Making New Sales: It Always Comes Back to This

Making new sales is the lifeblood of any business, as the easiest way to increase profits and grow. As any sales veteran will tell you, succeeding in sales requires a combination of personal traits and skills.

Motivation is very important in sales; if you are not motivated, you sell less, and this vicious cycle can bring down even the best and most confident salespeople.

The way to break out of this negative mentality is to change your approach and look for a new angle. A fresh start or changing your approach can break the mental block and have you attracting success again. Even if you are a gnarled sales veteran with years of experience, a refresher course can breathe new life into your career.

Even if you spend a couple of days rerunning through “old” techniques, you can always learn something new. Perhaps you overlooked a technique, or you find that a new take on an old system can revive your approach.

A single tip can be all it takes to help you generate more leads or close more deals, and increased success brings better motivation; better motivation means that you spend more time selling.

The Twenty Tips for Making New Sales Success

Here are twenty tips to help you revive your sales approach. These valuable tips are simply reminders of what all seasoned and successful sales people understand.

1)  Contact and Serve

Contact all of your clients who are thinking about buying or who have recently bought from you. If it is a potential customer, try to find out exactly what they need to move along and actually buy from you. Instead of pressurizing them and breaking out the hard sell, listen and reassure.

Ultimately, the first mantra of sales is ‘Identify a problem, find a solution,’ yet many salespeople forget this simple maxim. Telephone them and go back to basics; solve their problem and serve them in every way possible.

With this approach, you can also identify the timewasters; if they want a solution that you cannot provide, you can forget them and move on.

2. Staged Closing

Knowing when to close deals is the key to new sales success. Many salespeople who are brilliant at generating leads simply cannot close deals, ultimately wasting all of that good work.

People think of closing as getting the signature on the paper at the end of negotiations. This is true, but think from the customer’s point of view; they will be spending a lot of money and want to be 100% sure that they are doing the right thing. They will have questions, so it is up to you to address every single concern and give an answer, closing the deal in stages.

Ask questions, such as ‘Is this what you need?’ ‘Is this service something that you are interested in?’

These small, staged closes let you keep on the right track and prevent you from asking for too much, too soon and frightening off the customer. Slow and steady is the way to go with new sales.

3. Trust and Integrity

New sales are great, but returning customers are valuable; if a customer is happy with your product, they will come back for more. Trust and integrity should be at the core of your approach. So, how do you gain trust?

The answer is providing service at every stage of the process, during the initial presentation, the sale, the delivery, and during the aftercare. A simple call a few days after the sale, asking if they are happy with the product, can work wonders.

  • Return calls promptly
  • If you don’t know something, tell them, then find out the answer
  • Be confident and helpful, without straying into arrogance
  • Be honest
  • Follow up
  • Be friendly

If you capture trust and convince the customer of your integrity, people will want to buy from you, knowing that they have spent wisely.

4. Overcome Objections

Customers have questions, many of which can lead them to reject your product or go to a competitor. These questions are objections that you must overcome, but sometimes the questions actually mask the real reasons for their concerns. For example, a customer might ask you why your competitor is selling their product at a much lower price. It is easy to assume that they are playing hardball, trying to force you to lower the price.

On the other hand, they might be concerned that, if they spend such a large amount of money and get it wrong, their employer/spouse/partner would not be happy. You need to find out exactly what is stopping the customer from buying and offer a solution.  Probe for a reason and offer a workable solution, building upon your trust and integrity.


16 more Tips for Sales Success

… continued in the Ebook

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