How to Get More Customers to Buy From You

Don't neglect your leads

Many sales people believe that they work their leads very efficiently and would never miss out on deals. Well this is often not the case because managing leads is a skill all by itself and most sales people focus their energy on other stuff. I remember my days at the Marriott Vacation Club when I used to send people on cheaper holidays in order to get them to listen to a 90 minute pitch on Timeshare. We used to work and re-work leads to the point that some would interpret as a bit exaggerated, but believe me, you learn a lot from these experiments. In fact, during that work experience I realised a lot of things about the psychology of buyers and how a refusal often doesn't mean no. In fact, it's only by correctly documenting leads that we can really understand their true lifespan. Unfortunately most sales people don't do this and in many cases it's not their fault either, it's often down to the business that simply doesn't feel it necessary to invest sufficiently in this area.

Sell Your Personality

People buy from people and it's as simple as that! Whenever there is a human being standing between you and your purchase they will have some influence over your final decision whether you like it or not. Research has shown that there are roughly four types of selling personalities that you can come across as a consumer. If you happen to communicate with someone whose personality matches yours, the chance that you will buy multiplies threefold. If you come across someone who has a personality type that can clash with yours, the chances of you buying will be considerably reduced.

So what does all this have to do with "selling your personality?" Well it's really quite simple when you think about it. If you encounter someone who is similar to you, it will be in your interests to milk this fact. Yes, it's true that more people will buy from people who are similar or more compatible, but you still need to emphasise this connection to maximise your conversion.

Refine Your Sales Process

It doesn't take long to form a habit when it comes to your daily selling routine, time passes quickly and before you know it you've been using the same process for months. This is all great and wonderful if what you are doing is the best method or process for you. However, what if what you're doing is not working as well as it could? Are you really using your selling time efficiently? Take a pen and notebook out and brainstorm ways of refining your process, the results will astound you because most sales people have formed unhealthy working habits that they aren't even really aware of. If it's costing you money, you'd better start changing it now!

Outsourcing

So much of the world economy is unbalanced and it's not going to change any time soon either. This is obviously not entirely fair but what if you could take advantage of this and help someone in a less privileged situation than you at the same time. Most people would jump at the chance to help someone else if it also means improving their own situation at the same time, wouldn't they? There are numerous ways to outsource what you are doing and the cost can be surprisingly low. I discovered one agency where you could get a full-time home worker for a starting price of 250 dollars a month.

Make an Offer Your Existing Customers Can't Refuse

Sometimes the biggest opportunity to sell is right before our very eyes. People who have already bought are the most loyal customers you will ever find so if you need a rush of sales the best thing you could possibly do is make them an offer they could not possibly refuse. It may mean taking a substantial drop in profits temporarily but this will generally be worth it. You shouldn't look at it this way because you will be able to create a sudden flush of revenue when you need it. This is much more important than a sudden loss of profit margin that you can deal with tomorrow.

David Lynch is a Sales Training Designer & Accomplished Author. He has more than 20 years experience in a variety of industries including software, insurance & hospitality. If you would like to learn more sales skills from David you can download a Free Copy of his E-book "25 Mistakes To Avoid When Selling" at http://www.saleswillgrow.com/freesalestraining2.html