How to sell: Salespeople always have a list of things that they can do to increase their sales. Some of these items require persuasive sales skills and abilities, some of the salespeople could just learn from using basic selling techniques.
Learning how to increase your sales does require a few rules to be followed:
- Ask the right questions pertaining to your industry
- Get the commitment from the buyer or potential client
- As for the order or give the next step when necessary
Sure there are more rules but those would have to be the most basic 3 sales rules to follow for success.
The focus right now is specifically on the last item asking for the order or even telling the potential client the next step in the sales process.
Too any times salespeople who even have persuasive selling skills or technique training will get all of the way to their presentation where they need to explain what to do next or ask in some fashion for the business and do not.
Learning how to sell means that this item of asking for the sale or explaining the next step must be followed every time that you meet with a potential client.
So you say “This is too basic and too simple to be an amazing sales lesson”
And your response would be “exactly, you are exactly right and wrong all at the same time”
Many times it is not the sales process, the presentation or orientation or even the product that did or did not make the sale or get the potential client to buy, the sale comes from the salesperson doing their job and that includes all the simple steps and that means asking for the business.
Everybody wants some magic sales recipe when it comes to increasing sales or skipping out of a sales slump. The secret sales recipe in sales comes from asking for the business. As simple as this step sounds it must be followed.
The truth is that most people are scared to make the wrong decision and if you give them an out or a way to not make a commitment most buyers will not just say “Give me your product I need it now”.
Your persuasive selling skills and abilities can only take you so far then there is work that you must perform on your own. Fortunately for you asking for the business is easy over time remembering the first time you do anything is normally difficult. The same goes for explaining the next step.
There is no secret script or set of magic words that need to be used it could be as simple as “which one do you want”? or even “when would delivery be better Tuesday or Wednesday”?
You would be amazed at how many times you do not ask for the business. That’s right you read that correctly if you are in sales and you are reading this there is a huge probability that you are not asking for the business or explaining the next step at the end.
Ok, so you don’t believe it?
Right now go and get a notecard or a post it note.
Write on the card “Did I ask for the business or explain the next step”?
If legal where you live post it on your rear view mirror in a place where you can still use your mirror effectively following all laws. When you get done with you sales call just take a quick glance at your reminder message.
If you did not make the sale chances are you forgot this step.
Just remember its your job at ask for the business or explain the next step. Even if you have the best sales mentor, persuasive selling skills, swear you know how to sell, read every sales book, attended every sales and influence course you can think of and had the best sales trainers everything comes down to you making sure you perform the basic sales steps consistently.
Sales failure happens when you as a salesperson decide that you know everything or there are steps to a call that you do not have to follow.
As always I would like to thank you for your comments and or questions in advance.
Now go implement!
Scott Sylvan Bell
Photo credit: man with profit text by digitalart, All Question Words by renjith krishnan