12 Simple Ways to Increase Your Sales and Revenues This Year by Jim Domanski

Tough economy got you - and your sales - down?  It doesn't have to be that way.  Here are twelve, highly effective yet simple ways to blow the hinges off your sales this year.

1. Ruthlessly Disqualify Prospects

Don't waste your selling time on those who are not serious about buying. Get rid of those tire kickers by becoming ruthless at qualifying and disqualifying. Develop a list of key qualifying questions to determine if the prospect is a contender. If your prospect does not meet the criteria you set, disqualify them and move on to those who can and will buy.

2. Be Politely Persistent

Over 97% of sales reps give up after the second follow up. Don't be one of them. When you have a serious prospect be tenacious but polite in your follow up. This does not mean stalking. It means doing extras to create value - sending a thank you card, a value added article, something that keeps you 'front of mind' ; anything gives you a pre-text for follow up. But whatever you do, be thorough and tenacious in keeping in contact with your prospect.

3. Work Harder

Elbow grease pays. Start by making 10 more dials a day. That turns into fifty more a week, two hundred more a month, 2400 more in a year. You can bet all that activity will net more revenues. Come in fifteen minutes earlier; stay fifteen minutes later, cut fifteen minutes out of your lunch.  Do some work at home. Hard work won't kill you and the pay is great.

 4. Cross Sell More Often

Cross selling is easy because the client has already made the decision to buy and the wallet is already open.  Leverage the moment and learn to professionally cross sell and increase the average value of the sale. Be prepared with at least two products that can compliment the original purchase.

5. Increase the Quantity of a Sale

Up sell.  Increase the volume of the same product. If there are bulk discounts use them to entice the client. If there are no discounts, suggest they buy more anyway. Go for it. What's the worse that can happen?

6. Bundle Your Products

Get your boss or the marketing department to come up with a bundled rate for certain products. Sell them as a 'package.' This increases the average value of the sale for you and presents a great deal for your client. It also makes it easier to sell.

7. Learn to Sell Better

Buy a book on sales. Learn how to handle objections better. Check out websites. Purchase a CD or DVD on selling.  Get your manager to help by coaching. Find a mentor. Work with the best. Hang out with winners. Anything.  But do something to get better. The more you learn the more you will sell. Invest in yourself.

8. Ask for the Sale/Commitment Sooner

Just ask for the sale. Many reps wait too long.  Ask your questions, identify the need, present your solution and then ask for the sale. Alternatively, ask for commitment to the next step in the sales cycle. Get an agreement to a date and time for follow up. Keep things moving.

9. Sell More Profitable Products

Look at the products you do not sell. Are there more profitable items you could be selling? Or make bigger sales by selling higher priced products.  Get out of your comfort zone and try something new.You will get to your revenue goal faster.

10. Ask for Referrals

We all know that referrals sell faster and easier, so why not ask for referrals more often.  The worst the client will say when you ask is 'no.' Nothing ventured, nothing gained. Ask for a referral this way, "Mark, can you give me the name of someone who could possible use my services?" Asking for a name force the client to think specifically and this increase your odds of getting a good referral.

11. Prospect Every Single Day

Generate new sales and revenues with new 'blood.'  New customers broaden your customer base and more importantly, ensure that you never get complacent and dependent on existing clients. Spread the risk and make more sales.

12. Learn to Negotiate

Do not cut your price. On the other hand, if you provide a discount make sure you are getting something back. For example, you agree to a lower price but in return ask for a bigger purchase. (See the Up sell or Bundle suggestions above). If you do not know how to negotiate, see Tip #7!

You do not have to be a victim to the economy. Start implementing these proactive strategies now and watch your sales grow.

About The Author:

Teleconcepts Consulting works with companies and individuals who struggle to use the telephone more effectively to sell and market their products and services. For more information on consulting services and training programs, articles, and other resources visit  www.teleconceptsconsulting.com   or call 613 591 1998.