Turn Bills Into Buyers With This Simple Sales Strategy

Here is a great sales strategy to turn your paid bills into buyers.  This is a great lead generation strategy to generate leads on an ongoing basis for you.  It is a strategy that is almost always overlooked in sales activities.

Sales Strategy:  Your Paid Bills Are Prospects For You

The people you spend money with are a great lead generation source for you.  Everyone needs clothes, a place to live and food to eat.  They or someone they know will need what you sell.   If you have a favorite restaurant you must go in there and ask to speak to the owner.  Introduce yourself and let them know what you sell.  The first time you do this you don’t have to ask for referrals if you don’t want to.  I do ask for referrals when I do this.  From then on, whenever you go to the restaurant ask for the owner and say hello.  Remind them what you do and ask for referrals.  EVERY TIME you spend money with them ask for referrals.

Also if you can it is always a good idea to buy from them when you need what they sell.  Let them know you appreciate their business and you are willing to purchase from them.  You don’t have to always buy from your clients but it is a good sales strategy.

Information Is As Valuable As A Sale

There is a very important reason this sales strategy is so effective to generate leads for you.  People that you spend money with are always going to treat you nicely because they appreciate your business.  You will not be rejected in a rude way.

You don’t always have to get a sale from the people you spend money with.  You let them know that information is just as valuable.  They may have a customer or a friend who just had a life change happen and need what you sell.  If someone just had a baby and you sell real estate, vehicles or life insurance it will be a valuable lead generation sales strategy for you.

The people you buy from must be in your list of prospects.  Follow up with them on a regular basis.  Ask for referrals or purchase from them if it makes sense. If you are giving your money to them maybe they will give some to you as well.

BONUS –For more sales tips click HERE to watch your FREE video the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Prospects Fess up: White Lies They Tell Sales Professionals All The Time

You’re a sales professional or have a product or service to sell in your business.  Are you proud to be a sales professional?  You were told growing up and even now that sales has a bad image even if you are a professional.  You were told your whole life sales professionals are dishonest liars that will say anything to get a sale.  Is that really true?  If you think that way you will never be successful in sales or grow your business.

Every Sales Professional MUST Be Proud Of Selling.

Here are 4 white lies prospects tell you to try to make you ashamed of selling.

  • White Lie:  Sales People are not like the rest of us.  They are “odd”.  Reality:  Literally EVERYONE sells.  Even if they don’t have a job as a sales professional employees have to sell their bosses every day to keep their jobs.  You have to sell your kids to behave properly.  Any interaction with yourself or other people is an opportunity for us to sell or influence others to do something.  People who “hate sales” don’t look at things that way, but everyone sells.  Even famous athletes or actors consistently endorse products or charities.  That is also sales.
  • White Lie:  Sales people are bad for everyoneReality:  Sales professionals keep the economy moving.  Everyone who has a job has that job because someone sold something.  Products are bought and sold and if they aren’t there is recession and everyone complains.  There are raw materials and jobs created in the making of products like cars or treadmills or anything else you can think of.  When sales are down, people get fired.  It’s as simple as that.
  • White Lie:  Sales people are only about money and say whatever you want to hear to get a saleReality:  Sales is professional problem solving.  The products and services you sell make a real difference in people’s lives.  You are solving tough problems that could not be practically solved any other way.  You will never hear a widow complain that her husband bought life insurance.   You and I know that we must satisfy our clients when they buy or they will just cancel their order or return the item.  Then they will tell 250 people in their network how you took advantage of them.  The truth is that the more you care about money the more you want happy clients.
  • White Lie:  Sales people take advantage of the weak.  Reality:  Nobody can know everything.  No matter how smart you are you can’t know everything about everything.  A good sales professional like you can help a prospect purchase the right product or service for them.  You save them hours or even months of research because you have done your homework.  If you are not working on your sales skills your prospect might not buy from you and instead buy from someone who would take advantage of them.  That gives us all a bad name.

Tell Everyone In Your Life What You Sell

You already know you should tell everyone what you sell.  Have you?  I have met a lot of people who call themselves a sales professional but don’t tell anyone but their closest friends what they do for a living.  You can’t afford to be ashamed of what you do.    People need your products and services and are always talking to others about who they know in your field.  I see it on social media all the time and I have done it myself.   Make sure they tell their friends to talk with you.

