Regardless of the industry you represent or the particular product or service your specific business or corporation provides, sales are important. Most often, the greater the sales the higher the potential you will have for increased profit. Therefore, it is very important that sales be at an optimum to position you for the success you need.

There will also be times when sales are not as prominent as you would like. It is a cycle that happens in business. What is done to rekindle the sales success line most often determines a particular business entity’s longevity.

What follows are 4 of 7 proven actions that can improve your sales productivity: 

1. Prospecting remains a vital action. Re-sell to existing clients and also examine your networking group. There are several research studies which show that 7 in 10 buyers would buy again from a company if asked. Further, those in your network group may be sources of potential clients or themselves be potential clients. Don’t be passive. Too often too many business professionals fail to ask their clients or network partners for business referrals and even fail to address current business potential with current clients and network partners. When you ask, you often receive. 
   
   
2. Re-examine your approach process. What type of first impression do you make?  How is your appointment setting process working? How effective are you in presenting your purpose for speaking with the potential client?  Are you presenting a viable idea that fits the potential client’s need? First impressions matter. For example, an insurance survey recently found that 98% of clients and potential clients were influenced by appearance and connectivity of the agent who approached them.  Regardless of the industry though, this is a vital area to examine. 
   
   
3. Emphasize needs solutions. This involves your sales process to a great extent. At times you can forget that people do not buy to please you but to satisfy their needs. An approach that allows clients and prospects to engage in a needs dialogue captures their interests and better positions you as a value- added professional. It is not about the sale; but more importantly, about what’s most vital to the client’s long-term needs and aspirations. 
   
   
4. Sharpen your interview skills. Your initial interview must address 4 key areas:

• create rapport and build trust as well as credibility;
• uncover needs and other goals as well as determine priorities;
• establish your ability as the professional who can help; and,
• obtain your prospect’s permission to proceed and a commitment to work exclusively with you. Knowing what to say and when to listen is crucial. You must exhibit competence, a professional intent to help and immovable rapport that demonstrates not only empathy but also a commonality that allows the prospect to gain that deep seated “gut” feeling of like-ability about you.

Next week I'll share the remaining 3 items in this list of 7 proven actions that can improve your sales productivity.

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