BELIEVE AND KEEP GOING

Kindly allow me to tell you an interesting story this morning.

There was a young lady with an incredible imagination; an amazing capacity to take her on adventures to worlds unseen; worlds that most of us would never even dare dream of. An imagination so vivid it was able to conjure up all manner of creatures and beings - lands so exciting in both horror and fantasy that she simply couldn't keep such excitement and awe to herself. So she decided to share it with us by putting it all in writing - in a novel.
After completing this novel she tried and tried to find someone that would invest in her novel. But simply couldn't find anyone remotely interested - such a shame. Not only had she revealed the intricate nether regions of her mind, but she had poured out every ounce of her heart, soul and energy as she painstakingly wrote the book over several exhausting weeks.

Increase Sales By Effectively Tapping Into The Budget

A common consequence of economic downturns is that companies and individuals tend to do things a little differently when things improve. There's a tendency to continue to be costs conscious - with more focus on actual needs and real value. Very rarely is it business as usual.

Here are two ways in which to effectively 'tap' into the budget to increase sales.

1. Identify Where The Money's Going
The government's focus is on infrastructure, manufacturing, agriculture,  and education. What value can you bring to individuals / companies within this sector?

2. How relevant is your product / service with regards to the general focus of the budget? Is your product / service offering in line with the direction in which the government / nation is going?

Even if your products / services offering is more retail focused, these are questions you need to ask yourself in order to ensure you remain relevant.

Don't just follow the money trail. Identify the value you can bring to the table.

More Tips For Sales During Tough Times

We're five months into the year, and even though the 2016 budget is now signed, it still feels as though the economy is fully stationary. Times are hard, and customers are unwilling to spend.

Or are they?

Actually prospects / customers will always be willing to spend if they believe there's value.

Here are three things to do during this period to increase your sales;

1. Ensure you're adding value. People will always pay for value; especially if it's something that alleviates pain or inconvenience.

2. Don't make less calls. Make more calls - and not necessarily to sell. Now is the time to call to say hello, and to find out how your clients and prospects are doing.

3. Make more office visits (to prospects) during this period.
Your objectives are;
A. To say hello
B. Share ideas with clients and prospects
C. To listen - conveying that you care.

Such visits not only build trust and relationships but they also provide business opportunities.

Expertise Leads To More Sales

A prospect will usually buy / subscribe to your product / service if he or she believe you will take them to the next level. In other words it is important to convey your expertise in your field of business. It's all about gaining the prospect's confidence.

The way to do this is not by blabbing on and on about your product / service, but via Conversation. Listen, and discuss relevant matters pertaining to your sector or business environment; thereby demonstrating your knowledge and expectise. A prospect will usually have more confidence to pay for something if he or she believes they're dealing with someone that not only understands what they're doing but also has a firm grasp of everything pertaining to their area of business.

Remember - Selling should always be a conversation. Listen and discuss. It is during discussions ( sometimes even casual ones) that a prospect determines your level of expertise.

An effective demonstration of expertise will always lead to a prospect's confidence in your ability to deliver. Confidence leads to trust, and trust leads to business.

What Determines A Prospect's Decision To Buy From You?

This week's focus is on the psychology of sales.

In other words what prompts prospective clients / customers to want to do business with you?

1. Knowledge

Make sure you not only understand what your product / service does, but also how it adds value, its cost benefits, and its' pros and cons (always be honest about the pros and cons).

It is also important to have the same understanding for the products / services of your top five competitors.

2. The Away From or Towards Decision Making Filter

Over 80% of people buy / subscribe to products and services because they want the product / service to alleviate or solve a particular problem or challenge they're facing. Therefore tailor your sales pitch to your products / services ability to solve your prospect's problem.

You may well have the perfect product for your prospect. But if you're not speaking the same language - in other words effectively demonstrating how your product will enable the prospect to overcome a particular problem or challenge - it's quite likely there'll be no connection; and hence no sale.

Listen, then ensure your reply demonstrates your ability to solve your prospect's problem.