Another Entrepreneurship Project of the  Whitman School of Management at Syracuse University

Ways to Win More Sales

Sales is an integral part of today’s economy. Rather than relying on simply your product/service, your ability to generate revenue and sell products and yourself will determine your success. Below are several signs that tell you are well positioned to succeed at the art of selling, as per Grant Cardone, an international sales expert, New York Times best-selling author, and radio show host of The Cardone Zone.

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Remember you are in people business: Sales people sometimes get so involved in selling that they forget they are in the people business. Every customer wants to be treated personally. Getting and keeping customer attention is a big problem. Walk into any big-box outlet, restaurant or professional office and you might not even get acknowledged. Remind yourself that each potential or current client is a unique individual who deserves distinct treatment and your full attention.

Focus on the results, not the effort: Sales is not about planning, it’s about getting results. Getting in front of the customer is of the utmost importance. Your success is about getting your product in the hands of the customer. A great sales person needs to know how to get customer’s attention and present in a way that causes customers to buy. You don’t try to get an appointment—you either get it or you don’t.

Do the uncomfortable thing: Doing the uncomfortable thing is where the top performers live. Get in front of the tough customer, ask hard questions, and go for the close.

“I always call my toughest clients first and keep calling them long after everyone has given up,” says Cardone. “Once a month, I make a list of our company’s most difficult customers and create an attack plan on how to get those accounts. The first month we incorporated this strategy, I landed one of the biggest deals of my career.” Essentially, you have to get into deep waters to catch the big fish.

Wow the customer: Always work to inspire and involve your customer. When you wow a customer you make a difference and create customer retention. You can generate more impact by your presentation of the product. Wow them with your presentation, your dress, your belief in the product and the service you offer.

Ask for the sale: Most sales people never ask for the sale. If you don’t make the ask, you will only sell to those who are going to buy regardless.

Although you may not be in ‘sales’ these techniques can help anyone in business to make deals, create sustainable relationships and to increase sales and services. How does your company close the sale? What technique helps you to make the tough asks?

For more information on this topic, please visit: http://www.entrepreneur.com/article/226387

Thanks for reading, and until next time… stay WISE!

Photo by Caitlyn Bom Photography.

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