BONUS –For more sales tips click HERE to watch your FREE video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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A Shocking Thing 51% Of Receptionists Do To Kill Your Sales Performance

You may not be making the money your true sales performance has earned.  You could be doing so much more sales than you are and it’s not your fault.  That’s right your sales performance is likely better than your sales results show.  I’ve made thousands of phone calls into businesses and I’ve noticed a common problem.  Your company has a culprit that they think is helping the sales performances of the whole company.  They are wrong.  This individual is costing sales every day before they even get to you.

I used to work in the summers as a kid with my father.  One of my mentors Ben Gay taught me that the 2 most important people in a company that affect your sales performance are the person who answers the phone and the person who delivers your product or service.  This is because they are the ones that have the first contact with your prospect.  I saw this up close growing up.  My father would deliver the service and clients would see him and assume he was the owner of the company he worked for.  My father was the face of the organization in the mind of the client.  It was not the sales person.

Whoever Answers The Phone Is Costing You Sales

I’m talking about the receptionist (or whoever answers the phone in your company) in this case.  I’ve called thousands of companies and when I called the receptionist didn’t know if I was a customer or not.  I would ask for the person by name I wanted to speak with.  Here are the performance problems I commonly see that are costing you sales.

  • They are laughing when they answer the phone
  • They are talking to someone else at the same time
  • They give the impression that they don’t know if you even work there
  • They are in a rush to get your prospect off the phone
  • They talk so fast your prospect doesn’t know if they called the right company
  • They “talk down to” or make your prospect feel like they are an inconvenient interruption
  • They are eating or chewing gum
  • They don’t try to page or find you.  They just forward your prospect to your voicemail
  • They put your prospect on hold for a long period of time
  • They do not update a prospect on hold.  They just leave them on hold until they hang up

What To Do About This To Improve Your Sales Performance

Does this mean EVERY person who answers the phone is guilty of this unprofessional conduct?  No, I have dealt with a FEW very professional people answering the phone.  It’s pretty rare though.  I would say at least half of the companies I have called are making this mistake.  You have to fix this because your sales performance is suffering!  How do you fix it?

If I were you I would call your own company weekly and ask for you.  See how you are treated.  If you are not happy with what you see there is something else you can do.  You can attempt to influence the person answering the phone to treat your people better.  You can do nice things for them.  I used to bring the receptionist at a major company I worked with little things like a candy bar on a regular basis.  She was always happy to see me because I showed I appreciated her and I made her feel important.  Truthfully she was very good and was very important to my sales performance.  The bottom line is do something about this because you just can’t afford to lose any sales.

BONUS – For more sales tips click HERE to watch your FREE video the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: The Internet Marketing Habit That’s Killing Your Business While You Sleep

You do internet marketing to increase sales.  There are several common mistakes you are probably making that will stop you from increasing sales with your internet marketing.  Here are a few of the most common costly mistakes I see.

Why are you trying internet marketing when there are other faster ways to increase sales?  For a lot of you the reason you are REALLY trying internet marketing to increase sales to avoid doing work you don’t want to do (like phone calls).  You are doing internet marketing to FEEL like you are growing your business when you’re really just being busy doing busy work.   You are spending a lot of time taking courses to learn more about internet marketing.  You are researching how to search engine optimize your site.  Learning has a place in your business, after business hours.  What are you really doing?

What you are doing is REPLACING the sales activities you should be doing to make more sales with internet marketing research.  Instead, you should be doing internet marketing actions ON TOP OF (AFTER business hours or the last hour of the day) what you normally would be doing to increase sales offline.  Instead of your business growing while you sleep, it is dying in your sleep if you are doing this.

Throwing Money At Internet Marketing Does NOT Increase Sales

You may be doing internet marketing looking for instant gratification.  There are much faster ways to make more sales than internet marketing.  I don’t care what the gurus are promising you.  Internet marketing to make more sales takes MONTHS of hard work.  It just does. Anybody who is telling you they can get you #1 on Google in a week is just telling you what you want to hear.  It takes time.  Deep down you know it is true because otherwise everyone would be #1 on Google.   You can do things like Google Adwords and spend a lot of money for little to no result if that’s the only strategy you are using.  A lot you just put up a website and do Google Adwords/Facebook ads and think leads are going to fill up your inbox. It just doesn’t work that way.

It takes months of consistent writing blog articles and search engine optimization and a combination of strategies to funnel traffic to your site and leads into your database depending on your niche.  If you are committed to increase sales with internet marketing and are wiling to put the time in you can be successful.  Most of your competition is looking for the quick fix.  What I just shared with you can give you a huge advantage.

