Chairman Campbell, Director, The Driven Business Edge

In my experience working with business owners for many years, I can let you in on a secret – there is NO one thing that will increase your sales!  There are many… !

Below are my favourite elements that will help your business to grow its Sales.

1.   Start at the start

Know what you require in sales on a monthly basis.  This means identifying the financial obligations (in cash) that your business needs to keep operating – otherwise known as your breakeven point.  This includes your Cost of Goods, your day to day expenses and your wage.  Knowing the minimum to achieve in a month will give you the foresight for PROFIT potential (at your Gross Profit %) when targeting your sales targets!

2.   Know your numbers

To ensure that your business continues to grow, your sales require attention of 50% of your businesses operating hours.  This is actually selling face to face or ear to ear!  Not preparing to sell…..   Knowing your conversion rate will give you the jump start on how many leads you need to generate based on your conversion to get the sales that you require to hit your sales targets. Tracking your activity!  How do you record your stats and how do you use this information to improve your performance?

3.   Have an effective Sales Process

Sales are more likely to happen when you reduce fear and ensure confidence and certainty, not only in the process but also in yourself, when working with the customer.   Key steps in your sales process include:

a)  Building rapport

b) Positioning the potential customer on how the process will unfold

c) Questioning on a deeper level  to identify the true customer “need”

d) Temperature check that you have understood your customers requirements

e) Offer Solution  – always give 2 choices

f) Ask for their decision to move forward

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