Sep16
Increase Sales The Right Way
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments »
Salespeople start each day thinking of how they can increase sales. After all, that’s why they were hired and how they get paid. Let’s step back and look at the dynamics on how to best increase sales.
The drive to increase sales is all about creating more demand for a product or service. Lower demand results in lower sales. But, when demand increases, you’ll see an increase in sales. So, if you want to increase sales, you have to focus on creating more demand. Let’s look at some options on how to increase sales by increasing demand.
Using Price To Increase Sales
One option to increase sales is to reduce price. The lower the price, the more you create demand for a product or service. This sounds easy but cutting price is not a desirable way to increase sales by creating more demand. You gain nothing when you increase sales and reduce profits. Besides, very few salespeople control price so this is not a viable way to increase sales.
Working Harder To Increase Sales
Another option to increase sales is to work harder. Most salespeople flock to this option as a knee jerk reaction when there is a need to increase sales. The problem with this option is that most serious sales pros are already working as hard as they can to increase sales. Also, you gain very little by working harder at things that aren’t working very well in the first place.
We need to get back to our thesis that to increase sales you need to increase demand. You increase sales when you motivate more people to want your product. You do that when you use salesmanship as a means to increase sales.
Using Sales Skills To Increase Sales
Salespeople increase demand for a product or service by using powerful sales skills. When you use this approach, you don’t work harder. Instead, you work more strategic and you don’t have to cut your pricing.
Salesmanship allows the salesperson to uncover a problem that can be solved by their product or service. Salesmanship creates demand by solving problems and it’s the most effective way to increase sales.
My work is all about increasing demand by using sales strategies. The art of selling can’t be ignored if you are looking for an effective way to increase sales.
Sales skills revolve around the “sales process”. The sales process is how sales are developed and how demand is created. It follows that to increase sales, increase your sales skills with some solid sales training.
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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Aug25
Increase Membership Sales With Selling Skills
Posted by Nick in Industry specific sales training | 0 Comments »
What This Health Club Should Be Doing To Increase Membership Sales
By Nick Moreno, Sales Coach
All business want to learn how to increase sales. After all, if you are not generating profitable revenue, you are out of business. So, finding new ways to increase sales is key to business success.
Unfortunately, too many businesses that are struggling with the question of how to increase sales often overlook the obvious. They rush to spend more money on marketing and advertising or they cut prices with special sales promotions. There is an easier and more profitable way to increase sales. Consider my recent visit to Health Club looking to increase membership sales.
It was obvious this Health Club wanted to increase membership sales. They were advertising all over and yes, they had a special pricing promotion that caught my eye. I decided to check it out to see if it was the answer to loosing the few pounds I recently gained.
Increase Membership Sales
So, I visited this Health Club that wanted to increase membership sales and I was promptly introduced to their salesperson. As a sales trainer, I’m always interested in meeting salespeople and observing their sales skills in action. I wanted to know how this salesperson was going to increase membership sales at this Health Club.
The salesperson was very friendly and gave me a tour of the facility. At the end of the tour, the salesperson handed me a pass for a free week at the Health Club… and that was it. The reason this Health Club needed to increase membership sales was clear to me. They needed salespeople that used sales skills. I was so disappointed in the salesperson’s performance I decided not to join the Health Club. Here’s what went wrong.
Increase Sales
Although there were many things this salesperson should have done, two just jumped out at me. First, the salesperson never asked me why I was interested in joining a health club. There are many different reasons that attract people to a Health Clubs. Some may just want to socialize, some may want bigger arms and others may be under a doctor’s order to get in shape. In my case, I just wanted to lose a few pounds… something the salesperson never uncovered.
You see, a quick tour of a gym has nothing to do with salesmanship and is no way to increase membership sales. I wasn’t looking to buy a gym. I wanted to lose a few pounds. The salesperson should have been selling me on the benefits I’d enjoy by joining the gym. The salesperson needed to tell me how the gym would deliver the weight loss I wanted and how great I would feel once those few extra pounds were gone. But the salesperson could not do that because the salesperson never uncovered why I was interested in joining a Health Club.
Second, the salesperson never asked me for the order. Instead of handing me a free pass, the salesperson should have made some attempt to close the sale. If you are not asking for the order, how do you expect to increase membership sales?
How To Increase Sales
This health club’s advertising and pricing promotion gained my interest but that’s all they did. The way to increase membership sales is with the use of sales skills. This health club needs some sales training and I still need to lose a few pounds. I think I’ll go back and trade them one copy of my “Progressive Sales Process” sales training DVD for a one year membership. I think that would be a great deal for both of us. I’ll lose a few pounds and they will increase membership sales.