The Purpose Of Internet Marketing Is to Generate Leads

You might be doing internet marketing to avoid talking to people.  If you think you’ll advertise and people will buy off your website without talking with them you are wrong.  This is the biggest mistake you can make.  Internet marketing is a tactic you use to generate leads.  It does not substitute for talking with prospects.

If a lead doesn’t give you a phone number okay that is fine.  I am not talking about people that don’t give you their phone number.  People like to buy from a person.  It has always been that way and it always will be that way.  Yes you can get a few sales on your site with great marketing and a big list of prospects after months or possibly years of good internet marketing.  Even then you will increase sales 10x or more those results if you pick up the phone and call those leads.

People like to buy from a live person.  It has always been that way and it always will be that way.

I want you to increase sales and be successful internet marketing.  Don’t waste your time with internet marketing unless you are committed to do whatever it takes to be successful.  Don’t do it to avoid doing work you don’t want to do like making phone calls.  Don’t use it expecting instant gratification to increase sales.  Lastly, by all means if you get a lead with a phone number from your internet marketing call them right away!  They have a problem you can solve for them.

BONUS – For more tips to increase sales click HERE to watch your FREE video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: How to Stay Motivated & Reach Your Sales Goal

You must stay motivated if you want increase sales?  You have a goal to make more sales. I showed you how to get off to a fast start increasing sales HERE.  Hopefully, you got off to a fast start.  Even if you did not get off to a fast start you can still make a great “comeback” and increase sales enough to reach your goal and win your game.  Now you must get back on track, finish strong and hit your goal.  One of the best things you can do to help you increase results and hit your sales goal is to keep score.

Basketball games are 48 minutes long.  A Baseball game is 9 innings.  American Football games are 60 minutes long.  Your sales goal is just like those sports.  You have a goal to reach to “win” your game to make more sales or get more clients.  You also have a deadline you must accomplish it by to reach your goal.

Don’t Panic Before “Halftime”

When a team falls behind in the score early in the game they don’t panic.  Why not?  Because they know they have plenty of time to get back on track if they execute their game plan.  It’s the same for you trying to increase sales.  If you didn’t get off to a fast start DON’T PANIC!  Instead, review what you have done wrong and make an adjustment at “Halftime” just like sports teams do. A football or basketball game is never over at halftime.  In fact, many times the team that is losing at halftime makes adjustments and plays much better in the second half.  What adjustments can you make to increase sales if you got off to a poor start?  Write them down and start taking action to improve before it’s too late.

Keeping Score Will Help You Perform Better & Increase Sales

The other important way keeping score helps you make more sales is it helps you perform better.  While you are doing what you must to make more sales each day you can get excited about small successes you are having.  Short term pain of working harder or getting out of your comfort zone can be hard.  That short term pain can be more real to you than the long term benefit of reaching your sales goal.  A great way to get past that and increase sales is to measure your daily progress toward your goal.  You can keep score of your place on the sales team.  You can keep score of your income compared to last year.  No matter what you choose to measure just be sure to keep score.  It will help you hit your sales goal by giving you daily rewards to get past the short term tough days and keep taking the right actions.

BONUS – Click HERE for your FREE video the “Instant Sales Master Blueprint” for more tips to increase sales.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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A Trick You Can Use To Increase Sales I Learned From A Movie

How can Willy Wonka help you increase sales?  In this article I will share with you what you can learn from the movie to increase sales.  You are always trying to grow your sales.  You have likely found that trying to increase your sales enough to reach your sales goal is not easy.  That’s a good thing because if increasing sales was simple to do it wouldn’t make much difference in your life.

You Want it NOW!

Do you remember Veruca Salt?  She was the little girl in the movie that wanted everything NOW!  If you are like me you want sales result now sometimes don’t you?  It’s a common mistake to expect to increase sales too soon.  You may get discouraged that the results are not coming as fast as you want them.  You are probably working harder than you are used to and you want to see some results fast.  It is understandable to feel that way but it can stop you from reaching your sales goal.  Increasing sales takes as long as it takes.  You are focusing on the wrong thing.  Focusing on the results too soon will just frustrate you.  If you get frustrated you will more than likely give up on your sales goal.

Focus On Follow Through, Not On Results & Increase Sales

When you first pursue your sales goals you are building momentum.  If you take a lot of action for a week and you don’t get any sales it is very discouraging.  Instead, focus on following through on the actions you said you would take on a daily basis make more sales.  If your daily goal is 25 phone calls then success for that day is making your 25 phone calls for example.  I would recommend just focus on follow through for at least the first 30 days you are pursuing your sales goal.  You have no right to expect to increase sales if you haven’t taken enough of the right actions for a long enough time.  You will be fairly compensated for the sales actions you consistently take.  Focus on the follow through and you will get off to a great start towards reaching your sales goal.

