The average sale size that you’re making will be directly connected with how much you earn in commissions. Without a question this is what separates the top performers who are earning multiple times what the average salesperson is arning. The number one factor that separates those two people is their average sale size.
It’s not how many customers or clients they have. It’s how large their average sales are.
Three Tips to not just Increase, but Actually Double the Size of Your Sale Right Now
#1. Focus on challenges and solutions. Most salespeople are selling the features and benefits of their product or service. Your prospects don’t care about the features and benefits of your product or service. All they care about are their current challenges; all they want are solutions to those top priority challenges.
In order to dramatically increase the sizes of your sales, you must focus on what are the most important challenges to that prospect, then simply present solutions for solving those challenges. Usually, this requires not just one of your products or services, but several that you offer in the form of a bundle which will dramatically increase sale size.
#2. Bundle and package your offering. Don’t just plan to sell an individual product or service, but bundle the packaging in a way that combines many of the products and services that you offer that will ultimately truly help prospects achieve their goals.
Suppose you sell marketing services and you simply sell a prospect one small marketing service. One marketing service probably will not solve the big picture marketing challenges. Instead, bundle and package to create a real solution to the prospect’s challenges.
#3. Propose three different options. Once you have had a deep conversation about a prospect’s biggest challenges and fully understand them, it’s time to propose a solution. Most salespeople propose only one solution, which limits possibilities to the prospect and large sales sizes for the salesperson.
Instead of proposing just one potential solution, propose three different options at very different price ranges to provide your prospects with choices, with the low end enabling them to just get a feel for the way you work. And the high end option will truly help them solve all of their key challenges.
By doing this you’re not just increasing your price. You’re giving your prospect the opportunity to choose some significantly higher end options that will dramatically increase your sale size.
By implementing these three simple tips for doubling the size of your sale, you will not just increase your average sale size, but you will also increase the likelihood of actually closing those sales.
Which of these tips is most useful to you? Please share below in the comments.
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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.