How to increase your sales

I have been in sales as long as I can remember.?My first sales position was telemarketing. I was selling renewals on magazine subscriptions.?Man, this position sticks out in my head like it was yesterday.?I can still smell the stale air and see the bland off white colors with no art...depressing for sure. It was amazing anyone sold anything. We sat at long tables with push button hardline phones.?We were given a script, a list of phone numbers and the expectation of dialing till our fingers bled.?Of course I exaggerate but you catch my drift.?However, what I remember the most about this position isn’t the rude people cussing me out or the people who didn’t last a week, or the script, or the dismal environment for sales.?No what I remember the most is every week the top sales person was given a $50 dollar gift certificate for Alexander Steak House in the city.?It is still 30 years later, one of the best steak houses around.?I didnt realize it till much later, but I found that I was 100% motivated by competition! I was young so I didnt understand the power incentives had when it came to sales.?The good news was that even without understanding that, I won enough times that I did not pay for a date through High School, I used those gift certificates.

???????????Fast forward to 2007.?This was a pivotal year for a variety of different reasons and was a lesson for me that I didn’t fully grasp at the time.?See my friend was in the market for a brand new car.?I cant even tell you which vehicle he got anymore.?You might be thinking well how is that pivotal then??Ill tell you.?He was looking at two different vehicles.?Both were compelling to him for different reasons and I still can’t tell you what either vehicle was.?However, I can tell you what ended up being the deciding factor in his purchasing decision.?One vehicle came with the brand new Iphone that had just hit the market.?This was significant to me, cause he ended up sticking with his blackberry (you remember that little ball on top the phone right?) and gave me his brand new Iphone 1 just two weeks later. I have never looked back!?Why is that important??Because incentives motivates sellers and consumers alike.?

???????????When we look at the cycle of a sale there are a couple of different stages that we go through.?One stage in particular matters a great deal to everyone in sales and that is Objections!?Objections are the things that people bring up to prevent action.?Typically speaking there are 4 main objection categories. Price, Procrastination, Purchaser, and Provider. These objections look like "That kind of pricey", "Let me think about it", "Ill have to talk with my spouse", or "I already have...". If we have done our home work we can answer the objections before they are brought up which increases our chances of closing the sale.?

Overcoming objections is a very important step in the overall sales cycle. Here is the question to consider. How can we ethically overcome their objection while rewarding immediate action? The answer is simple. INCENTIVES!?Think about it. What motivates consumers and sales people alike??Rewards! Whether that is a gift certificate or a brand new Iphone. However we can actually take our incentives to the next level. Currently in the top three reasons why people quit their job is vacation time, 52% of Americans cant afford to take vacation or dont have the time, and a host of other problems associated with not taking vacations (see previous article below).

Conversely we all look forward to?VACATION. When you ask people what they look forward to this summer, they say vacation. When you ask what will you do when you retire? Vacation. When you look at companies that run internal healthy competitions the reward is? Vacation. The simple fact is that we can overcome objections both on the sales side and consumer side by adding value through offering a vacation.?If you would like to learn more about this and increase your sales click this link and set up a free consultation on how we can help your sales team grow. https://calendly.com/johnrenken/intro