Owner led businesses know better than anyone just how vital sales. Sales are what keeps us in business. It is essential that you can identify where you can improve. I want to help you go from feeling a failure at sales in your business to a superstar.
Here are 5 key ingredients you need to ensure you are doing to succeed at sales.
A Sales Plan
It is important that you have a sales plan. I know it may sound obvious, but so many of my clients are not sure where to start.
“You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.” — Zig Ziglar
So what does a sales plan include:
- a clear goal (how many sales you need in a given time period)
- action and tasks (what are you going to do)
- Set deadlines (challenge and make yourself accountable)
- Identify what you need in place to stay on track (how much time for networking, follow up emails and call etc).
- Monitor and evaluate (regular check you are on track to achieve your goals and if not, what needs to change)
It is essential to review what you are doing, daily, weekly and monthly and make changes quickly to ensure you are focusing your efforts on doing what will bring you results – those all-important sales.
Products to Sell
It may sound obvious; you need products to sell. For many service-based businesses they focus on selling their service and not a product. It is essential that you have products or packages of your service to sell. This helps create clarity and clarity helps make decisions easier for the person buying.
Active listening is a one of the best skills you can develop to be successful at sales. The more you listen the easier you will find selling. The more information you can gather, the easier it is to make decisions.
You can decide:
Is the person a good fit for your products?
Do they have the budget?
Do they understand what you do?
Can you help them get the results they desire?
You get the idea!
So you really can get all the answers if you just listen more than you speak.
Very often a potential client is not going to buy from you straight away. Know your next steps, whether it is preparing a proposal, booking in another call, sharing further information, it doesn’t matter, what is important is that you have a next step. Maybe they did buy from you straight away, so what if you next step then? What is your onboarding process?
If you can add value and share your knowledge and insights BEFORE someone buys from you, you will be doing more than selling. You will be building a relationship. You will be gaining their trust. The more value you can add at every stage of a potential client’s sales journey with you the better. They will remember you adding value and how you engaged and made them feel.
“The more you give away, the more you get back”. Wayne Dyer