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So how do you get a sales increase
using your existing client base if you have
a certain number phone calls you wanna make the most of them use a couple tips
to get more sales from your phone calls
first of all have sales training for the people who are answering the phone make sure
they know the basics about
how to work through a sale follow that road to the sale to a closing they’re not
just presenting product they're not just selling they’re actually closing deals
number two is watch your conversion rate keep an eye on
how the calls are turning into sales know what your percentages are have
benchmarks
so that if one person has a little higher closing ratio you get an idea of
what techniques or tools they may be using that others
could emulate always offer two and a half or so
options for the buyer if you have two or three different options for
that potential buyer it raises your closing ratio
rather than having just one thing or more than
4-5 things if there's too many options for a buyer to choose from
it gets confusing and they may not be able to pull the trigger on that deal
while they’re on the phone if you only have one option sometimes
it doesn't give them that sense flexibility and space that they have
freedom in their world to pick one or two things two to three
options is the ideal number think of having that third option a
very expensive option that maybe you don't even sell that much of
look at a restaurant menu next time you're in your favorite place to eat there will
always be one item on that menu that's really expensive that
you can’t even imagine it doesn’t belong the rest the reason why is it expands
the mind set of what the budget might be so that the other ones don't look that
expensive
keep that in mind too look for add-on products so if your buyer
is already committed to something that you're selling you may have something
else you get out on maybe it's faster shipping maybe it’s a faster turnaround
time
it could be something like a certification anything you can add on
the might add value to the customer
is an extra sale without having to go through another phone call
last but not least consider price increases everything in your world has
had a price increase in the last
six months or year gas prices have gone up grocery prices have gone up
insurance prices have gone up make sure you're keeping your prices in line
with the rest of the scenario in your world
you may think that customers are price sensitive which they are but don't
confuse a price complaint with an objection
in most cases people understand prices go up you may wanna keep in old product
at an existing price and add on a new enhanced product that maybe a little bit more money
customers understand the prices go up don't be afraid to keep your prices in
line with inflation
so you don't become priced out of the market