Three Easy Ways to Make Repeat Sales

Three Easy Ways to Make Repeat Sales

Making a sale is always a challenge. Whether a cold call or a follow up on a referral, closing a deal takes strategy and intuition to client needs. When that is rewarded with success, a sales high takes over – if only momentarily.

Once the endorphins wear off, there is still work to be done. After you’ve made that first sale, how do you turn a one-time buyer into a long-term client? Or in the case of a contract agreement, how do you ensure a renewal when the original term ends?

While every company may have its own specific follow-up policies in place, here are a 3 tried-and-true ways to keep clients coming back:

1. Follow through on promises. Make sure you deliver when you say you will. This is just good business but is often overlooked once transactions are complete. Prove that you are worthy of a long-term partnership by honoring your commitments. Of course circumstances may arise that are beyond your control, but ensure you aren’t the reason a product or service is delayed in its delivery to a new client.

2. Continue to woo them. Finding answers for prospective buyers BEFORE they ask will help them see the value in what you offer. That idea extends beyond the initial conversation though.

You should always have the needs of your client base at the forefront of your mind. Ask how a particular service or product is working out and listen to any concerns that arise. Don’t wait longer than a few hours to return a call or email. Show them that they are still valuable to you, even when the sale is complete.

3. Stay in touch. Don’t just wait for a phone call or make yourself a mental note to check in with a client at some point. Make a schedule for following up and stick to it. Personal emails or calls are best, but if that is unmanageable due to your number of clients, consider a monthly e-newsletter. This way, they don’t hesitate to reach out the next time they need what you sell.

When it comes to sales, repeat customers are the sustaining factor in business revenue. Don’t just chase after new clients. Take the time to cultivate sales relationships and make it a key to long-term sales success.

How do you keep your clients coming back?

 

Your email subject can be a great sales tool....OR a great piece of SPAM.

If you’re doing email prospecting and not concerned about your subject line, you should be. It’s the single biggest determinant if somebody opens your email - or not.

A lot of people don’t even think about email subject lines. They just put something like “Company overview” or “Update on what’s happening with our company.” And of course, the person who gets this in their email box thinks, “Why do I care about that?”

You learn nothing buy just talking. SIT and LISTEN. It's my number one sales tip.

 

You learn nothing buy just talking. SIT and LISTEN. It's my number one sales tip.
 

"No one is as deaf as the Sales Professional who won't listen."

Most of the times you think you are listening, but you are not. WHY?

We all do it in all areas of life, when talking to our family, chatting with a friend on the phone, even speaking to fellow Sales Professional after your pitch, we do it everywhere. This is not something that we do on purpose, most of the time it's just down to enthusiasm. We are too excited by what we have to say. In normal day to day talk its fine, but on a presentation it can affect your chances of getting a sale.

YOU MUST LISTEN TO EVERY WORD YOUR PROSPECT'S TELL YOU.
IN THESE WORDS ARE YOUR ANSWERS TO GETTING THE SALE.

It's better to listen in order to understand, than to listen in order to reply

Every day you are involved in a couple of presentations, and as a result, a lot of the time you get into an automatic mode where you just repeat the same motions and same questions. It becomes very repetitive and this stops you listening. To help you focus when your prospects are speaking to you, listen with your eyes. HOW?

When your prospect speaks, focus all your eye contact on them, on their eyes. Eye contact is very powerful; it shows you are truly listening. It shows empathy and the more you do it, the more the other person speaks and continues speaking. This is what you want to happen during your Presentation. The more they speak the higher chance of a sale.

Take this out in the sales world with you today, when they speak, focus on the prospect, lean forward, hold a strong eye contact and listen, listen like what they are telling you is the most important thing you have ever heard, and really at that time in your life, it is! The more you listen, the more they will speak; enjoy your company and open up, and let their true feelings out.

No matter what you are selling, it’s the way your prospects will use that product or service that you need to know. It’s what's important to them, it’s their emotions, and more importantly, it's their money. You want it, so listen.

