Doug Dvorak's Blog

The Success System That Never Fails

Sales of services and goods are the backbone of all organizations and continued growth in these areas is the key to success. Sales organizations depend on increased sales as a prime motivating factor. There are many issues involved from having the right personnel, quality training programs, an effective presentation, and much more. Regardless of how great a product or service is, a business’s success will rest on the ability of the sales organization to produce orders.

Motivational Picture

Importance of Having Product Knowledge

In the selling profession, having persuasive abilities and people skills are highly important, yet these are not quite enough to complete the picture. Companies should train their sales personnel to understand all the technical aspects of their service and product along with the competitors’ offerings. Quite often a buyer will ask technical questions, if the sales professional shows they have a complete understanding of the market and why their particular product is best, this gives them a decided advantage.


Using CRM Systems

Excellent customer relationship management will be vital to any effective sales effort. Companies that are serious about good customer relations should invest in quality CRM software programs and train their staff to use them. By doing so it allows the sales professional to share and store vital information regarding their clients and prospective buyers. This puts them at an advantage when catering to a prospects requests or needs. Customer relationship management programs provide sales professionals with needed information regarding purchasing history, service related issues, special requirements and other vital data.


Identify Your Prospects

It doesn’t do any good to focus efforts on prospects having little or no interest in what you sell. In order to maximize sales turnover, concentrate on specific prospects more likely to make a purchase. This can be done in a number of ways. For example, a company might run advertising in industry journals catering to specific businesses in the field they are targeting. Regarding selling to consumers, a company would want to focus marketing efforts in areas or demographics containing higher numbers of prospects more likely to buy.


Effective Discounting Techniques

Everyone loves to save when possible. Upon initiating contact with existing customers, make them aware of other offers or services that they could add to their initial purchase. By offering a wide range of other products that appeal to their needs at a discounted price, this could lead to getting additional unexpected sales.


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