How to Sell More
Running a sales organization is like sailing a ship. No matter what you are selling or how things are going, from time to time you need a course correction. You may have a destination in mind, but to actually get there you need to check where you are and how far you have traveled. This is the value of returning to the basics of selling.
Sales is actually three activities:
- Connecting with people
- Asking questions
- Getting commitment
If you neglect these basic steps, you may discover that your sales are not moving forward as you planned. Perhaps, you did not develop the relationships needed to make new sales. Maybe, you did not deliver the service that your client actually needed. And, worst of all, maybe you did not close that deal you were after. How can you make sure that you are not forgetting the basics?
Sell Every Day
My sons’ swimming coach always tells them to show up EVERY DAY and practice. I agree with the coach, you cannot get results by showing up once in a while, now and again or when you feel like it. To win you need a disciplined and structure approach. In swimming and in sales, the secret is the same. You need to use a structured approach.
Create a Structured Sales Program
Most successful sales organization have a sales process that are the steps that their sales reps make in order to move the sale forward through the pipeline to closing. You may be using a process like this and find that it works for you. The questions you might want to ask could be the following:
- Do my sales people really understand what they have to do?
- Are my sales people really doing what they are supposed to do?
- Have they optimized their daily sales routines?
- Are they turning in the sales volumes they are supposed to deliver?
- Are my sales people actually listening to the customers?
Your answers to these questions will give you an idea of the health of your sales organization and what it needs to move it forward some more.
Be of Service to Others
Professional selling is about helping others. Successful salespeople are very good at helping others accomplish what they want to accomplish.
They help other people pursue their dreams. Some writers call this “paying forward”. So if you really want to be good at selling start by being good at serving others. As you develop relationships with others, you will find those priceless moments when you can introduce your product or service to help them to meet their needs.
Mastering the Fundamentals of Selling Seminar
What do you consider the basics of selling in your organization? At RMP Consultancy, we can help you answer this question. Our seminar on Mastering the Fundamentals of Selling Seminar teaches the basics of selling. It provides a structured approached to ensuring that the sales person knows and is able to his job do daily, weekly, and monthly.
About the author
Raffy Pefianco is the managing director of RMP Consultancy. His group helps sales professionals and businesses discover new techniques to improve their sales and profits. He is a mechanical engineer and a highly respected practitioner in management training. He has worked both in the government and private sectors. He is an International trainer whose passion is to enable Filipino professionals to reach world class levels by sharing the insights he has gathered working and teaching abroad and in the Philippines. He is a Mechanical Engineer by training, Master in Project Management and a Fellow of the American Academy of Project Management. Please click [Background of Raffy Pefianco] to read more about him.
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