Critical
Selling Skills You Must Have
By Dennis Sommer (www.dennissommer.com)
Do want to be known as "The Expert" or "The
Guru"? Do you want to advance your career and income?
If you answered yes to both of these questions then you
need to become a “Top Performer” in your profession.
Whether you are now a Manager, Executive, Consultant,
Sales or Service Specialist, then Sales skills will be
one of the keys to your success. Experience and knowledge
in your area of specialty may make you an above average
performer, but to be a “Top Performer” start
implementing the following 8 Sales skills and action items
today.
Top performers are successful by being honest, respecting
a clients intelligence and focusing all their energies
on how to make a difference in a clients life. After reviewing
the following “Top Performer” Sales skills
and action items, you will know how to be more effective,
efficient, and successful.
Proven strategies that increase
revenue per sale.
1. Bigger revenue comes from bigger offerings. Offer
super sizes, volume discounts, extended contracts, offering
bundles, etc.
2. Try small “Early Buy” incentives to increase
volume, but keep them small with a time limit. You want
to attract customers quickly without diluting the offering
pricing structure.
3. Stand strong on the value your offering provides
and stick with the original price. Do not discount pricing
on your offerings if they truly provide the value described.
4. Increase sales revenues by providing three options
or price points. Customers are more likely not to choice
the lowest price. Use a set of three options to move
customers from the lowest to the middle price range.
Make sure each range is well defined and the differences
stand out.
5. Successful selling to an “Dynamic, Entrepreneurial”
company. The buyer in this organization is inclined
to make independent decisions. Focus on building trust
with the customer, your offering, and your company.
Make the information and process simple and straightforward.
6. Successful selling to a “Long Term Visionary”
company. Concentrate on the technical features and benefits
of your offering. Leverage team selling by matching
up your management and technical experts with theirs.
Focus on the complete solution that matches or exceeds
their long term business needs.
7. Successful selling to a “Bureaucratic”
company. Decisions are usually based on past preferences,
policies, and regulations. These are the toughest organizations
to get your foot in the door. Make them aware of your
offerings, be competitive on pricing, and stay in touch
by providing customer success stories. These companies
love to follow others.
8. After a customer has made a purchase, offer a special
deal on the higher grade model.
About The Author
- Dennis Sommer
 Dennis
Sommer is the founder and CEO of Executive Business Advisers,
a management consulting firm helping senior executives
maximize both sales and profit growth. Dennis specializes
in strategic planning, sales, marketing and operations
performance improvement.
Dennis is a highly
sought after author, keynote and seminar speaker on
sales, leadership and business best practices.
Contact Dennis at www.executivebusinessadvisers.com
or www.dennissommer.com
.
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