Tag Archive for 'Top Gun Sales'

Top Gun Sales Strategies 4 of 4

The last of the Top Gun Sales Strategies is where all the cream is. Getting bigger sales with a higher repeat rate – in other words MORE people buying MORE from you MORE often.

The strategy is to get them to RESOLVE to complete their order – PROPERLY so they get the full value and benefit of their purchase.

There is nothing worse than PAYING for something and not receiving everything that’s included in the purchase. Continue reading ‘Top Gun Sales Strategies 4 of 4’

Top Gun Sales Strategies 3 of 4

Once you have a suspect or prospect who has considered and decided to buy, the next step is to get him or her to commit. Committing means transactionalising the transfer of value from you to him/her.

Guess what?

This is the part where the men are separated from the boys so-to-speak, when the top sales earners earn their big paycheques.

Ask for the order!

This is a must in all sales.

Asking for the order can be subtle:

“Would you like it delivered on Tuesday or Wednesday?”

“Would you like it in blue or black?”

“Will you be paying with Visa or MasterCard?”

“Would you like an extended guarantee with that?”

Committing to a sale it s the simplest of the 4 steps, but it’s the hardest to perfect with elegance and grace. It’s also the #1 most valuable skill that when absent can kill a sales career dead in its tracks.

In the last instalment of this series on Top Gun Sales Strategies, I will reveal why most salespeople lose as much as 10 to 20% of their sales and up to 50% of their repeat sales…

Stay tuned for that next week!

Top Gun Sales Strategies 2 of 4

In my previous blog post, I covered the first Top Gun Sales Strategy, getting a suspect or prospect to consider what you have to offer. Skipping that step is the #1 Sales Sin Salespeople commit. In their eagerness (desperation) to make the sale, they jump right into the ‘sell’… BIG mistake.

You can’t decide something you never considered in the first place.

Continue reading ‘Top Gun Sales Strategies 2 of 4’

Top Gun Sales Strategies 1 of 4

If you’ve attended any of my events, you probably know that I am averse to doing things the way everyone else does. I call it antimimeticisomorphism. One of the ways I was able to win sales awards early on in my career was the systemisation and automation of the sales process. It’s one of the elements I will discuss at a 1-day event I call Top Gun Sales Strategies and is the focus of today’s post.

As a salesperson, you are paid to SELL. Anything that diverts you away from that should be eliminated or reduced as much as possible.

Continue reading ‘Top Gun Sales Strategies 1 of 4’