SALESFUEL TODAY

Here's a 3‑Step Plan to Increase Sales

by | 2 minute read

Have you been hav­ing trou­ble increas­ing your sales late­ly? Have you tried a num­ber of new tech­niques and it still seems like noth­ing is help­ing? SellingPower’s Jeff Cochran has devel­oped a sys­tem­at­ic approach that will deliv­er results in three steps.

Be Prepared

There is no doubt that prepa­ra­tion is seen as cum­ber­some; how­ev­er, not only is there gen­er­al­ly a worth­while return on the time invest­ed, but also there are ways to do it bet­ter and faster,” says Cochran. How is this accom­plished? Start with review­ing which strate­gies you’ve used in the past, espe­cial­ly the inef­fec­tive tech­niques. Ask your­self what you can learn from your mis­takes. What do you need to change? What did your pre­vi­ous approach lack? Then, research the prospect’s needs. Do you have a prod­uct or ser­vice that can fill a need? If you do, great. If not, don’t waste time on a pitch. Last­ly, think about what you can offer the prospect. For exam­ple, if you can’t low­er the price for them, maybe you can sweet­en the deal in oth­er ways, like with less expen­sive add-ons.

Probe

Once you’re in the meet­ing, you need to ask use­ful ques­tions. The best ques­tions are the prod­uct of good lis­ten­ing and body lan­guage-read­ing skills. Does your client appear hes­i­tant to com­mit to a sale? You need to fig­ure out what is caus­ing that hes­i­tan­cy. Is it the cost? Are they not sure it’s a good fit? Are they con­sid­er­ing putting off prob­lem solv­ing until lat­er? Ask the ques­tions that will get you these answers and you can help them gain the con­fi­dence they need to agree to a sale. Bet­ter yet, if you’re ask­ing prob­ing ques­tions and let them do most of the talk­ing, they’ll be less like­ly to feel pres­sured into spend­ing mon­ey.

What’s the last step? You’ll have to read the last bit of Cochran’s arti­cle to find out!

Rachel Cagle

Rachel Cagle

Rachel is a Research Ana­lyst, spe­cial­iz­ing in audi­ence intel­li­gence, at Sales­Fu­el. She also helps to main­tain the major accounts and co-op intel­li­gence data­bas­es. As the hold­er of a Bach­e­lors degree in Eng­lish from The Ohio State Uni­ver­si­ty, Rachel helps the rest of the Sales­Fu­el team with their writ­ing needs.