Are you giving good follow up?
I ask because you don’t have to be a sales expert to use this very simple strategy to increase your sales.
If you take a look at this chart* then you will see that the majority of sales are not closed on the first, second, third or even fourth contact with the customer – rather they are closed somewhere between the fifth and the twelfth. Although this statistic will, of course, vary between sectors and markets, it’s not a bad average to be working with.
So what counts as follow up? Well the main choices are: Read More
Are you giving a great buying experience?
When I run one of my sales training courses, I usually do a bit with the class at the beginning about ‘what makes a good sale’. I ask delegates to think about a time when they had an outstanding buying experience and to share it with the group. The results are often a surprise to participants and really get them thinking about what it feels like to delight customers. It also shows them in a very real way that not all buying decisions are based on price. So what exactly goes into creating a great buying experience? Well, in no particular order, these are the things that usually come top of the list:
“They took time to listen to me” – the salesperson listened attentively, asked questions, showed they understood the answers and tried to find out what was really important to the customer. Read More