COLUMN

WESTON COUNTY GAZETTE

BILL TAYLOR
3/7/08
IMPROVING YOUR SALES

Here are 10 ideas from the Small Business Success magazine for improving
your sales.

1. Keep a positive attitude.

Take an honest look at the people around you. What kinds of attitudes
do they bring to the table? Do they pump you up or bring you down?

Every 30 days, make a list of the people with whom you spend the
most time. Put a plus sign next to the ones that have been a mentor, a
role model, or uplifted you in any way.

If someone on the list is negative put a minus sign by their name.

Try to add one or two names each month.

2. Map out your goals.

When was the last time you sat down with a blank sheet of paper with
your number-one goal written at the top of the page? Remember,
those people who write them down tend to accomplish 90% of their
goals.

Try to list at least 20 ideas that will bring you closer to your sales goal,
and choose one of them to act on right away.

3. Gain access.
The list of ways to gain access is endless: Ask for referrals from great
customers, send helpful information out to key prospects, and attend
important trade shows.

If you uncover information about a prospect, then research information

and materials that may be useful to that person, and you will make a
lasting impression.

Send them useful magazine or newspaper articles that address what’s

important to them.

4. Ask questions.
 Most customers prefer salespeople who listen well. Make it a rule not
to share anything about yourself until you’ve discovered what the
other person does, their interests, and so on. When they ask about
your business, give a short answer and go right back to asking
questions.

Questions are the key to selling. Nobody ever listened themselves out
of a sale! Try to listen 70% of the time and talk 30%.

5. Offer stellar service.

It’s the details that make the difference. Problems become
opportunities – once you solve them, you have a more loyal customer
than you would have had if they’d never had any problems at all.

Make a list of your top customers and call one each day, asking, “Is
there anything I’m not doing that I could be doing to serve you
better?”

6. Differentiate your business.

What makes you stand out in a positive way? Come up with ways to
demonstrate your track record of following through, understanding the
customer’s business, and service after the sale.

What can you do to differentiate your presentation? List three positive

things that differentiate you and your message from the competition.

7. Sell value.
Great quality and outstanding service come at a price. If someone
asked you what they are getting for the extra investment in your
product or service, could you respond with reasons that illustrate why
you’re unique and why they should buy from you? Write down at least
three answers and memorize them.

8. Follow through.
When you follow up with a call, a thank-you note, materials you
promised or just to ask how the first day went with the new system in
place, it will make the customer feel taken care of and not like they’ve
been sold.

Ask them, “How has our company delivered on your key needs?”
“What can we do now to keep you as a lifelong customer?”

9. Create a sense of urgency.

End every call with a question or statement that will either close the
deal or move the sale along. “Why don’t we get together next week
and review the product samples?” or “What’s our next step?”
10.Turn obstacles into opportunities.
When we run into obstacles, we have to continue to believe in our
goals and keep our faith strong. Never, ever give up. Look at every
obstacle, rejection and setback as a time to learn. Facing them head-
on with action is the key to success. Make a list of things you can do to
get yourself back on track.

The University of Wyoming, United States Department of Agriculture and Weston County
Office cooperate.