Archives for February 2012

Increase Sales: Why Sales “Slip Through The Cracks” & What To Do About It

To increase sales you can’t afford to let anything slip through the cracks, especially your prospects.  You may be a top producer or some one brand new and eager to increase sales.  It makes no difference how successful you are.  You cannot afford to give any prospect less than your best service and best effort to solve their problem. If you are having a bad day you can’t allow it to affect any of your prospects.  Why?

Increase Sales By Treating Your Prospect Better Than Your Boss

To increase your sales you must be a true professional.  Your prospects turn into clients and they allow you to feed your family and send your kids to college.  You are a professional and even if your prospect rubs you the wrong way you must treat them like they are your boss because THEY ARE.  Sales is a business and you must put your personal feelings aside even if a prospect is rude to you.  You must respect that your prospect is the boss if you want to increase your business.  Never discuss politics, religion or sports unless you 100% sure you and your prospect are in total agreement.  It is very easy to turn off a prospect discussing those subjects.  EVERY single prospect counts!

Avoid Politics, Religion & Sports!  Especially On Social Media

One of my mentors taught me that the average person knows 250 people and they know 25 people just like them.  In fact a lot of people know a lot more people than 250.  Let us say you meet 25 people a week and 3 of them are unhappy with how you treated them.   At the end of the year there are 150 people who are unhappy with you.  Each of those 150 people know 250 people who they will tell NOT to buy from YOU.  With Twitter and Facebook the word about your poor service instantly gets out to thousands of people.  All those thousands of people have 1 thing in common that matters to you.  They ALL know NOT to buy from YOU.   Increasing sales is very hard that way.

The average person knows 250 people and they know 25 people just like them.

Your prospects talk with other people when they have a need to buy something.  It’s a normal part of life.  They post on Twitter and Facebook to get advice from their network about who is a good real estate agent or plumber, etc.  I have done it myself and you have probably done it yourself as well.  Also, don’t post political, religious or sports topics on your Twitter or Facebook.  It WILL cost you sales.

To increase sales long term you must get business from people you have contact with or you will always have to cold call. You must have prospects who like you to tell the 250 people in their network good things about you.  You are a true professional and you must act as a true professional every hour you are in your business.

BONUS – Click HERE to see your FREE video the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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How to Increase Sales Like A Las Vegas Casino

How do you increase sales like a Vegas Casino?  When you go to Las Vegas or to any casino you know you are probably going to lose money.  It’s been said the only way to win at gambling is to quit after your first victory.  Why?  Because the odds of success favor the Casino.  The odds are against the player.  To increase sales you must put the odds in your favor.  How do you do that?

Increase Sales By Watering Your Grass

A lot of people switch slot machines to try to find a hot one.  They think it will increase their odds but it won’t.  You may even have done this in your sales career.  You might have switched locations or sales jobs because you thought the location or the pay plan was better. Most sales jobs or business opportunities are about the same as far as pay plans, leads and pricing etc.  What will help you with increasing sales will be HOW you work, not WHERE you work.  So don’t always be complaining about how you can’t make more sales because of someone or something else.  Don’t keep looking for the hot slot machine.

Create Your Own Leads

Don’t gamble with your chances to make more sales.  You may get leads from your company and that’s great if you do.  Don’t just sit there and wait for them to give you leads.  Instead create opportunities for yourself.   It does not specifically matter what you do to create your own opportunities to increase sales.  There are lots of tips on this blog.  You can even watch a FREE video HERE.  You pick what fits your style, personality and what you like the most.  The tactics to create sales opportunities don’t have to be done perfectly to work.  What does matter is that you do them and you do them daily.  Otherwise you sit there hoping for the “luck of the draw”.  Don’t gamble with your income and the future of your family.  Increase sales by taking control of your destiny and turning the tables on the system, putting the odds in your favor.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training.

