If I had a nickel for every time someone asked me "How can
I make more sales?" Well, lets just say, I would have a
heck of a lot of nickels! The fact is the answer is
different for everyone. I would have to look at your
product and analyze your entire process to tell you exactly
where the problem is. Lucky for you, there are 3 basic
secrets I can share with you to increase your sales right
off the bat.
These methods will work regardless of what you are selling
or how you are selling it. That's what makes it so
beautiful! You see it doesn't matter if your prospect is
hearing, watching or reading your sales pitch; these
tactics will work for you if you apply them consistently.
#1 Build Impulse:
Impulse is your prospects "willingness to buy." You must
understand that your customers impulse is at ZERO when they
first come across your product. It is YOUR job to raise
that impulse to the point of purchase through a series of
well delivered messages. This is called a "presentation" or
if you're old school (like me) it's called a "Sales Pitch."
Your pitch has to be well thought out in order to raise
impulse effectively. You must anticipate those points in
the pitch where the prospects impulse level will drop. Use
the products hot spots to raise the impulse back up and
always close at the very peak of their impulse level for
best results.
#2 Leverage The Law of Averages
The number one way to double your sales is to double the
amount of people you expose to your product. Every product
and every salesperson will have an inherent law of average.
This law represents the relationship between the customers
that refused to buy and those that actually bought. For
example a 1:10 law of average means that you must get 9
no's before you arrive at one sale.
Remember this is an AVERAGE. It's not to be taken
literally. I may sell the first 2 customers I talk to and
then get 18 "No's" in a row. At the end of the day you
average out your yeses and nos to get your LOA. Now, lets
say you wanted to make 20 sales today, if you spoke to 100
people today and only made 10 sales then how can you make
20 sales tomorrow? You got it! Talk to 200 people.
#3 Up-Selling
I think this one of the most common areas where marketers
and sales people drop the ball. They invest all this time
and money into finding prospects then when they develop a
buyer they just stop selling. Hello??? You have a buyer
here. Buyers BUY. So keep selling! Suggest other products
that might benefit the customer or perhaps a volume
discount a second item. Whatever the case may be, you have
to sell more or at least generate another lead from this
sale. Ask them what friend or family member could benefit
from an item like this of their own.
All you have to do is ask? Whats the worst that can happen,
they might say "No, I'll just take one." Big deal! Let me
ask you a question... when you go to McDonald's and order
a value mealdont they ask you if you'd like to "super size
it"? Does anyone ever say "No never mind, I just wont eat
anything at all now because you asked me to buy more." Of
course not! So what are you afraid of? Sell. Sell. Sell!
----------------------------------------------------
Omar Martin is a sales expert dedicated to training and
developing high performance sales leaders in every
industry. He is an internet marketer and sales page
designer whose sales experience, skill level and coaching
ability has benefited thousands of sales professionals
across the USA. He posts free sales advice and products on:
http://www.omar-martin.com
His latest product is:
http://www.HighPerformanceSalesSecrets.com
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