How to sell more

Running a sales organization is like sailing a ship. No matter what you are selling or how things are going, from time to time you need a course correction. You may have a destination in mind, but to actually get there you need to check where you are and how far you have travelled. This is the value in returning to the basics of selling.

Back to the Basics of Selling

By Rafael M. Pefianco

Back to Basics

Sales is actually three activities:

1. Connecting with people
2. Asking questions
3. Getting commitment

If you neglect these basic steps, you may discover that your sales are not moving forward as you planned. Perhaps, you did not develop the relationships needed to make new sales. Maybe, you did not deliver the service that your client actually needed. And, worse of all, maybe you did not close that deal you were after.

How can you make sure that you are not forgetting the basics?

Sell Every Day

My sons’ swimming coach always tells them to show up EVERY DAY and practice. I agree with the coach, you cannot get results by showing up once in a while, now and again or when you feel like it. To win you need a disciplined and structure approach. In swimming and in sales, the secret is the same. You need to use a structured approach.

Structured Sales Programs

Most successful sales organization have a sales process that are the steps that their sales reps make in order to move the sale forward through the pipeline to closing. You may be using a process like this and find that it works for you. The questions you might want to ask could be the following:

• Do my sales people really understand what they have to do?
• Are my sales people really doing what they are supposed to do?
• Have they optimized their daily sales routines?
• Are they turning in the sales volumes they are supposed to deliver?
• Are my sales people actually listening to the customers?

The answers to these questions will give you an idea of the health of your sales organization and what it needs to move it forward some more. Be of Service to Others.

The essence of professional selling is to help others. Successful salespeople are very good at helping others accomplish what they want to accomplish. They help other people pursue their dreams. Some writers call this “paying forward”. So if you really want to be good at selling start by being good at serving others. As you develop relationships with others, you will find those priceless moments when you can introduce your product or service to help them to meet their needs.

Basics of Selling

What do you consider the basics of selling in your organization? At RMP Consultancy, we can help you answer this question. Our 2 day seminar Mastering the Fundamentals of Selling program teaches the fundamentals of selling. It provides a structured approached to ensuring that the sales person knows and is able to his job do daily, weekly, and monthly.

Click here for Sales Seminars from RMP Consultancy

About the author

Raffy Pefianco is the managing director of RMP Consultancy. His group helps sales professionals and businesses discover new techniques to improve their sales and profits.

Printable Version