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Increase Sales: How Being A “People Person” Can Kill Your Sales

You learned a lesson to increase sales on your first day on the job.  By now you have almost certainly forgotten it.  You must learn it again to increase your sales.   Would you consider yourself a “People Person”?   When you first started your sales job you didn’t know anyone so you didn’t really socialize with them.  Instead you probably listened to company sales training.  You listened to the top producer give his sales presentation to help you increase sales.  You probably spent time learning the new product or service you were starting to sell.  You may even have made prospecting calls or contacted your network to get leads or referrals.  It was common sense to do at that time since you just started.  Since then you have likely stopped doing those smart things.  Why?

Increase Sales Like Your First Day In Sales

Your focus was to increase sales to show you belonged when you first started your sales job.  After a while you started being friends with the other sales people.  In the morning everyone gets their coffee and talks about what they did last night or family problems or anything that has nothing to do with increasing sales.  Pretty soon after that it is lunch time and everyone has to decide where to go for lunch.  Of course it is a place where other salespeople like to go for lunch so you won’t make any sales there. After lunch everyone has to talk to decide who owes who money to cover the bill.  Next thing you know the day is gone and you’ve lost your chance to make more sales.

Are You A “People Person” With The Right People?

You must get away from being one of the boys or girls in the club at work.  You can still be friendly.  If they go to lunch don’t go with them.  Go to lunch with people who can help you make more sales by getting referrals or have a network with your customer in it.  If you are already are one of the boys or girls, start to get out a little at a time. If you don’t get out it will just encourage other bad habits and attitudes that will continue to cost you sales.  Be nice to them and don’t make enemies of the other sales people you work with.  Just don’t hang out with them more than necessary because you won’t increase sales by being one of the boys or girls in the social circle at the office.

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

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: A Common Costly Mistake Top Producers Never Make

One way to increase sales in your business is to get more “good sales”.  What is a good sale?  When you want to increase sales ANY sale is a “good sale” right?   When you get a sale you are pretty excited because you got what you wanted and that’s good, it’s just not good enough.

Prospects buy for a lot of reasons.  Sometimes they even HAVE to buy.  Why? Because they have to have an air conditioner in 100 degree weather and they have a newborn baby for example.  The point is that just because someone buys your product that does not make it a good sale.  The purpose of making a sale is not just to have your prospect buy.

Don’t Settle For Just The Sale

Virtually anyone can get a sale once in a while by being in the right place at the right time.  In fact, you may have had it happen to you.  You get the sale but then you have to go out and get another one.  You may have to cold call or knock on doors.  Either way you have to do things you don’t want to do and get a lot of rejection before you make your next easy sale.  That’s fine to do some of this in the beginning of your career but if you want to increase sales in the long run you will need to do more than just get a sale when you meet a prospect.

Increase Sales By Improving The Buying “Experience”

Most average sales people are just happy to get a sale because that commission is all they are thinking about the whole time.    Top producers think differently than everyone else.  If you want to be a top producer you don’t just want to increase your sales for today.  What you really want is to keep increasing sales in the long run.  Top producers get lots of good sales.  What is a good sale?

A “good sale” is…

  • A sale where the prospect gets what they came to you for.
  • It’s a great experience for your prospect.
  • They view you as their solution for LIFE in what you do.
  • They become a raving fan for you and are so happy they tell their friends, co-workers and family about you.
  • They bring you referrals without you even asking (You still ask anyway).
  • They become a raving fan for you and your business.
  • They will come back to you and buy again.

Take some time right now and brainstorm what you can do better to make the buying EXPERIENCE better for your prospects.  Ask your clients.  Find out what the top people in your industry and even other industries are doing.  Do what they do to make the buying experience better.  Hold yourself to a higher standard of performance and increase sales in the long run.

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

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: Is Your Prospect Really Who You Think They Are?

A secret of top producers to increase sales is to view your prospect for who they really are.  You or some in your company may have a negative view of the prospects you are trying to help with your products or services.  I’ve even seen some salespeople come up with mean names for prospects.  Why could you find yourself calling prospects mean names?

