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12 Sure Fire Ways To Increase
Your Sales In 2013!
Vue Coaching & Sales Training
2
Do you need more business? Do you want to make more money? Well you absolutely can
achieve both. Here are 12 “sales boosting actions” you can take in 2013 to dramatically improve
your sales results. It’s true small changes can yield big results. Research confirms “small
differences in ability can translate into enormous differences in results”. Use these tips to become
a little better or learn & practice one new technique
that you didn’t use in 2012 to increase your income.
Remember there is only a small difference between
the winner of the sale and the loser of the sale, but
the winner gets 100% of business & 100% of the
commission.
Here is some very timely and positive eye opening
news; economist are predicting the 2013 business
climate is going to be better than 2012, but it will
still be a struggle for the small business owner, sales
professional and entrepreneur to increase their sales and revenues. As a business owner or sales
professional you should realize that you are the one who is in control of your financial future by
the sales actions you take. New customers and revenues won’t just magically show up. You will
need to have a step-by-step plan that creates consistent cash and clients in 2013. You have to be
willing to do what it takes to step up and show up in a bigger way!
By utilizing the following tips to help grow your business in 2013 you will become even more
confident and have a positive mental attitude. Feel free to pass these along to any of your
colleagues who might also find the tips useful.
Here’s to your sales success & make 2013 your best year ever!
Richard Marcus, CPC
You Can Increase
Your Sales In 2013
It is not your customer’s job to
remember you. It is your obligation
and responsibility to make sure they
don’t have the chance to forget you.
-Patricia Fripp
Vue Coaching & Sales Training
3
Review 2012- -Understand what really happened celebrate your successes & don’t dwell on the
challenges. Whatever the failures make sure you take corrective action and don’t repeat them. It’s
important to note the actions that yielded the best results and take more of those actions.
Set 2013 Targets- -Recognize and address any obstacles that could get in the way of you
achieving your goals. Take your learnings from 2012 into consideration when planning for 2013.
Make sure you have the resources you need to succeed and your goals are realistic. Consider the
areas your competitors are better or worse than you and adjust your plans accordingly.
Increase Customer Face Time- -Gatekeepers don’t buy- -decision makers do …make sure you
understand the problems your market faces so you can effectively propose solutions. By spending
time with decision makers you can increase your productivity. Cut ties quickly with prospects that
don’t need what you’re offering & eliminate non-productive sales engagements.
√ Don’t confuse telling with selling. Resolve to ask intelligent questions to uncover needs.
Rev
iew
20
12
Res
ult
s
• Successes
• Challenges
Se
t 2
01
3 T
arge
ts
• Be Realistic
• Stay Focused
Incr
ease
Cu
sto
mer
Fac
e Ti
me
• Decision Makers
• Stay involved
Vue Coaching & Sales Training
4
Commit To Get 1% Better - - Constant self- improvement is the mark of a true professional.
What part of your sales process can use a little tweaking? Try to do something to distinguish
yourself from the competition. Example: all the competition uses e-mail….you can use video e-
mail as a part of your platform.
Invest In Yourself- - Selling is hard work – always. Look for ways to make yourself feel, look and
perform good. Maintaining a positive self-image, high self-esteem and a great mental attitude is
critical to your sales success. When you feel good about you...you can sell better. Suggestions; eat
right, maintain physical activity, buy quality clothes, attend sales seminars and read.
Tier (Your targets, customers and prospects) Time is precious so when you categorize your
targets, prospects and customers you maximize your effectiveness. As a professional your job is
to find as many people as possible who can and will buy from you within a reasonable amount
of time.
√Treat the Sales Profession as a valuable service to the prospect/customer. Your goal
should be to help the customer solve their problem or achieve their goal.
Get
1%
Bet
ter
• Skills
• Be sales distinctive
Inve
st In
Yo
urs
elf
• Mentally
• Physically
Tier
(T-
C-P
)*
• Prioritize
• Invest time
Vue Coaching & Sales Training
5
Develop A Referral Program- Referrals are an easy and inexpensive way to keep the all-
important pipeline filled. Each business is unique; however all should have a process for
acquiring referrals. Be sure to publicize your referral program. Remember referrals work
2 ways, you can give as well as you receive.
Initiate A Sample Program- You don’t have to be in the food or cosmetics business to
offer prospects samples of your product or service. A good sample or try & buy program
helps build trust and keeps you engaged positively with the prospect.
Improve Lead Your Generation Program- This is another business development activity
that large & small business do. Lead generation can take many forms; promotions,
coupons, free offers, reply cards, your web site, and different forms of advertising. This is
an area where you can really get creative.
Dev
elo
pe
A R
efer
ral P
rog.
• This expands your sales force
Init
iate
Sam
ple
Pro
gram
• Make it easier for customers to buy
Imp
rove
Lea
d G
ener
atio
n
• Its vital to uncover new prospects
Vue Coaching & Sales Training
6
Sell More To Existing Accounts- The cost to acquire new customers is very high. It’s easier
and more cost effective to increase your sales with people who already like, know and
trust you. Offer special incentives to existing customers to win more of their business.
Improve Your Networking Efforts- We’ve all spent lots of time with the wrong prospects
or wrong networking groups. Don’t waste your time in networking groups that offer you
no real opportunity to get to your ideal customers. Let’s face it...you need to be where
your ideal customers are. This might mean dropping 4 groups and joining 1 large
organization.
Develop A Customer Loyalty Program- Any business …whether it’s a product or service
business can have a Loyalty Program. They work that’s why the largest companies use
them. Your program doesn’t have to be complicated and cumbersome. This is another
area where your creativity can really be utilized. Don’t wait for your competitors to beat
you to the punch.
Sell
Mo
re T
o E
xist
ing
Acc
ts
•Your current customers will be more receptive to your proposals
Imp
rove
Net
wo
rkin
g Ef
fort
s •Qualify the people in your group...-can they really get you to your ideal customers?
Dev
elo
pe
Cu
sto
mer
Lo
yalt
y P
rog.
•Make it unique and relative to your business!
Vue Coaching & Sales Training
7
Vue Coaching & Sales Training was founded by Richard Marcus a Certified Sales Coach & Sales Trainer with 30 years of Fortune 500 Corporate
Experience. Richard founded Vue Coaching & Sales Training to support Sales Professionals, Small Business Owners and Entrepreneurs to reach their full sales potential, make more money, increase their sales and have fun in the
process.
Vue Coaching & Sales Training 3122-100 Fincher Farm Rd. #214
Matthews, NC 28105 704-841-1036
www.vuecoaching.com