The ongoing quest of "How to increase sales" is never ending since mankind first began peddling his or her products or services. To realize this goal to increase sales must include the sales skill of fact finding or in simpler terms - research.
Advertising legend David Ogilvy once said: Advertising people who ignore research are as dangerous as generals who ignore decodes of enemy signals. Possibly, you may think that you are not in advertising, but everyone in sales is in advertising and their sales skills need to reflect expertise in this area.
You are advertising your message to those around you and most certainly to that individual sitting across from you. The sales coaching question is: "Have you collected all the facts and just the facts to ensure that you understand your qualified prospect's or prospect's needs?"
Just this morning, I listened to another new small business owner (soon to be another failed business statistic) explain his new great marketing idea. After I listened, I asked him if he took the time to do the necessary demographic and psycho-graphic research? His idea may have merit, but rushing out and putting this new marketing strategy in writing could also send his business to a much earlier grave. How many times have small business owners branded themselves with a sudden idea only to have it come back and bite them in the foot (bottom line)?
The Internet has enabled both small business owners and sales professionals who use this sales skill of fact finding to maximize those interactions. From 30 minutes to several hours, any sales professional can locate critical information (facts) about their future customer. Small Business Sales Coaching Tip: When you realize that the qualified prospect has needs that you can meet, begin to think of her or him as a future customer.
Additionally, surveys can be created either online that can be emailed to existing customers to see if your latest and greatest marketing idea has any merit. There any many ways to secure the necessary facts about your qualified prospects.
Small Business Sales Coaching Tip: Take the time to do your marketing research whether you are a retail small business or a professional sales person. Remember this old adage: Fools rush in where Angels fear to tread.
Take this free sales skills assessment to help you increase sales. Is your business facing inconsistent or insufficient cash flow, lackluster sales to poor productivity? Maybe some exercise at the sales coaching training gym will get you to where you want to go? Leanne Hoagland-Smith, Chicago Sales Coach, helps small business owners to C Level executives from Chicago to Indianapolis to worldwide who are truly tired of struggling to unlock the sales and business results that they want. Call 219.759.5601 to schedule a free business coaching training or sales coaching strategy session to begin to quickly unlock tomorrow's solutions today |
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