Topic: Increasing Sales
Answer: Sales come as a result of a process whatever your market. I look at it this way – there are a number of ways to increase sales:
- Increase the amount of money your existing customers spend each time they order. This requires your sales team to have the ability to cross sell other products or services of yours to current customers or upsell those customers to premium price products or services. This is what we call ‘farming’ and you need to ascertain how good your sales team are at this.
- The second area is all about winning new customers – new customers don’t appear by magic – they come from a solid process of good lead generation through your marketing programme and then a good level of conversion of those leads into customers as a result of the team’s sales skills. There are plenty of pieces of material for you to pick up some tips on selling skills required. One tip that I would give you is to ensure that all of your salespeople involved in lead conversion are using a sales script that the business has signed off. This gives the company management the comfort that a consistent message is being relayed to all prospects and that the key reasons for them becoming a customer of yours are being conveyed every time. Does this help? Let me know.