7
12 Sure Fire Ways To Increase Your Sales In 2013!

12 ways to increase your sales in 2013 part 2

Embed Size (px)

DESCRIPTION

 

Citation preview

Page 1: 12 ways to increase your sales in 2013 part 2

12 Sure Fire Ways To Increase

Your Sales In 2013!

Page 2: 12 ways to increase your sales in 2013 part 2

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

Page 3: 12 ways to increase your sales in 2013 part 2

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

Page 4: 12 ways to increase your sales in 2013 part 2

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

Page 5: 12 ways to increase your sales in 2013 part 2

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

Page 6: 12 ways to increase your sales in 2013 part 2

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!

Page 7: 12 ways to increase your sales in 2013 part 2

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