How to Easily Increase Your Sales

At present, there are a lot of people in sales who are struggling to meet their sales budgets. One of the ways that you can increase your sales volume and your bottom line is to up-sell your customers and clients.
Up-selling means offering your customer more than they originally planned to purchase. For example, if you run a clothing store and a guy comes in to buy a pair of trousers, the upsell can be a new belt.
When the car salesperson asks if you would like a GPS system in your new car, that is an up-sell.
If you get your car serviced and you are offered a free brake check, that is a sort of upsell because it may lead to more mechanical work on your brakes.
There are quite a few reasons why so many people in sales don't use the concept of the up-sell.

1. The number one reason is that they have not been trained in the technique.
2. They don't have an upsell path or program
3. They don't know what to sell.
4. They think it is somehow being pushy or taking advantage of their customer.
5. They are nervous about up selling in case the customer takes offense and refuses.

Up-selling should be regarded as a service. What you're doing is you are helping your customer by adding pieces for them that go together.
If I go to the hairdresser and have a haircut and the barber offers me some shampoo, I don't feel as if I am being taken advantage of. If the barber recommends that shampoo because it will suit my hair, I am likely to include in my purchase. By recommending the shampoo it means that I don't have to go out and buy some. So in this respect the barber is doing me a service.
It's important to understand that up -sales are easy sales, because you've already overcome any sales resistance. Once the customer has decided to buy then you make your up-sell offer. Everything is in the timing.
Understanding how the up-sell works in the mind of the customer is important to the successful salesperson. If you notice in all the up-sell examples, the up-sell is a smaller cost than the main purchase. Very often, you can up-sell a number of products once the main buying decision has been made.
It works like this. Once you've committed to purchasing an item, the cost of the upsell is small and insignificant. If you are buying a car for many thousands of dollars, spending an extra few hundred seems like peanuts so you readily accept the up-sell.
If you do it correctly, your customer will appreciate the up-sell because they get more of what they want and you get an extra sale without having to find another customer. This means that the extra profit will go straight to your bottom line.

Thank you for reading this article. Peter L Mitchell invites you to visit his web site where you will discover a wealth of resources such as free downloads, ideas, articles, information and books, This site is updated nearly every day. Click here http://plmitchell.com/

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Don't Forget These Basic Sales Techniques

Everybody in business has to perform a selling function at one time or another. Often people tell me that they are not salespeople but don't realize that they sell ideas, concepts, change, improvements, methods of working or products and services. We all have to sell and the most important thing that we sell is ourselves.
Although appearance is very important in selling, it doesn't mean that you have to look like a movie star or a model. There is a certain standard that is acceptable. The first thing your customer sees is your company through your appearance. Any presentation that you give will be enhanced if you look presentable and professional. Your comfort is paramount and the standard should be as if you were going to a meeting with an important person or going for a job interview. Remember, initially, you are selling yourself.
Always shake hands firmly and smile. Successful sales professionals, dress well, smile frequently and are enthusiastic. It is a fundamental truth of selling, no matter what the product is, that nobody will buy it from a misery guts. If you can't be enthusiastic about your product and yourself, you will find it very hard to be successful.
When you are facing a customer, that person is subject to what is known as the primacy effect. They make their mind up about you in the first 10 seconds. If you are well presented, you have a better chance of being heard. On the other hand, if you are not dressed well then you will find that you will be rejected frequently.
Whilst this may seem very basic to a lot of experienced salespeople, it is extremely common for them to drop their standards over a period of time. For those people, this is a gentle reminder. If you present a friendly body posture, a genuine smile and a willingness to listen, you'll find that your sales will improve. You must never forget that the person you want to buy your products or services, your ideas or concepts, your changes or improvements, is often jaded by the numbers of people trying to do the same thing.
To stand out from the crowd is relatively easy. Make sure that during your initial meeting with your customer the ratio between your listening and speaking is 80:20. This means that you will be listening 80% of the time and only talking 20% of the time. This balance is very important because during your initial meeting with your prospective customer you are trying to gather information. This information is central to the way that you present your products or services or ideas and concepts.

Thank you for reading this article. Peter L Mitchell invites you to visit his web site where you will discover a wealth of resources such as free downloads, ideas, articles, information and books, This site is updated nearly every day. Click here http://plmitchell.com/

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