There are only a few key ways to increase your sales. Those three key strategies are:
1. To find more prospects
2. To close a larger percentage of those prospects
3. To make larger sales
Most people are focused on the first two components. However, making larger sales is one of the easiest ways to dramatically increase your sales.
Three Pillars of Making Much Larger Sales
#1. Identify the largest possible companies that can utilize your solution. Larger companies have larger budgets. When you’re selling to small companies, they’re going to consistently struggle to pull together the budgets that you might be looking for in order to make larger sales. Instead, focus on the largest companies that can really utilize your solutions and focus on selling to them. Bigger companies will lead to bigger sales.
#2. Call at the highest relevant levels. There is a lot of disagreement in the sales world right now about whether we should contact people low on the totem pole and win them over, or call people at the higher levels and then ultimately sell downward in the organization.
In my experience, there is no better strategy out there than calling at the highest possible and yet relevant levels within an organization. This means if you’re selling a marketing solution, call the V.P. of marketing at that organization and focus on the challenges and goals that this prospect is going to be facing. By doing so, you’re going to make much larger sales.
The worst case scenario is that prospects decide they’re not the right person for you to talk to, and then they pass you down the organization. It’s much more difficult to work your way up an organization than down, so begin high.
#3. Focus on challenges and outcomes. Now it’s time to focus on what those challenges and outcomes are of this prospect at the higher level. Prospects don’t care about your particular solution. They don’t care about your product or your service. What they care about are the solutions to their challenges and outcomes.
Your solution might happen to be what they need. But you have to get this clarified. What are those outcomes that they would be looking to accomplish? What you have to offer is irrelevant.
So focus that conversation on finding out what they’re trying to accomplish. What are some key challenges that are holding them back from actually accomplishing their objectives? Once these issues are clearly out on the table, presenting your solution will be a natural next step.
To make the biggest sales possible, you must head forward with a three-pronged approach—all three pillars, not just one or two. Which of these three pillars to making much larger sales will you implement?
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.