Increase Sales Figures: Four Common Problems That Hold Businesses Back
written by: J. Smith•edited by: Jean Scheid•updated: 1/31/2011
Is your business struggling to find new clients? Increase sales figures for your company today by reviewing these common problems and taking action.
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Generating new sales is one of the most important aspects new businesses need to take into consideration. However, the conventional methods of creating sales can often lead to problems. Increase sales figures for your business today by understanding these issues and changing your strategy to better suit your customers’ needs.
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1. Pushing Profitable Products
Many businesses attempt to increase sales figures for the company by pushing products that generate them the most profit. However, this mindset can actually be detrimental to your overall sales because you need to focus on the needs of the customer, rather than on the product itself. For example, if your company sells winter coats you should not simply push the coat with the highest profit margin on the customer, as you will miss out on a number of sales from people who are put off from this technique. Instead, ask them for specifics about what they are looking for and tailor your sales presentation to their interests. Not only will you increase the likelihood of closing a sale, you will give the customer a positive buying experience, so he or she will be more likely to refer others to your business.
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2. Not Analyzing Successful Methods
Another common problem that can prevent your business from increasing its sales figures is failing to identify successful methods because so many different techniques are used. Some less ethical sales people will do just about whatever it takes to make a sale, including stretching the truth about a product’s ability or via customer intimidation to close the sale. Not only is this not a positive experience for both the buyer and seller, it also does not allow you to actually develop a properly effective sales strategy. Some potential customers may be so put-off by this technique and you will lose the sale to a competitor.
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3. More is Not Always Better
Yet another approach that a number of business owners like to take when attempting to increase sales figures for their company is mass contact approaches. Things like telemarketing, direct mail campaigns, and media advertising can reach a lot of people; however they are fairly impersonal and oftentimes do not push the buyer to make a purchase. Get to know your buyers on a more personal level so that you can approach them and find out exactly what they want. Simply explaining why your company is the best and all the things you are capable of does not always convince prospective clients to choose your product. However, by discussing elements that will benefit them directly, you are more likely to convert your sale.
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4. Scripted Sales
While it is a good idea to have a basic outline of information you wish to convey to your customers, a fully scripted approach is not always successful; it also lacks personality. People want to know that you are actually listening to them and their specific issues, scripted responses do not instill confidence in your buyers and can reduce the number of sales you make. Instead, let the customer do the talking and summarize the main points of what you said. Continue by explaining exactly how your company’s product can lead to direct benefits.