest calibre person is not going to be motivated to make sales if they cannot make money. If a top flight sales person has the potential to earn 100K a year, they will bleed trying to achieve their targets.
  
  
• They do not understand the sales process - Most sales people are given scripts to work from without actually understanding why they succeed in making a sale. As a result, they miss sales opportunities because the fail to recognise the buying signals.
  
  
• After sales service is kept to a minimum - Having an after sales team that is dedicated to providing a follow up service can increase your sales by up to 50%. Simply asking if the client is happy with the service and asking if there is anything else that the client feels you could do to improve sales can create further sales opportunities. The easiest people to sell to are exiting clients who are happy with your product.
  
  
• They don't believe in the product they are selling - Look for ways to improve your product and continually upgrade it to keep ahead of your competition. Each time you are able to provide your sales people with a further sales benefit or unique selling point they will gander more confidence in their product. Nothing demotivates a sales person more than losing out to their competition.

Close more sales by talking to more people