The best salespeople know that the key to building their sales over the long-run is by building their client base and growing goodwill among them. Obviously burning bridges by selling something to someone who doesn't need it is no way to a build a trusting relationship that will lead to recurring sales and new business contact. The job of the salesperson is to find someone who really needs what they're selling and to show that prospect how what they're selling fits their needs.
People in general often don't realize they need something until it is presented to them in a way that considers their specific context. For instance, consider that nobody realized they needed a blanket with sleeves until it was demonstrated (humorously) that blankets inhibit mobility. For businesses struggling with how to increase sales, the trick is finding customers who need the product or service, not trying to manipulate those who don't need it into buying it.
Trying to increase sales by refining pitches is good sales practice - good, honest delivery only helps the prospective client to make a good decision about how to help him or herself. But veteran salespeople know that finding the opportunity to sell - the business or person that needs a product or service - is more than half the battle. A good lead is worth more than a hypnotic pitch.
For this reason, networking is one of the largest aspects of an exceptional salesperson's life. By meeting as many people in as many different fields as possible, and through cultivating friends that form the basis for even more introductions, a salesperson not only expands his or her own pool of contacts, but also broadens their net for leads and referrals.
"Relationship management" or making friends is not a new sales idea - schmoozing is considered by some to be its high art. But honest sales isn't schmoozing; it's making friends honestly, with no intention of selling anything that doesn't benefit the client the way that it is promised to.
Most sales supervisors don't really think back to the basics when they're asked how to increase sales. But fundamentals can make a greater difference than any sales contest, discount, or turnover of staff.
But the wisest sales managers recognize that the best way to keep increasing sales over the long run is to have a team of trusted, trustworthy networking salespeople who are constantly trying to generate their own leads through their Rolodex of friends and acquaintances.
People in general often don't realize they need something until it is presented to them in a way that considers their specific context. For instance, consider that nobody realized they needed a blanket with sleeves until it was demonstrated (humorously) that blankets inhibit mobility. For businesses struggling with how to increase sales, the trick is finding customers who need the product or service, not trying to manipulate those who don't need it into buying it.
Trying to increase sales by refining pitches is good sales practice - good, honest delivery only helps the prospective client to make a good decision about how to help him or herself. But veteran salespeople know that finding the opportunity to sell - the business or person that needs a product or service - is more than half the battle. A good lead is worth more than a hypnotic pitch.
For this reason, networking is one of the largest aspects of an exceptional salesperson's life. By meeting as many people in as many different fields as possible, and through cultivating friends that form the basis for even more introductions, a salesperson not only expands his or her own pool of contacts, but also broadens their net for leads and referrals.
"Relationship management" or making friends is not a new sales idea - schmoozing is considered by some to be its high art. But honest sales isn't schmoozing; it's making friends honestly, with no intention of selling anything that doesn't benefit the client the way that it is promised to.
Most sales supervisors don't really think back to the basics when they're asked how to increase sales. But fundamentals can make a greater difference than any sales contest, discount, or turnover of staff.
But the wisest sales managers recognize that the best way to keep increasing sales over the long run is to have a team of trusted, trustworthy networking salespeople who are constantly trying to generate their own leads through their Rolodex of friends and acquaintances.
About the Author:
About the writer: he is a gifted salesman who understands ways business can increase sales and has created a variety of articles illustrating how to increase sales.
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