Nick Moreno, Sales Trainer
Sales Training For Future Sales Superstars
By - Nick Moreno, Sales Coach
HONESTY ABOUT PROFESSIONAL SALES TRAINING
Stand in front of a room filled with salespeople and ask the best salesperson in that room to raise their hand. You know what happens next. Every hand in the room is raised! Only one can be the best so only one is right and my money is on the one with the best sales training. So, how can so many other salespeople get it so very wrong? Must be that “sales ego” at work. Do all salespeople think they are the best and don’t need to improve their sales skills and sales strategies? The key is professional sales training.
Sales Skills
I know I’m preaching to the wrong group here. You found this site because you were looking for some sales skills like you get in a professional sales training program. You understand the value of sales training and sales skills. You will go far and enjoy a successful career and your sales skills will take you there. But, I’m still struggling to figure out why so many salespeople think they are the best and don’t need to improve their sales skills. The facts prove that most sales reps are under performing and they will continue needlessly to under perform because they are not searching for the sales skills they need. That bothers me. So silly on their part! All they need is some professional sales training.
Close More Sales
Most salespeople, if they are honest with their calculations, don’t have a 25% close rate. But if they did, that still means they fail 75% of the time. Ouch, that’s painful! Would you go to a doctor or lawyer that failed 75% of the time? These salespeople need to desperately close more sales. But, they still raise their hand claiming to be the best instead of searching for some solid sales skills training. Their sales skills need to improve but they fail to get some sales training.
Sales Prospecting
Most salespeople have to make 100 sales prospecting phone calls to get 3 or 5 appointments. That’s insanely unproductive. There is a better way to prospect but they just plug along thinking their sales prospecting skill are just fine. They waste 95% to 97% of their time on the phone but they still raise their hands claiming to be the best. What is going on here? The problem is with their sales prospecting skills and that can be quickly corrected with a professional sales training program.
Sales Training
If you have four sales reps competing for a sale, it’s not uncommon for each salesperson to tell their sales manager that they have a 75% probability of getting the order. Well, that math is all wrong. Sales training is the difference. Only one sales rep is right but all 4 will still raise their hands and claim to be the best. So very silly! All they need is the right sales skills training and sales skills.
Sales Skills
You’ll get a kick out of this point. When did you ever see, “I was outsold” on a Lost Order Report? In some way, shape or form, every lost order has something to do with being outsold and everything to do with sales skills. But, it’s never reported as such and companies still think that Lost Order Reports are a valuable tool. We know salespeople get outsold every day but they all still raise their hands claiming to be the best. The answer my friend is found in sales skills training.
Selling Skills
How come the same names always appear on the top of the ranking reports? How come 20% of all salespeople earn 80% of all the commissions? I’ll tell you why… selling skills. You see, it’s never about having the best price or the best product. Success will always go to the rep with the best sales skills. But, the 80% sharing 20% of the commissions still raise their hands claiming to be the best when they should be in a sales training class.
Sales Skills Training
Failure, is never the salesperson fault, so they claim. Instead, it’s the territory, product, pricing, marketing or economy. I heard them all. “My Sales Manager doesn’t like me”. “My prospect lied to me.” “The competition lied to my prospect.” What in the world are they thinking? I just want to yell at them… “Your Sales Skills Need To Improve”. But, they will never hear me and continue to raise their hands claiming to be the best.
Close More Sales
Sorry if I sound frustrated because I’m not frustrated at all. I just care for salespeople and I want to help them succeed in sales. This is important stuff because it involves the quality of life of so many people… not just salespeople but their families as well. I want to help the 80% that are failing but my market is the 20% that are succeeding because they are the ones that value sales skills training.
Sales Training Video Programs
When I started in sales, I stunk because I didn’t have any sales skills! I guess that’s why I’m passionate about helping sales reps succeed. In my early days, I made it my mission to read and study everything I could get my hands on about sales skills and I never looked back. I became a sales training junkie. Sales training saved my career. That’s how I got into the top of that 20% that’s making all the money. When that happens, life is good! I can’t tell you what a difference sales training and sales skills can make in a sales career.
Increase Sales
Did you find this Article by mistake? Are you struggling in sales and bouncing from job to job? If so, that hurts me and bothers me. Do you need to increase your sales skills and get improved sales results? Well, I want to change that for you. Please contact me HERE and let me turn you into the next sales superstar. Tell me your story and about the sales skills and selling skills training you need. Give me an opportunity to work with you and change everything for the better. I’ve done it for others and I can do it for you. I’m not one of those high faulting sales trainers. I’m here to help you!
To your outstanding sales success,
Nick Moreno, Professional Sales Trainer