Sales Tips

By admin | 21st September | Marketing Ideas, Marketing Skills, Marketing Training

I’ve just started reading Brian Tracy’s ‘Advanced Selling Strategies’; a fantastic book that I can highly recommend.  It got me to thinking and the first chapter alone reminded me of some great sales tips that I’ve come to take for granted.  They are definitely worth repeating though, as they could make a huge difference to your sales conversions…

  1. One of the most important tips focuses on attitude.  If you enter a ‘sales opportunity’ thinking you’re going to fail, or be knocked down on price, then you probably will.  You generally achieve the outcome you imagine, so focus on the positive and you’re likely to improve your success rate.
  2. Consider yourself to be self-employed.  Whilst you may well be self-employed, you may have sales agents or employees who are not.  But, it’s only when you (or they) take responsibility as a business-owner for sales and targets, that conversion rates increase.
  3. Be the best sales person you can be.  If your role in the business is sales, you need to learn how to be good at sales.  Read sales books, attend seminars, develop your skills and invest in yourself.
  4. Take a consultancy approach.  The top sales people see themselves as consultants or problem-solvers, not sales people.  They have great relationships with their customers and find solutions for them – which may or may not be what they’re trying to sell.  They put the customer and their relationship with them first and the sales follow.
  5. Become a doctor – examine, diagnose and then prescribe.  Leading sales people ask lots of questions.  And the better the questions you ask, the better the answers.  You get to the route of the customers problem, before you ‘prescribe’ a solution.  That way, you can offer a better solution – and are more likely to get the sale.

These are just five tips from a single chapter of Brian Tracy’s book.  If you’re responsible for sales, I would recommend reading the rest of it (I won’t be sharing any more of what I read, as that wouldn’t be fair, so it you want to benefit from Brian’s experience, you need to buy the book – it’s only £7.50 on Amazon!)  It would also be worth sharing this book with your sales people.

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