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Here are your basic sales rules. This is why they are important

Here are your basic sales rules

Today I heard such a great mantra – this is the year to say yes! Love it. As entrepreneurs we are all-embracing when it comes to business success, so why not apply that mindset and attitude to sales?

The important thing to remember is that sales is the lifeblood of your business. Without sales you won’t grow your business. No sales probably means no cashflow, right?

As the business owner it is ultimately our responsibility to ensure that there is a constant flow of sales through the door on a monthly basis.

This does take time and effort, because you need to fill your sales pipeline in order to gain trust, build a relationship, educate your prospect to eventually sign them up as a client.

Here are some of the basic rules of sales:

  1. It’s a daily activity
    The only way to truly fill your sales pipeline and to keep feeding it is to do daily sales. Every morning you brush your teeth like clockwork. Daily you check emails and respond to social messages. Why then are you neglecting your sales? Set aside 20 minutes each morning, schedule it in your diary, to spend time prospecting, connecting, reaching out to prospective clients. Make 3 phone calls a day, one to a past client, one to a present client and one to a future client.

  2. Build a trust relationship first
    People buy from people. Be authentic both online and offline. When you connect with a prospect online, make sure that this is someone you eventually want to do business with. Engage with them on a human level before anything else. Get to a point where you can comfortably share an interesting article with them. Show your credibility by ensuring you are seen online. By this I mean be active on social media, but with the right things. Share client testimonials with your audience and praise staff too, they are part of the package, right, so it’s good for prospective clients to see the connectedness on the team.

  3. Educate your prospect
    Keep writing and sharing great content. This could be informative blogs on your website on a weekly basis, or case studies, “how to” or “did you know” posts. Keep educating your prospects so that they see you as an authority in your field. Be that go-to person that they are looking for!

  4. Keep following up – to a point that is! The magic of sales lies in the follow up. We cannot keep saying this enough. You need to follow up with your prospect 10 times, then only allow yourself to walk away. For whatever reason they haven’t given you a yes yet, means that the yes is still possible. Keep trying, stay top of mind and ensure that you always add value.

  5. Embrace the rejection and move on
    Funny as this may sound, I eat rejection for breakfast. This is what fuels my hunger, what drives me, what inspires me to keep going. See every no that you get as a way of bringing you that much closer to your yes. Do you think Sara Blakely, founder of Spanx, gave up after her first no, of course not! She used that rejection for fuel and kept pushing forward. Now she runs a multi-billion dollar business.

Sales is the lifeblood of your business, and you owe it to yourself to keep pushing, to keep going, because if you don’t, who will?

Have fun in sales, remember these basic fundamentals and keep going! You can do this! 

© Karen Wessels: Serial Business Woman. 2018 

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Karen Wessels