100 Ways to Increase Your Sales by Kelley Robertson

1. The First Rule of Life: develop & maintain a positive attitude. Your success in
sales and life depends on it.

2. Know your products/services; become an expert on them.

3. Practice your presentation; role-play and video tape yourself if possible.

4. Involve your customers. Engage them in the entire process. Don’t force them to
be passive bystanders.

5. Learn your customer’s name and use it.

6. Establish your credibility early by asking effective questions and actively listening
to your customer’s answers and concerns.

7. Use eye contact to establish rapport.

8. Learn as much about your competition as you can.

9. Anticipate potential problems and prepare possible responses.

10. Check your inventory in advance. Know what you have available to sell.

11. Obtain information about your customers by asking them questions.

12. Teach yourself to relax; breathe deeply, meditate, use positive self-talk with
yourself

13. Learn the steps to selling and use them every day.

14. Manage your time properly. Invest your time promoting your business.

15. Rest so you are physically and psychologically alert.

16. Use your own style – don’t imitate someone else.

17. Use your own words – don’t recite from memory.

18. Put yourself in the customer’s shoes. Remember WII-FM – What’s In It For Me?

19. Assume the customer is on your side.

20. Tell customers that you want to take time to identify their needs.

21. Identify your fears. Categorize them as controllable or uncontrollable and
confront them.

22. Develop a great smile and use it.

23. Introduce yourself to your customer via a social context or a merchandisefocused
opening.

24. Give special emphasis to the first few minutes you spend with each customer.
You won’t get a second chance to make another first impression.

25. Visualize yourself as a successful sales person.

26. Manage your image and personal appearance.

27. Decide you will make more presentations than anyone else every day.

28. Know where everything is that you need to do your job. Don’t waste your time or
your customer’s looking for a piece of information or set of instructions.

29. Relax and enjoy yourself. Have fun with your customers.

30. No one sells every customer. Learn how to turn over a customer you are unable
to close a sale with to another salesperson.

31. Believe in yourself first. If you don’t think you can make it, who will?

32. Set & achieve goals. A goal is simply a dream with a deadline and a plan of
action.

33. Learn the fundamentals of sales and use them. Read, attend seminars, listen to
tapes and adapt the recommended techniques to your style.

34. Learn one new technique a week. Put it into practice as soon as you learn it.

35. Use your car as a learning centre. A how-to sales tape does more for your
success than the radio.

36. Visualize the sale taking place before it happens

37. Shake hands firmly. No one wants to shake hands with a dead fish.

38. Be conversational in your presentation. Speak as though you are talking with a
friend.

39. Develop great telephone skills.

40. Don’t prejudge people; they are often customers in disguise.

41. Understand your customers and meet their needs. Question and listen actively to
uncover their true needs.

42. Sell to assist your customers; don’t sell for money.

43. Do a regular self-analysis. Determine what you want to achieve both long term
and short term in your sales career.

44. Believe in the company and your product or service. If you don’t, your customer
won’t either. If you believe in what you’re selling, that confidence will show.

45. Be prepared with questions, answers, statements, openers.

46. Try new approaches. Don’t get trapped into doing everything the same way all
the time.

47. Listen carefully to how your customer answers your questions.

48. Adapt your presentation to meet your customer’s needs.

49. Learn how to present yourself effectively. Take a course in public speaking or
join a local chapter of Toastmasters International.

50. Show your customers that you differ from your competitors; don’t just tell them.

51. Subscribe to trade magazines to learn more about your business.

52. Pay attention to your customers. Make them feel important.

53. Start work half an hour earlier and stay half an hour later.

54. Spend less time socializing and more time working.

55. Invest more time learning about your customer.

56. Learn to ask mostly open-ended questions.

57. Demonstrate to your customer the value of buying from you and your company.

58. Learn to empathize.

59. Clarify your customer’s objections.

60. Ask every customer for the sale.

61. Don’t allow the first objection to bring the sales process to a halt.

62. Keep your name in your customer’s mind. Stay in touch with that customer after
the sale.

63. Ask every customer for a referral.

64. Follow-up every sale with a thank-you call.

65. Send every customer a thank-you card.

66. Learn to accessorize every sale.

67. Be the expert that your customers can trust.

68. Learn to become comfortable with silence.

69. Be quiet after you ask for the sale.

70. Be quiet after you ask your customer a question.

71. Spend less time waiting for customers to come into your store and more time
seeking them out.

72. Invest more time qualifying customers instead of presenting to them.

73. View the sales interaction as a process, not an event.

74. Don’t rush!

75. Be proactive in everything you do. Don’t wait for a customer to ask for something.

76. Listen more than you talk.

77. Maintain your motivation by listening to or reading inspirational material each
day.

78. Give people a reason to buy from you.

79. Know what products your competitors carry and how they differ from yours.

80. Give the customer who comes into the store at 8:30 p.m. the same attention as
the first customer of the day.

81. Make no assumptions.

82. Think before you speak.

83. Do more than your share of work in the store.

84. Don’t take objections personally. Find out the real objection.

85. Vary your greeting. Don’t use the standard, “Hi, how are you?”

86. Focus on uncovering your customer’s psychological needs.

87. Vary your tone of voice. Avoid slipping into a monotone.

88. Use different closing techniques.

89. Seek a customer’s permission before you offer him a solution to an objection.

90. Make sure your solutions are appropriate to each customer. Avoid giving canned
answers.

91. Do not complain about things that are beyond your control.

92. Don’t get discouraged – every “no” you hear gets you one step closer to “yes.”

93. Watch top performing people. Notice what they do differently then adapt their
behaviours to fit your style.

94. Stay in touch with your customers.

95. Evaluate your strengths and areas that need improvement on a daily basis.

96. Be aware of your customer’s fears and hesitations.

97. Treat each customer differently.

98. Treat every customer with dignity and respect.

99. Give people a reason to buy from you, today, at your price.

100. Stop talking and start listening.

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