20 Easy Actions To Double Your Sales III
AT Enigin we try to offer practical advice to Enigin Distributors during training, and then once they are back in their territories operating their energy saving businesses.
Enigin Distributors, and others, can enjoy twenty small actions we offer here, which you can take, any day or every day, that can double your sales.
To make it easy for you, these actions are separated into five categories, here is the second set.
Implement one action from each category, and you’ll not just double your sales, but you’ll get a geometrical improvement. I’ll explain why at the end of the posts.
SET 3: TWEAKS THAT INCREASE YOUR CONVERSION RATE
Even if you’re calling on the right people, if you do or say the wrong things, you’ll spend time and money on opportunities that don’t pay off. Here’s how to help ensure that you don’t accidentally lose the deal:
- Action 11: Research the competition. Once a lead is completely qualified as a prospect, then the prospect is going to buy, either from you or your competitor. Therefore, increasing your “conversion rate” for a fully qualified lead is always matter of outselling the competition. Ask the prospect who else is calling on them and if there’s a threat, accelerate your sales activities to compensate.
- Action 12: Hone your sales campaign document. The most frequent reason sales reps are outsold is that they didn’t talk to the right people – and the competitor did. In many cases, the losing sales rep failed to research and therefore understand the prospect’s actual decision-making process, and who would play what role in that process. So don’t assume you’ve got it right from the start. Make changes as you learn more.
- Action 13: Increase the number of meetings. It’s common practice for sales reps to communicate with a senior decision-maker at the beginning of the sales cycle, and then revisit that connection at the end of the sales cycle, in order get final approval. However, if your contacts are limited during the middle of the sales cycle, you may lose track of what’s going on. Be in regular communication with decision-makers so you always know what’s changing inside the customer account.
- Action 14: Improve your follow-through. Many deals have been lost simply because the sales professional forgets to follow up on a commitment. If you make a commitment, log it in your schedule, and make sure that you do it, no matter what. Follow-through is the only way that a potential customer can learn to trust you, and that makes the customer more likely to buy.
Comments are closed!