 BONUS – Click HERE to watch your FREE video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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A Trick Learned From “The Red Carpet” You Can Use To Increase Sales

Your lead generation systems are the most important systems to increase your sales.  One of the best lead generation ideas to increase sales is to work with VIP’s.  What is a VIP?

VIP stands for “Very Influential Person”.  A VIP is someone who has a network or database of clients that would ideal prospects for your business.  How does their network help you with increasing sales in your business?

It’s Who You Know

Everyone is an important person and has a network but not everyone is a VIP.  What decides if someone is a VIP is if a large number of their network of people they know would be ideal prospects for you.

For example:   let’s say you are a mortgage broker.  Your prospect would be anyone who is buying or selling a home.  A VIP for you could be an insurance agent because homeowners have to purchase insurance.  So that means an insurance agent is going to have a list of people that need a loan for their home or will in the future and would be a prospect for you.  You as a mortgage broker would also be a VIP for an insurance agent.  Your clients when they get a loan for their home will need insurance and would be a good prospect for the insurance agent.  How can you use this idea to increase sales?

Increase Sales by Creating a VIP Referral Relationship

Your VIP and you can help each other increase sales.  You can help each other by sending referrals from your networks to each other.  That’s not all though.  The key is to bring sincere value to the VIP you want to work with.  How else can you help each other?

Start by making a list of potential VIP’s in your network.  Then contact each of them and schedule a referral discussion.  In the referral discussion bring some ideas to the discussion of how you could help each other.

  1. You can interview each other and promote the interview to each others network.
  2. You can also record that interview and use it for a marketing piece.
  3. You could schedule a local seminar where you could both speak and generate leads for each other.

Those are just a couple of ideas to increase sales for each of you.  Be creative and be the person who brings the ideas to the discussion.  Most importantly be sincere.  Don’t just come to the VIP thinking about what you are going to get.  Bring value to the VIP.  VIP relationships are about both of you increasing sales.  Don’t wait! Make your VIP list today and start contacting them.

BONUS – For more lead generation ideas watch your FREE video HERE the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: Features & Benefits – What’s The Difference?

I’ve been studying ways to increase sales for nearly all my professional life.  I used to work for a major retail store.  That is where I got my first training on how to increase sales.  There was a video room where they stuck all the new sales staff.  I remember the video said “features tell, benefits sell”.   It’s very clever, but what does it mean?

What’s the Difference? 

Almost everyone trying to increase sales thinks they already are selling the benefits but most are not.   Most are too lazy to sell benefits even if they understand what benefits are.  This is very basic but you may only understand it in your mind.  You may still not understand it at a deep enough level to do it and be increasing sales in your business.

A feature is what something (the product/service) is.  Features have almost no emotional effect on your prospect.  The benefit is what it DOES.  The benefit will have huge emotional effect on your prospect.  It brings to mind a quote from Ben Feldman who was the worlds best life insurance sales person.  He said “Don’t sell your product. Sell what your product does.”  You have probably heard this before.  Zig Ziglar once asked why someone buys a drill?  They don’t buy it for the speed or battery life.  They buy it for the benefit or RESULT they get if they use it.  They buy a drill to make a hole.

For example:  Your ears are a feature.  Hearing is a benefit.  A seatbelt is a feature.  Surviving a car accident where you might otherwise be killed is a benefit.

Increase Sales by Selling The Benefit of the Benefit

Things only have the meaning that WE give them.  If you tell your prospect that your product has a lower price, or more megapixels or a new design you also have to tell them WHY it should matter to them.  What does that feature do for them?  You do this by making a list.  You list all the features of your product or service.  Then next to it you list what the feature does for your prospect.

If you are selling a house with a pool tell your prospect how they are going to love swimming with their family in the summer.  How it’s going to feel to relax on a beautiful sunny day with their spouse while sipping an ice tea and getting a tan.  How they can connect with all their family having summer barbecues.  How they can be the envy of their friends that can’t afford such a beautiful home.  How they should reward themselves for all their hard work and live the American dream.

If you haven’t already, make the list of features of your product.  Convert those into what they could mean for your prospect.  Paint a picture of how their life will be better.  Put these into every sales presentation you ever do and you will increase your sales.

