Following ActionCOACH’s five steps to successful sales, can help avoid the sales peaks and troughs experienced by the average salesperson. Hence, building an individual selling system, like the one described below will guarantee great results for any business:
In order to achieve great returns, it is important to first, set clearly defined goals, which can be measured over a specific time-frame. When setting these goals, it is important to consider one’s individual income, lifestyle and requirements.
It is vital to first aim to improve one’s last years’ income by a specific amount, or, if the person is new to sales, he must aim to achieve as close to the top sales person in his team as he can.
The level of success achieved by salespeople will always be determined by the number of customers generated that is in addition to floor traffic or telephone enquiries generated by the business’ advertising.
It helps to put a system in place to regularly find new customers from referrals, past customers etc., and build up the database of loyal customers.
Qualifying is the factor, which has the greatest impact on time management. One must become skilled in sorting prospects. The greatest stress in a person’s career will come from working with unqualified prospects, be it someone who refuses to buy at a fantastic price or someone who is not ready, willing and able to buy at all.
The Sales Process:
The key to a successful sale is the ability to build rapport and trust with each customer. It is crucial to meet, greet and build rapport, settle them on a model, garment or product and demonstrate it to the customers. The salesperson should keep asking questions and then ask for their business.
He should sell the benefits of his product speaking in their own linguistic modality. For example, when talking to an auditory person about a car engine it would be ideal to say: “Listen to that engine, doesn’t it sound great?” or to a visual person it would be useful to say, “You see how smooth that engine is?”
This is the first step to the next sale to your customer, or to obtaining referrals from them. First a thank you letter, then a seven-day follow-up call followed by a call at least every nine days. This will ensure a steady stream of referrals.
The saying, “Do what you most fear to do, and you will have the results you most want to have,” says it all.
Brad Sugars founded the brand Action International in 1993 when he realized there was a disconnect between business advice and implementation. The answer was Action! Brad Sugars created a business coaching company so that business owners throughout the world can realize their goals in business. Today the company is known as ActionCOACH. To learn more about business, visit Brad Sugars Review blog