HOW TO BOOST SALES IN YOUR BUSINESS (1):

HOW TO BOOST SALES IN YOUR BUSINESS (1):

  January 01, 2019    InspireForte Solutions

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Success in sales is a possibility. It requires deliberate actions taken in a desired direction. The stark reality is that how high an organization increases its profitability is largely determined by how high it is ready to increase its sales. Sales and Profitability are intertwined because when there are no sales, then they will be no profit, and vice versa. Therefore, for organizations to boost their sales for profitability, then they need to understand and apply the fundamental principles of sales/selling.

Here are the 5 fundamental principles of Sales/ Selling

In his best-selling book, The Secrets of The Millionaire Mind, Harv T. Eker advised, “It is not enough to be at the right place at the right time, but be the right the right person at the right place and at the right time.” This quote is ideal for business companies and sales person that want to boost their sales for profit. Understanding the fundamental principles of sales will help you and your company be in the mind of your customer and become every customer’s first and favorite choice.

PRINCIPLE 1 – SALES/SELLING IS A SKILLFUL ART:

Not everybody can sell. But there are people who have mastered the art of selling. The truth is that every successful salesperson requires consistent training in order to be able to record high sales that will lead to profitability for his/her organization. The mastery of the art of selling demands in-depth knowledge in three crucial areas:

• Knowledge of the product
• Knowledge of the market
• Knowledge of the customer

It is expedient to understand that knowledge in the areas is crucial, but applying them would work wonders for any organization that wants to record high profit through sales.

PRINCIPLE 2 – SALES/SELLING IS AN ATTITUDE

The difference between a successful salesperson and a mediocre sales person is in their attitudes. Successful salespersons possesses positive mental attitude, while the mediocre sales person possesses a negative mental attitude. There’s this story about the Bata Shoe Company. The Company sent two sales executives to sell its products in a remote area. The first executive went there only to call back to tell the company that they can’t make sales there because the people don’t wear shoes. The Company instructed him to return, and then sent another executive to the same location without telling him about the challenge faced by the first executive. The second sales executive went there and quickly called the company to send in more of its products because the demand for it was high because the people desperately needed shoes to wear. Why were their outcomes different? It’s simple; the difference in their attitude was the decisive factor. The first sales executive saw a difficulty, while the other saw an opportunity. Motivational Speaker and Author, Zig Ziglar rightly said: “Your attitude, not your aptitude will determine your altitude”. Successful salespersons understand this because they know that they need to be positively aggressive and result-oriented if they are to make high sales to record high profit. Statistics reveal that 50% of salespeople quit after the first call in a complex sale…80% of sales are closed after the fifth call or after the fifth closing attempt”. Every salesperson needs to understand that rejection is an experience they will always encounter and developing a staying power is very crucial. They must not see rejections as walls, but as bridges for success in sales.

PRINCIPLE 3 - SALES/SELLING IS ABOUT THE QUALITY OF THE PRODUCT AND ITS BENEFITS

Study reveals that companies are profitable in direct proportion to their quality ranking as customers perceive it. The hidden truth is that customers are more interested in the quality and benefits of your product(s) than the price. Every successful sales company/person is very conscious of the quality of its products and services. The reason why a customer will prefer the products/services of another person or company to yours is because they are offering better quality products with benefits than you. This is what gives you ‘the competitive edge’.

There are three (3) key areas for competitive advantage:

• The quality of the product or service on offer and the benefits that come with it.
• The way the product is sold or the service is being rendered.
• The way the quality of the product or service is being sustained and improved.

PRINCIPLE 4 - SALES/SELLING IS A PERSUASIVE EFFORT

Every successful salesperson understands that sales/selling is about the benefits and not the products. Everything involving the actions and words of your company/business is of essence in boosting sales. Effective communication is the key in persuading a customer to buy your products and services.

The two key factors in effective communication are:

• The quality of information (what you tell people about your products/services).
• The manner of communication (the way or manner you communicate your products/services to your customers).

Remember, you might never have a second chance to create a good first impression in the minds of your customers.

PRINCIPLE 5 – SALES/SELLING IS A PERSONALITY

Every successful company understands that its self-concept is very important in boosting its sales for profit. It is also expedient to note that every person is a personality. This certainly means that self-concept of a company determines its credibility and appeal to potential clients/customers.

There are 3 - parts of self-concept:

• Self-Ideal - This talks about the vision, mission and values of your company. What do you need your customers to know about your business – what do you have to offer with regards to products and services?
• Self-Image - This focuses on general perspective of your business by customers. How or in what way do you want customers to see your business/company? What perception do you want your customers to have of your business/company?
• Self-Esteem – This focuses on ‘feel-good factor your business/company gives to your customers. What message are you communicating that speaks well of your products/services that would appeal to customers?

Self-concept is essential in creating a great personality for your business/company.