If you want to increase sales in your business, there are some really simple
things you can do to make that happen really quickly…
“Small hinges that can swing big doors” and cause massive shifts in your results
at multiple levels of your sales process.
But before you do that, you need to recognise where the problems are…
Here’s a list of some of the warning signs that you need to do some work on your sales
process for bringing people into your business…
1.You don’t actually have a sales system
By this, I mean you have a whole bunch of different sales people doing a whole
bunch of different things. Or, if you are an army of one, you don’t really have a
framework you follow that gives you a predictable result. What this causes is an
inconsistent client experience and the biggest sign this is happening to you is
you have one person who is selling more than the rest of your team put together.
2.You (the business owner) are selling more than your whole team put together.
This is actually worse than the above problem because it means you don’t
have the vision and the bandwidth to be able to actually run your own business.
Now it can work if you absolutely love sales to death and you are prepared to hire a CEO and pay them a
massive salary to manage and grow your business, but mostly this means you need to
capture what you do and get your team doing it instead of you FAST !
3.You have a sales system but no one is using it
I see this one all the time. I ask a business owner “do you have a sales system?”
and they gaze absent mindedly over at a distant book shelf and say “yeah it’s in that manual over
there” I then say “do your guys actually use it?” and they say “I don’t think so”
This is almost as bad as not having a system at all only not quite so bad.
Either way, it needs to be addressed if you are going to create scalability in
your sales results and business revenue.
4.High numbers of quotes or leads with low conversion rates
Often people ask me what is an average conversion rate – and it’s a great question.
The answer can vary depending on industry, lead type and level of qualification but
the short answer is about 25-30%.
But who really wants to be “average”?
Wouldn’t you rather be great or fantastic?
Increasing your conversion rate can totally change the game in your business
and skyrocket your sales and profit without costing you an extra cracker !
I have helped clients increases conversions from 25 – 50% and from 40% to 95% based
on a more predictable systemised approach to the same conversation.
Usually just by changes in language, tonality and the order in which questions
are asked we can begin to increase conversions within a matter of weeks.
5.Consistently getting beaten down on price
Many companies complain that there is downward pressure on price. In my
experience many times this is more imagined in the sales person’s head than
in with their client. In fact mostly it comes down to 1. a sales person not having
enough belief in the value of the product they sell, them selves or their company
2.the level of engagement they create with their client in their front end diagnostic
with them and 3.the way they have positioned themselves in the market.
Addressing all three of these issues is the key to solving price comparisons although
rarely do businesses suffer from all 3 simultaneously.
What to do now?
If you’d like some help with building a sales system that will allow you to increase
your conversions by up to double what they are right now, I invite you to
check out the Professional Sales Mastery training I am running right now
For a tiny fraction of the amount of money you are leaving unbanked through
low conversion rates and lost sales you can address this once and for all in your
business – and once it’s fixed it will be fixed for good
Click here to check it out.