Why You Might Think Badly Of Your Prospect

Your time is valuable and you are probably reading this article because you want to increase sales for your business.  You may talk to a lot of prospects that seem to just want to waste your valuable time.  They may not seem serious about buying your product.  Maybe they are “just looking” or they ask a bunch of questions that don’t make sense to you.  Maybe they seem interested but when you follow up with them you feel like they don’t respect you enough to return your phone call.  This attitude will get in the way of increasing sales in your business.

Increase Sales By Seeing Your Prospect For Who They REALLY Are

What attitude toward your prospects will help you increase your sales?  Understand who your prospect really is.  They are just like you.  They are a human being with feelings and needs just like you are.  Most of them work very hard for their money.  If they purchase from you they feel they won’t have that money for something else they would like to have.  Also salespeople don’t have a very good reputation.  So that means your prospect is scared or defensive when they talk with you at first.  They think you are trying to take advantage of them because that is what all the bad salespeople do.  They think they know they are not going to get what they want and it’s going to be a bad experience.  They are afraid you are going to try to force them to buy something they will regret later and they will feel dumb.  They do not know they can trust you yet.

So your prospect thinks you are trying to get something from them and rip them off.  You feel they are going to waste your time or lie to you.  There are bad salespeople and there are prospects that waste your time and lie to you.   I’m not denying they exist.  You can’t increase sales if both you and your prospect have bad feelings for each other.  So what do you do about it?

You think the best of your prospect.  They aren’t bad people trying to waste your time and lie to you.  They are human beings who work hard for their money and are really interested in buying your product or service to solve their problem.  Tell yourself that before you speak to every prospect. That HAS to be your mindset if you want to increase sales and have a satisfying business with clients that keep coming back to you.

BONUS – Click HERE to watch your FREE video the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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A Strategy I Learned From A Commercial You Can Use To Increase Sales

How can an engagement ring commercial help you increase sales?  You’ve all seen those commercials where the man breaks out the beautiful engagement ring.  He always seems to pick just the right moment to surprise her when she least expects it.  He asks the question; “Will you marry me?’ and she says “yes” and everyone lives happily ever after.  I will share with you what I learned from an engagement ring commercial that will help you increase your sales.

Is it Too Soon to “Pop The Question?”

The engagement ring commercials don’t go into details of the relationship between the two people because it is just a commercial.  Do you think that the two people in the commercial are on their first date?  Of course not!  That would be crazy!  Why?  It would be crazy because they would barely know each other.  There would not be a enough time to know if they would be a good match as husband and wife.  It would be rushing into things.  We assume that the couple in the commercial have been dating for a while.  It would be reasonable to “pop the question” after dating for a while, not on the first date.

Did you know people selling their products and services ask their prospect to marry them (buy their product) on the first date (contact) all the time?  They go into all the generic reasons they prospect should buy their product without even finding out what the prospect really wants.  One way to stop your chance to increase sales is to try to sell your prospect too quickly.  There is a process to increasing your sales.  That process begins with generating a lead.

The purpose of your first contact with a prospect is to find out if they are interested in learning more about solving a problem they have.  That is all.  It is not the time to try to get them to buy your product or service if you want to increase sales.  All you are trying to do with the first contact is to generate a lead.  A lead is someone that sees they have a problem and is interested in finding out more about how to solve that problem.

Increase Sales by NOT Trying to Close The Sale Too Soon

Just like the engagement ring commercial only shows you “the close” portion of a relationship where a “buying” decision is made, there are a lot more steps that we don’t see that lead up to a sale.  The next step after you generate a lead is to set an appointment with the lead.  If you want to increase sales you must take the time to go through each step of the process.  Don’t be the crazy sales person that tries to close the sale too fast and scares your lead away.

 BONUS – Watch your FREE increase sales video HERE the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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