Issue 295 - Six Different Ways to
Create More Sales
By: Ron La Vine

1. Assembling a plan showing how the effects of the change relate to the benefits, your products and services provide can position you for a sale.

2. Taking note of changes or trends that may affect both you and your account's industries will make you sound intelligent and increase the odds of a sale.

3. Looking for stories about accounts using your competitor's products and applying that application to your offerings is another way to make more sales.

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4. Keeping your account records up to date allows you to invest your time locating who is responsible for and capable of making a buying decision.

5. Finding and calling up users of your competitor's products is a way to replace or augment existing products. Be sure to explain, up front, you are looking for ideas to improve your products and services.
* What do you like about their products or services?
* Is there anything you dislike or have found unsatisfactory?
* If you had a wish list, what features would you like to see their product have?
When your product or service, provides missing features and benefits your competitors do not offer, you have yourself a potential sale.

6. Calling your customers pro-actively and assuring them of continuous service provides an opening to
* Find out more about an account's future strategic direction.
* Expand and cement contact relationships,
* Uncover potential evaluations, projects or initiatives,
* Locate the main or new users of your products,
* Gauge customer satisfaction and nip potential problems in the bud before they become unmanageable,
* Offer consulting services, education or documentation,
* Inquire about other business units that may need your products,
* Provide greater customer service, making difficult for competitors to replace your products.

Understanding the effects of change can present an opportunity to persuade management to invest in new products, services or technologies.

Remember understanding comes before selling, sales is a misnomer for being of service and polite yet respectfully persistent actions will always lead to more sales.

Hope you found this informative, see you next time.

Until then. . .

Make it a great day and a successful week!

Ron

Member of the American Society for Training and Development (c) 2008 by Accelerated Sales Training, Inc. - Live Cold Call Sales Training Workshops. All rights reserved. www.ast-incorp.com

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