[Fredslist] (PROMO): Top Ten Tips for Effective Sales

[Adrian Miller]

Hi folks:  Wrote this article for a magazine and thought Gotham might  
benefit from some of these quick tips.  And by the way, this is what  
I do. I come into your company and do a tune-up of what's working and  
what is not as regards sales techniques, sales strategy, marketing  
and sales integration, etc. If I can't help I tell you. If I can help  
I do and don't leave until what was broken is fixed. Simple. To the  
point. Blatant (Shameless plug for my book: The Blatant Truth: 50  
Ways to Sales Success). Idea, if you don't want to talk to me maybe  
you want to get the book. $14.95 and a quick, fun, informative read.  
Link is below.

It's all about options.





We’re all crossing our fingers these days and hoping for a better  
economic environment. It’s been more than a little scary for many of  
us. However, even during these tough times, effective salespeople are  
acquiring new customers and making sales. How? Here are the top ten  
tips for effective sales that will bring you success regardless of  
the state of the economy.

1. Know Your Product or Service
It seems straightforward, doesn’t it? Well, it is, but unfortunately,  
there are far too many salespeople who, for one reason or another,  
have been trying to sell without having a good grasp of what they’re  
selling. These individuals can have a certain degree of success in a  
good economy, but they’re the first to fail when the going gets  
tough. You need to know what you’re selling from top to bottom. You  
should have every feature and benefit on the tip of your tongue. If  
you don’t, you need to make this your top priority.

2. Know Your Target Market
Knowing who to sell your product or service to is just as important  
as knowing what you’re selling. You need to pinpoint who it is that  
buys what you’re selling and target them specifically. This is  
especially true during an economic slowdown when you might not have  
as much to spend on advertising and prospecting.

3. Know Your Competition and Your Competitive Advantage
Your competition is always there, but they’re bound to be more  
ruthless when there are fewer customers. Start by listing your  
obvious competitors and then dig a little deeper to discover any  
others who might be sneaking under your radar. Then, figure out what  
makes your business different from theirs, and how you can stand  
apart. Evaluate obvious advantages like cost, features, quality, or  
distribution, and don’t underestimate other advantages such as  
location, reputation, or social responsibility.

4. Be a “Proactive” Business Developer
Now is not the time to be waiting for your phone to ring. Make your  
own opportunities by networking, advertising, making calls, and  
pounding the pavement. The more you reach out, the more you’ll get in  
return.

5. Mine the Gold in Your Existing Client Database
Don’t underestimate the value of your existing clients. When business  
is slow, use the opportunity to call your “regulars” to inform them  
of new offerings, specials, and volume discounts. You’ll probably be  
surprised just how much business you’ve been leaving on the table by  
not contacting them sooner!

6. Don’t Leave Business on the Table- Cross-sell Your Products and  
Services

This goes hand-in-hand with the previous tip. Always offer your  
clients other products or services related to whatever they’re  
buying. As long as what you’re offering is relevant, they’ll  
appreciate your suggestions, and they might take you up on what  
you’re offering, as well.



7. Track Progress and Results

Without tracking your sales processes and results, you will never  
know what works and what doesn’t. There are plenty of easy-to-use  
customer relationship management (CRM) software programs that can  
help you monitor your sales efforts from start to finish. Trust me.  
They’re well worth the investment.

8. Learn From Your Mistakes
Have you had difficulties with a certain market segment? Or, have you  
been burned by one particular customer repeatedly? Well, there’s much  
to learn from these situations. Don’t keep hammering away at someone  
who isn’t buying from you. Learn from these mistakes, and move on –  
quickly.

9. Be Persistent
The old adage, “sales is a numbers game” is true, especially when  
business is slow. Persistency is one of those traits that is common  
among all successful salespeople. A “don’t give up” mentality is  
truly one of the most valuable attributes that you can have.

10. Enjoy the Process
Let’s face it. Not everyone is cut out to be a salesperson. Selling  
should be fun. You should enjoy the challenge and feel the thrill  
each time you acquire a new customer. If you feel this way about  
sales, be grateful. There are many others who dread their jobs and  
would prefer to be doing something else. So, show your enthusiasm,  
enjoy the process of selling, and succeed.

Adrian Miller Sales Training
516-767-9288
516-445-1135 (cell)
www.adrianmiller.com
http://www.adrianmiller.com/blog/

http://www.askadrianmiller.com/

www.mysalesquestion.com/

See my book: The Blatant Truth: 50 Ways to Sales Success" at
http://www.theblatanttruth.com/

Follow me on Twitter:
http://www.twitter.com/amst


"What if we train them and they leave? What if we don't train them  
and they stay?"






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