Sales Growth – What You Need To Know
Sales Growth Article
All companies and their salespeople chase sales growth but not all of them understand sales growth. Sales growth is not about working harder. Sales growth is not about spending large amounts on Marketing or adding more sales reps to the sales force. Sales growth is not about increasing sales activity, having sales promotions or even sales contests. Sales growth is all about being serious about being strategic. I’ll explain in this sales growth article.
Strategic Sales Growth
Why should someone buy from you? If you expect to drive sales growth you need to begin by answering that critical question. This is not the time for guesswork and the answer has nothing to do with your product or service. In fact, it may not even have anything to do with your pricing. Sales growth depends on your ability to answer that key question.
The Answer To The Sales Growth Question
There are multiple right answers to that question and I’m going to tell you where to discover them. The only group that has the right answers to that question is, your customers. Sales growth starts with your customers.
People don’t buy a product. People buy solutions. Sales growth begins with knowing how your product benefits your customers. Are they more productive? Are they saving money? What exactly is the benefit they are now enjoying because they are now using your product?
The Quest For Sales Growth
Sales growth requires you to visit your customers and find out how they are benefiting from the product you sold them. Sales growth also requires you to quantify the benefit. If you made your customer more productive, you need to know by how much. Put a number to it. Are they now able to do something ten percent faster?
You drive sales growth when you stop selling a product and start selling benefits. For example, I sell sales training but I would never “sell” sales training. Here is my approach. “I’ve been able to increase sales at the XYZ Company by 20% – let’s see if I can do the same you.” What sales manager in their right mind would not want to learn how I increased sales at the XYZ Company by 20%? You capture sales growth when you start selling benefits.
In the big picture, you generate sales growth when you start using first class sales strategies. Sales growth is all about putting solid sales skills to work. You get those sales skills when you take advantage of powerful sales training.
I hope you generate the type of sales growth you are after and I hope you’ll stop selling a product and start selling benefits.
To your sales success,
Nick Moreno, Sales Coach
National Sales Center, Sales Training Company
Related Articles
Sales Force Training Makes Good Things Happen
Sales Staff Training – Your Options