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Fire Up Your Sales

Is your sales literature all about your company and solutions you provide?  Do your proposals start out with how great your company is?  Is your sales team “dialing for dollars” and hoping to make an appointment?  Then I bet your sales revenues are less than you would like.

There are 3 things you can implement right now that will have a long-term positive impact on your revenues.

  1. Change your perspective: Selling a product or service is about solving a problem.  The mistake many sales people make is they try to solve their problem (increase sales=make more money), when they should be solving their client/customer’s problems.
  2. Beef Up the Preparation Time: Learn your client’s industry, their competitors, their other suppliers, their key customers.  This will lead you to develop substantive questions that demonstate your capabilities and will build your client’s confidence in you and help you identify potential issues.  Important:  You can never create a need, you can only identify one.  And if you cannot solve your client’s issues, then you have nothing to sell (at the moment).  Stay in game by being a reliable resource.
  3. Persistence Pays: There is an old adage – “Rome wasn’t built in day.” Well neither are strong client relationships.  Be consistent and provide value in every client/prospect you make.

Good luck and happy hunting

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"This quick, thorough read is designed to help any sized owner or entrepreneur improve their business and its chances for survival in today’s tough economy." – Dr. Benjamin Ola Akande, Dean of George Herbert Walker School of Business and Technology at Webster University"