BONUS – Click HERE to watch your FREE video to increase your sales. The “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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How to Get Bigger Deals & Increase Sales

Some strategies to increase sales are basic and some are advanced.  This article is about an advanced strategy to increase your sales.  One of the best ways of increasing sales is to do more transactions.  Once you are doing more transactions you will come to a place in your career where you really don’t have time to increase sales on a 1 to 1 basis.  This is because there are only so many hours in a day you can give sales presentations. What do you do to increase sales when your calendar is full of sales presentations?

Increase Sales By Selling Bigger Transactions

The way to increase sales after your calendar is full is to close bigger sales.  The way to increase the size of your transactions is to:

  1. Set an intention on closing bigger sales.  This might be very hard for you.  You might have a belief that you can’t close bigger sales because of the economy or because people don’t have money or whatever your limiting beliefs are.  A lot of people don’t have enough self-esteem to pursue bigger sales.   This is false.  Many times larger sales take LESS work than smaller sales.
  2. Set a written goal to close a certain number of transactions at the higher number.  It is very important that in your sales and marketing plan you document how many transactions you want to do at the higher number.  If you don’t do this it is very unlikely you will close bigger sales.
  3. Ask for referrals using a script to attract a higher-end client.  You get what you focus on.  If you ask for the type of referrals that make larger purchases you will sell larger transactions.   Watch your FREE video the “Trojan Horse Technique” HERE to learn exactly what to say to attract higher-end referrals.
  4. Find a few VIP (Very Influential Person) relationships that have a higher end client in their network.  A VIP is someone who has a network or database of leads in your target market.  Everyone is an important person and has a network but not everyone is a VIP.  I will cover this technique more in depth in the future.

Get Bigger Deals Now!

Don’t let yourself just think that closing bigger sales is a good way to increase sales.  Take action!  Take a moment right now and brainstorm on these few steps. Set the intention to close bigger sales. Turn that intention into a specific number of bigger transactions (5 this month for example). Then watch the video HERE to attract higher end referrals.  It will mean more sales and less work for you in the long run.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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A Simple Strategy I learned From A Garden to Increase Sales

Everyone wants to increase sales and make more money.  You all have personal reasons why you want to increase your sales.  You may want to pay off debt or purchase a home or send a child to college.  Those are all great things to accomplish.  Most of you don’t think about those things every day.  Most of you have more short term motivation to increase sales. You want to avoid some type of pain or you just know you want “more:” Maybe you are concerned about keeping food on the table for your family or hitting your sales quota so you still have a job.

Increase Sales By Taking Your Life Seriously

 “Most people aren’t quite sure what they want from Life, however they’re pretty sure they don’t have it yet.” – unknown

What gets in the way of increasing sales in the long run is not being clear on what you REALLY want.  What do you want to have accomplished in your life when you retire or when you are reflecting on your life as an older person?   Are you on a path to have accomplished those things?  You MUST be clear on where you want to go or you won’t really get what you want and all the work you put into your life could be wasted.

Exactly How to Discover What You Want & Start To Create It

My friend Rock Thomas taught me there are 8 gardens of life.  They are the following in no particular order.

Intimate Relationships
Family and Friends

The next step is to GET OUT OF TOWN to avoid the distractions and noise of your daily life.  Go get a hotel or go to the woods or the beach or any inspiring place you enjoy for a day or a weekend.  I like to go to a place here locally by the beach.  It helps me think and allows me an environment to believe anything is possible.

Then go through each garden and ask:

“From a clean slate with no restrictions of my current circumstances IDEALLY what do I want in my life in this area?” then write it down.

Your answer might be…”I want to learn to fly an airplane” “I want to own 5 investment properties creating residual income” ” I want to weigh what I weighed on my wedding day” or “I want to reach my Ideal weight” “ I want to be a better spouse/parent” “I want to write a book” or “I want to make a movie”

These are called “gardens” because like a garden they all require watering and maintenance to have success…..or they will die or grow weeds.  On a regular basis we all HAVE to weed our garden.

Once you have the list of the things you want in each area you are ready to turn them into goals.  This helps you increase sales by focusing your energies on actions that will create what you want.  It helps you avoid distractions that seem like a smart idea short term but don’t create what you want in the long run.  Go get your calendar right now and schedule when you will take the time to get clear on what you want to accomplish in your life.  You only get one chance at your life so I urge you to take this seriously and not just increase sales but do so for the purpose of leaving behind a legacy you are proud of.

BONUS – For more tips to increase sales click HERE to watch your video the “Trojan Horse Technique” for FREE

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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