One of the key factors that separates top salespeople in any industry from the hordes of others struggling to get by is the size of their average sale. Top performers make consistently larger sales than all the other salespeople out there.
In many cases top performers aren’t actually closing more sales; they’re simply closing much larger sales, and as a result, significantly outperforming their competition in revenues and profits.
Three Secrets of Top Performers to Making Larger Sales
#1: Call higher up the food chain. Most salespeople call prospects who are at a low level. This is an issue of comfort zone. It’s much more comfortable to call on a prospect with a title of “Buyer,” “Manager” or “Representative,” than it is to call on a prospect with the title of “CEO,” “CTO,” “VP” or “Director.”
However, top performers consistently call prospects high up in the food chain. There’s a direct connection between how high someone is up the food chain and how big your sales will be.
If you call people who are low down on the totem pole, you’ll make small sales. But call an individual near the top? You’ll rake in a lot more profits. And remember, it’s not harder to close a sale with someone near or even at the very top; it just takes more self-confidence to make that call.
#2: Understand their key challenges. Most salespeople still try to sell the features and benefits of their product or service. This strategy is old-school. Prospects are used to it and it also shows very little value.
Instead, when having conversations with prospects, you must try to understand their key challenges with regards to your product or service.
So for example, if you have a service or a product that improves a customer’s marketing ability, then ask about challenges with regards to their marketing. Understand where those key areas of improvement are and where the prospect would like to improve.
When you know where a prospect has key challenges, your solution will be presented as a way to solve those challenges, thus increasing the value and ultimately the price tag of your sale.
#3: Give three options in your proposals. Most salespeople present one option for a prospect to choose from, and this presents problems. The first is that this doesn’t provide context by which the prospect can compare and contrast options. They’ll thus likely shop around for other quotes.
Next, it doesn’t give prospects higher-option choices should they be willing to invest more to solve their challenges. Provide three options to solve these issues.
One is the base option, two is the middle, and three is the highest priced with the most value. By presenting three options you’ll now be providing context by which the prospect can compare and contrast choices, and you’ll be giving them the option to ultimately choose a higher priced solution with more value.
Want to use the same techniques that the top performers use? You just read about them. By applying these three simple yet powerful secrets to reap larger sales, you’ll be using the same “secrets” that the big-gun salespeople across all industries use to stick big sales.
What is your secret for making larger sales? Please share your strategy below in the comments.