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How do you get a sales increase using your existing clients? | AFX

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So how do you get a sales increase

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using your existing client base if you
have

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a certain number phone calls you wanna
make the most of them use a couple tips

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to get more sales from your phone calls

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first of all have sales training for the
people who are answering the phone make sure

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they know the basics about

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how to work through a sale follow that
road to the sale to a closing they're not

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just presenting product they're not just
selling they're actually closing deals

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number two is watch your conversion rate
keep an eye on

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how the calls are turning into sales
know what your percentages are have

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benchmarks

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so that if one person has a little
higher closing ratio you get an idea of

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what techniques or tools they may be
using that others

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could emulate always offer two and a
half or so

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options for the buyer if you have two or
three different options for

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that potential buyer it raises your closing
ratio

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rather than having just one thing or
more than

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4-5 things if there's too many options
for a buyer to choose from

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it gets confusing and they may not be
able to pull the trigger on that deal

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while they're on the phone if you only have one
option sometimes

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it doesn't give them that sense
flexibility and space that they have

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freedom in their world to pick one or
two things two to three

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options is the ideal number think of
having that third option a

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very expensive option that maybe you
don't even sell that much of

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look at a restaurant menu next time
you're in your favorite place to eat there will

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always be one item on that menu that's
really expensive that

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you can't even imagine it doesn't belong
the rest the reason why is it expands

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the mind set of what the budget might be
so that the other ones don't look that

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expensive

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keep that in mind too look for add-on
products so if your buyer

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is already committed to something that
you're selling you may have something

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else you get out on maybe it's faster
shipping maybe it's a faster turnaround

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time

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it could be something like a
certification anything you can add on

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the might add value to the customer

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is an extra sale without having to go
through another phone call

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last but not least consider price
increases everything in your world has

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had a price increase in the last

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six months or year gas prices have gone
up grocery prices have gone up

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insurance prices have gone up make sure
you're keeping your prices in line

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with the rest of the scenario in your
world

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you may think that customers are price
sensitive which they are but don't

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confuse a price complaint with an
objection

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in most cases people understand prices
go up you may wanna keep in old product

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at an existing price and add on a new enhanced
product that maybe a little bit more money

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customers understand the prices go up
don't be afraid to keep your prices in

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line with inflation

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so you don't become priced out of the
market