Sales can often be an area of concern for business owners and managers because let’s face it, like a famous quote attributed to a number of people. ‘Nothing happens until a sale is made’.
Very obvious; No Sale, No Income and therefore no money to spend on more goods, salaries, marketing, etc.
There are hundreds of books on ‘How to Sell’ which cover sales strategies, sales systems, closing techniques, questioning techniques and a whole host of other useful things. Generally when I talk to sales people and ask them ‘How many books have you read on how to sell?’ the answer is none, or occasionally one. Now let me create a thought in your head – ‘How confident would you be if the surgeon about to operate on you said “I’ve never read a book about whatever operation they were about to carry out”?’ I know this is a little extreme but, they make their living because they have a skill. For you to make a living in business one of the most important skills is selling, so what are you doing to improve your skill? That by the way is not just reading the book, but also implementing some of your lessons, it is ‘Self Development, not Shelf Development!’
The other interesting comment I hear is ‘but I am not a born salesperson, it’s alright for those born to sell.’ My usual answer to that is ‘When was the last time you went on to a maternity ward and saw a row of babies labelled Salesmen, Banker, Accountant, Graphic Designer, etc.’ All babies are labelled with their names and nothing more, plus we are born with sales skills because from the moment we are born we have to sell; sell the idea we are hungry, we need something, we are not feeling well, then as we grow we sell our ideas, opinions, ourselves into friendships and relationships, in short we are always selling. It is just that some people feel it is very different because they have to sell a product or service and ask for money.
So lets get down to ‘How do we Increase the Value of our Sales?’ – very simple – increase the value of your relationship with the person who is buying your product or service. The value the relationship you need to build could depend on the value of the sale, i.e. If you are selling a ?1.00 item you need a relationship worth at least ?1.00, but if you are selling a ?10,000 item your relationship will need to be worth at least ?10,000. That value would also relate to the time it can take to make the sale, the ?10,000 sale could take weeks and possibly months to complete and chances are the ?1.00 sale is immediate, but how you treat the buyer will have a direct effect on the sale and any follow up sales (i.e. the lifetime value of that customer).
Our Top 3 Ways to Increase the Value of Your Sales.
- Work out how and then implement the actions you need to build relationships which are at least 10 times the value of the sale.
- Be continually learning new skills and habits which will help improve your relationships.
- Take regular actions that add value to your relationship with your customers and clients.
When you implement these 3 simple, but not easy, actions the results you achieve from your sales activity will change. As long as you measure the results from each change and adapt as necessary an increase is almost inevitable.
Thank you for taking the time to read our article, We look forward to hearing of your successes and any feedback you have for this blog.