10 KEYS TO SALES SUCCESS
The three most important aspects of business success are sales, sales, and sales. So says business guru and mentor to Canada's business elite Rory Sheehan, who recently wrapped up a small business cross-country seminar tour, sponsored by office supplies provider Grand & Toy. If your sales figures are not as attractive as you would like them to be, check out Rory's guide to sales success.
It's All In Your Mind
In order to achieve positive results, you have to think and feel positive about what you're doing and what you're selling. Remember, the extrovert catches the worm. If you approach every opportunity with a smile and a sincere belief in the product or service you are selling, your efforts will be much more fruitful.
Who Do You Think You're Talking To?
Remember your target market is made up of people. Know them well. Learn their dreams, their fears, their problems, and what makes them tick. Most importantly, know how to contact them.
Is There A Problem Here?
Everyone has problems they need to solve and knowing those of your prospects lets you show them you have their best interest at heart. Most of all, it gives you the opportunity to show them how you can solve their problems and pushes you above the crowd.
Make Them Go Hmmm
The most successful movies engage the viewer with foreshadowing, and sales is no different. Give prospective clients enough information to peak their curiosity and reel them in with each additional piece of information.
Prospective Prosperity
The law of averages dictates that the more you prospect, The more you sell. The more you sell, the more money you make. Take every available opportunity to seek out new sales prospects and make the most out of each encounter.
Tug On Heartstrings
Many consumers make their buying decisions based not only on what they think, but also what they feel. Play on emotions to show how you can make prospective clients feel better and to show them the pain associated with not doing business with you.
Build Your Fan Club
Every successful salesperson has a fan club made up of the people he or she likes-family, friends, and satisfied clients. Ask them for referrals. After all, they already like you.
An Example To Follow
Countless sales opportunities are lost because salespeople don't follow up on prospects. It takes at least six contacts before a prospect becomes a client. Remember that the next time you tell yourself a prospect will call if he or she is interested.
It Doesn't Hurt To Ask
Sometimes the answer to life's puzzles is a simple question. Prospective clients need encouragement to make a decision. Don't be afraid to ask them to buy the product or service you're selling.
Life's Too Short
As with all aspects of life, your work has to be enjoyable. If you have fun selling, you will do more of it. If you make it fun for the buyer, they will do more buying.
Rory Sheehan, B.A., B.Ed., M.B.A. is an educator and consultant who has helped thousands and thousands of entrepreneurs succeed in their own business. For more information on small business solutions, please visit www.grandandtoy.com and www.grandandtoy.comwww.rorysheehan.com.