7 months ago
February 21, 2017

How To Sell Even More

These five fundamental approaches will help you sell even more when you apply them on a regular basis.

Claire McConnachie

how to sell even moreDo you want to sell even more? Of course you do, or you wouldn’t be in sales! With a firm foundation in sales built by experience and training, you can continue to sell even more every quarter as long as you keep your mind open to opportunities. These five fundamental approaches will help you sell even more when you apply them on a regular basis. 

Follow Up on Every Opportunity 

Even top sales people may be missing openings to sell even more if they are not following up on every opportunity. Following up on every opportunity does not necessarily mean pursuing every single lead to a close; no matter how hard you try, some leads will not be qualified to buy, and thus not a good focus for your valuable time.

The best technique for following up on every opportunity is to take a broad but honest view of what does and does not qualify as an opportunity to sell, then scheduling follow ups in the minimum amount of time possible. You may hear more objections by following up on every potentially qualified opportunity, but you will also hear more positive responses, allowing you to sell even more.

Build Clarity Wherever You Can 

Clarity always works to sell more because clarity eliminates doubt and uncertainty, two major reasons prospects stall potential deals. If you can build clarity into your pitch by removing the uncertainties associated with not buying from you and answering the most common questions before they are asked, your chances of making a sale are instantly improved. Stretch clarity even further by:

  • Striving to make the words and concepts you use in your pitch and presentation as accessible to a general audience as possible
  • Providing an outline of the sales process to prospects so that they know what to expect
  • Always use your organization’s core marketing messages as the base for all of your explanations to make your offerings cohesive and easier to understand

Go After the Underserved Markets

Your organization has provided a list of the markets and industries where it believes its offerings will do best. You have done well selling to these defined sectors, but you could sell even more if you look to the underserved markets where qualified prospects are just waiting to hear from someone like you who can propose a solution. Do research on where your competitors are and find the gaps in service where you can step in and start selling even more. 

Keep Selling After the Sale 

Existing clients are a firm sales base for any sales person to use to sell even more. Clients already know and trust you as a sales person, but more importantly, by selling to a client the first time you have surmounted their initial disinclination to buy. That makes future deals easier as long as you position yourself to continue to provide the value clients need. Do not neglect to keep in touch with all of your past clients on a regular basis, or risk losing out on opportunities to sell even more.

Never Stop Learning 

No matter how well you are doing, there will always be things that you can do better that would allow you to sell even more. Marketing and sales theory is constantly changing; with the advent of social media there has never been more help available to sales people looking to improve, and that information has never been easier to access.

If you want to sell even more, make a commitment to learning new concepts and ideas on a regular basis. Attend conferences and seminars, read sales literature, and follow industry leaders on social media to leverage the experience of others. As you grow as a sales person through this learning, you will enable yourself to sell even more and move your personal targets ever higher.

Claire McConnachie

Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.