I’ve compiled a list of top 18 tips on how to make more sales in your business. These come from years of notes. All of these tips have been put into my own words from things I have learned from the top sales trainers in the world. Enjoy.
How to Make More Sales in Your Business
# 1 You must learn to master your emotions. You must detach your emotions from the outcome of the presentation. Have zero expectation for each transaction and you won’t be disappointed. Realize that people aren’t saying NO to you. They’re just saying NO to what you are offering them. Whatever you do, don’t be an emotional roller coaster. If your emotions are attached to the results, you will constantly be up and down and will not do very well in the business.
# 2 Do twice as much listening as you do talking. You have two ears and one mouth for a reason. Use them accordingly. Get the other person talking about themselves. Learn how to ask thought provoking questions and listen to their responses. If you can learn to be a good listener you will be welcomed wherever you go. Also, most successful sales professionals do more listening than talking. If anything, talking too much will hold you back, and annoy your prospect.
# 3 Attitude is everything. The sale is contingent based on the attitude of the salesperson, not the prospect. I’ve heard this over and over from many sales trainers. Keep a positive mental attitude at all times. Check your energy levels. Make sure you smile and are positive and upbeat. The prospect will feed off your energy, so make sure you have positive energy. Also, remember that positive attracts and negative repels.
# 4 Dress to impress. You never get a second chance to make a first impression. People will judge you by the way you look, so make sure you are well groomed and look professional. Don’t wear yoga pants to a presentation. Make sure you are dressed one notch above your prospect. Depending on what you sell, you might need to wear a suit and tie. In other situations, a pair of jeans and a polo shirt is fine. One last tip, check your breath!
# 5 Hearing NO is better than hearing MAYBE. Maybe is a cop out. It simply means your prospect is avoiding making a decision or simply does not want to tell you no. Keep asking questions until you get a definitive YES or NO. If you hear MAYBE, you haven’t done your job right.
# 6 Most sales are made AFTER seven or eight follow-ups with your prospect. You need to stay in touch and follow up repeatedly, in a professional manner. Expecting someone to buy or join the first time you talk with them is quite unrealistic. Develop a simple follow-up process you can use. Don’t pester people, but have a systematized follow-up process that feeds the prospect more information, gets them to like you, know you, and trust you, and keeps you in the forefront of their money until they are ready to buy.
# 7 Confused customers will not buy from you. Do not give your prospect information overload or try to tell them every little detail about what you have to offer them. By all means, answer their questions, but do what you can to keep thing simple. Give them just enough information so they can make a decision.
# 8 You can eliminate price resistance by comparing apples to oranges. Do not compare the cost of your product or service to the cost of a similar product or service. Instead, compare it to what they would lose by not taking it or using it. For example, if you sell a weight loss shake, explain how much more expensive it would be to be really overweight and have to buy more food and have more medical bills. That is a better idea than just comparing the price of your shake to another weight loss shake.
# 9 Learn how to use takeaway selling whenever possible. I do this almost daily with great success. When people start objecting, just say something like “this might not be a good fit for you” or “I’m going to scratch you off my list since I believe this isn’t a good fit for you.” In many cases when you take it away from someone, they will now want what you have.
# 10 Tell your prospect you have a “secret” to share with them. Tell them the secret. It doesn’t have to be anything fancy. You could say something like, “I don’t normally tell prospects this, but….” People love secrets.
# 11 Nothing beats face to face selling. Whenever possible, meet with your prospect face to face so you can read their body language and connect with them on a deeper level. If you can’t meet someone face-to-face, use SKYPE. If that’s not possible, use the phone.
# 12 Make sure you spend time to pre-qualify people before you share your products, services or business with them. Just like a realtor must qualify their leads first, so do you. Make sure they have the money and desire and are in the market for what you have to offer them BEFORE you make a presentation to them.
# 13 Your job is to sell the appointment with your prospect and then let the appointment sell your product or service. Don’t try to make the sale on the initial call. Get the appointment scheduled so you can make a complete presentation.
# 14 Your goal is to always be the welcomed guest, not the uninvited pest. I learned this lesson from Dan Kennedy. Be sure that you learn marketing so you can generate leads and get people to contact you first. When people contact you first, selling becomes much easier.
# 15 Make sure you have a crystal clear target market for your business. If everyone is a prospect, no one is a prospect. Be specific about the type of person you are looking for and focus all of your marketing and prospecting efforts on that type of person. Learn more about your target market.
# 16 All top salespeople have systems for their business. At a minimum, they have a lead generation system and follow-up system for their business. Systematize your business as quickly as possible, so you can be more effective and work smart.
# 17 People are emotional creatures. We make emotional decisions and then justify it with logic. Make sure you appeal to people’s emotions whenever possible. Focus on their hot buttons during your presentation. Find out what they want and show them how your product or service helps them get it.
# 18 Avoid giving your prospects information overload. Keep your presentation short and simple and focus on the key points. Never forget that confused customers do nothing. Don’t overwhelm them with every little detail, unless they ask for it.
There you have it folks. These are my top 18 tips on how to make more sales in your business. What are your thoughts? What is your favorite tip on this list and why? Leave a comment below to let me know what you think. I look forward to hearing from you. Have a great day!