[Fredslist] Promo: How to Convert More Business

[Adrian Miller]

So folks----this is what I do:)


How to Convert More Business

As a salesperson, it’s always helpful to have a long list of  
prospects. However, if you don’t have a well thought out plan for  
converting them into customers, you are simply setting yourself up  
for failure. A low conversion rate is a common problem for  
salespeople, but one that is correctable with understanding the steps  
to take through the entire sales process. These steps are easily  
implemented with little or no cost and can make a tremendous  
difference in converting a higher percentage of prospects into  
customers.

Pick Suspects with Care
Not all prospects are created equal, and it’s best to think of them  
as suspects until they are screened and qualified. This is a fact  
that seems obvious, but is often forgotten. The reality is that it’s  
very easy to jump into selling mode, and mistakenly waste time  
dealing with someone who will never become a customer. Without a  
process for assessing the potential of a prospect, you are rolling  
the dice. You might get a customer, but more likely you’re going to  
get someone who will take your time and not offer anything in return.

Categorize Prospects
When you have multiple prospects, it can be a challenge to keep tabs  
on where each one is in the selling process. A touch point management  
strategy is a must. From sales quoting to billing and beyond,  
companies of all sizes need to make sure that these vital touch  
points are handled on time and effectively. Without them, the  
relationship will most likely come to a screeching halt. Sensitivity  
to what a prospect or a customer is experiencing is crucial and  
knowing that the proper handling of the most basic of interactions  
can be what is required to ensure long-term, fruitful relationships.

Improve Your Prospect’s Situation
You can have the most wonderful product or service in the universe,  
but if it does nothing to benefit your prospect’s situation, they’re  
not going to buy it. Take the time to understand their situation,  
their needs and wants, and then show them how you can help them.  
Never assume that what you’re selling just sells itself. In the vast  
majority of cases, it won’t. It’s your job to sell.

Move the Process along the Sales Pipeline
Often the sales process heat up early on, and then fades before  
anything is closed. If you’ve done your homework and know that you  
have a qualified lead and a potential sale, don’t let the momentum  
die. Follow through, keep asking questions, and offer your  
assistance. Don’t let a sale slip through your hands due to a lack of  
follow through, and by all means, don’t expect your prospects to do  
move the sales process along themselves.

Close New Business
It comes natural to discuss the features and benefits of what you  
have to offer, but it can be unnerving to take that final step of  
closing new business. This is often because many of us associate  
closing a sale as hard selling. Rather, it’s not a cutthroat  
maneuver; it’s just a necessary part of the sales process. If you’ve  
taken the right steps throughout the sales process and recognize that  
your prospect is ready to buy, they will appreciate the honest,  
mutually respectful discussion towards the sale.




Adrian Miller Sales Training
516-767-9288
516-445-1135 (cell)
www.adrianmiller.com
http://www.adrianmiller.com/blog/

http://www.askadrianmiller.com/

www.mysalesquestion.com/

See my book: The Blatant Truth: 50 Ways to Sales Success" at
http://www.theblatanttruth.com/

Follow me on Twitter:
http://www.twitter.com/amst


"What if we train them and they leave? What if we don't train them  
and they stay?"






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