Small businesses generally rely extremely heavily on generating sales in order to stay afloat. To keep your business going, you need to bring in the cash. Here are some tips on how you can do that quickly and effectively.
Attitude is everything
Sales is a personal process – you’re selling to people, after all. Employee confidence in the company and a positive attitude can make all the difference in closing a sale. If you (or your sales team) aren’t confident and passionate, it’ll come through in your body language and tone, and your customer will notice. You want to make sure that you’re always keeping an eye on the attitudes of your sales team.
Having a systemized way of approaching sales can save you a lot of time and make you much more productive. One highly recommended practice is to have a pricing negotiation guideline, so sales reps can close the deal on the spot without needing to go back for approval. You should also make sure you have a system to keep track of all your prospects, and your past interactions. Of course, you should constantly get feedback from your sales reps on what kind of toolkits, brochures, or any sort of presentation materials they might require to help them close sales more effectively.
Cultivate leaders, not just sales reps
Cultivating leaders in your sales team means your sales people learn from each other. The peer coaching and sharing will bring positive energy to your team, and also help your productivity. Having leaders who are on the ground interacting with customers means that they understand the process better, and what they learn and share with each other can be much more useful. As you cultivate leaders, make sure you remember to give credit to the ones who do step up and lead.
Shower gratitude and credit
Being appreciated is one of the most basic needs of a human being, and one that’s often overlooked in business. As a leader/manager, take some time daily to personally thank your sales staff for their contribution. Showing appreciation costs nothing, builds your leadership credibility and informs everyone on the sales team that a good job done is always appreciated and rewarded.