5 points to consider when answering TOUGH sales questions.

One of the hardest things to do in all of sales is handle tough questions from skeptical prospective customers. Here are five points to consider when answering questions:

Clarify the question first. Customers ask two basic types of questions. Some are very specific questions about a feature or issue, while others are more general about a broad topic or your opinion. In both instances, make sure you understand the question before answering it. Either rephrase the question your own mind your own words and repeat it to the questioner aloud or ask the questioner to further explain what he meant before answering. Many times, salespeople are too eager to give an answer to a question that wasn't even asked.

Show your domain expertise. If you intimately know your industry, company, and products and how they compare against the competition, you need not fear even the toughest question. Frame the beginning of your answers with statements that confirm your credibility like “Based upon my experience working with X, Y and Z companies” or “I’ve been asked that many times over the years.”

Make sure everyone understands. Since most sales calls are conducted with groups of people, you should give a little background information with your answers to ensure everyone understands the topic of conversation. Don't assume everyone understands your company's buzzwords or nomenclature.

Provide an expert point of view. Never forget, your customer would rather do business with a trusted consultant who has intimate knowledge of the industry than an ordinary salesperson who simply understands how the product works. In fact, you are not actually there to sell anything. Your goal is to become a trusted advisor by intently listening to the questions the customer asks so that you can apply your expertise to solve the customer’s business problems or complete his initiatives. Ideally, once you have established yourself as an expert the conversation will flow into an off-the-record talk about the politics of his organization and his ulterior motives.

Demeanor speaks volumes. The most powerful response to the most difficult question isn't solely the answer you give. It's also how you say it. Regardless of the question, keep a calm and confident demeanor. Most of all, do not get defensive. Stay positive. This is a critical lesson. When confronted by someone who disagrees with your opinion, it's okay to disagree without being disagreeable.

The demeanor and communication style used to deliver your answer should be collected and matter-of-fact. However, you want to build momentum as you make your response and finish on a high note. This is called a “build up.” Whenever you speak to a customer, you want to confidently peak during the final sentence of your paragraph. You don’t want your voice to trail off, signaling uncertainty or lack of conviction.

A critical aspect of every sales call is not necessarily what you have planned to say. Rather, it is how you handle the tough questions the customer asks you. Your question-handling ability is what separates you from the pack

Want better SALES results right now?

Want better SALES results right now?

I found this on the web and thought I’d share. Powerful, yet basic stuff here.

Here are a few answers for you:

1. You’ll get better results when you try harder.
2. You’ll get better results when you stop making excuses.
3. You’ll get better results when you care more about others.
4. You’ll get better results when you ask for help.
5. You’ll get better results when you doubt less.
6. You’ll get better results when you stop being petty.
7. You’ll get better results when you start being creative.
8. You’ll get better results when you put together a better plan.
9. You’ll get better results when you learn something new.
10. You’ll get better results when you deny yourself immediate gratification.
11. You’ll get better results when you build a team to conquer with you.
12. You’ll get better results when you stop letting fear call the shots.
13. You’ll get better results when you listen for answers.
14. You’ll get better results when take time to be inspired.
15. You’ll get better results when you ignore the criticism of the crowd.
16. You’ll get better results when you fight through the pain.
17. You’ll get better results when you have a better attitude.
18. You’ll get better results when you aren’t afraid of failure.
19. You’ll get better results when you just try one more time.
20. You’ll get better results when you understand what is important to other people.
21. You’ll get better results when stop believing everything you hear.
22. You’ll get better results when you control what’s in your mind.
23. You’ll get better results when you say “Thank You” and “I’m Sorry” more.
24. You’ll get better results when you stop taking yourself out of the game.
25. You’ll get better results when you tough it out a little more.
26. You’ll get better results when you believe what you’re doing is worth it.
27. You’ll get better results when you’re tired of losing all the time.
28. You’ll get better results when you quit holding back and go “all in”.
29. You’ll get better results when you stop being so damn selfish.

Pick one. Try a few.