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There are lots of different pillars of a successful business. And you should focus on each one of them individually, as well as in context with each other. Every once in a while, though, step back and have a laser target thinking just about sales.
The idea of selling can encompass all sorts of different aspects of your business goals. You can work with management training regarding sales. You can focus on the concept of the sales funnel. You can learn how to use loss leaders in your sales. And you can work with the idea of asking for permission when it comes to pitching your sales concepts.
If your business has a sales team, then that team has to have a leader. When it comes to finances and sales, your sales manager needs to be trained in all of the latest techniques. Typically, your sales manager is going to be charismatic, but they also are going to need to have a firm understanding of the latest trends and technology when it comes to effective selling within your industrial framework. If your manager isn’t trained correctly and doesn’t have the right killer instinct, your business will lose its competitive advantage eventually.
The Sales Funnel
When you work on your financial bottom line, it’s useful to start with the idea of a sales funnel. There are small things that you can do to get people interested in your products or services. From that initial intrigue, you have to figure out how to get them further down your sales funnel so that they are consistently impressed by what you’re selling and how much you’re selling it for. Ultimately, you want to try to convert them into a paying customer by the time they reached the end of this theoretical funnel.
Using Loss Leaders
One of the best ways to competitively get your company the kind of attention and sales that you want is to use loss leaders. Essentially, you can sell something for below market value with the confidence that if you get people into your store or on your webpage, you will look at the other things that you sell as well. If you have something that is truly valuable, the loss leader will get them interested in your products, but it’s up to you to convert sales of your other items.
Asking for Permission
Heavy-handed sales tactics are out of vogue these days. Now, salespeople have found that it is much better to ask for permission to market what they’re selling. In other words, you want people to opt into the idea or product that you’re selling. You want them to be so interested in your product that they actively seek it out. At that point, you know that you can convert them with the right kinds of promotion and advertising.