Australian Business Coaching Club Newsletter – A System that Massively Increases Sales


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A System that Massively Increases Sales

What happens when someone makes an enquiry at your business? How are they treated? Do you have a plan to manage these enquiries? Do you use a Sales Pipeline to manage your sales process?

In most businesses how the enquirer is managed not only depends on who handles the enquiry, but even varies at different times for the same sales person. However, successful businesses have a very well defined sales process.

For example, when you walk into McDonalds, the first thing someone says is: “May I take Your Order”. Always the same first question. Then once you have given your order, there is an upsell process. “Do you want Fries with that?” or if you have already ordered fries, they ask “Would you like a drink with that?” and if you say yes, they then ask “Large?” All very structured.

Of course at McDonalds, they know if someone walks into their store, they will buy. That is not the situation with most businesses as the product or service they are selling is not a well known brand in a fast moving consumer sector. So you will have extra steps, which have been truncated in McDonald’s process. You will probably have to spend a lot more time understanding your customer’s needs. Then you will have to take the time to create the desire for your service and build its value, overcome objections and close the sale.

Good businesses document each of these steps and understand how each of the steps are working and where people will be lost in the process. Some of these losses may be those who are not qualified to be your customer, and some will be. So how do you stop the loss of qualified customers?

By analysing every step of your sales pipeline.

In next month’s Small Business Achiever – Business Owner Brief, we show you in detail how you can analyse you sales pipeline and adjust your sales tactics in such a way that you can double or triple your sales.

All you need to do now is to Empower yourself and take action ...

Have a great month.

Dr Greg Chapman - The Business Brain Surgeon
The Australian Business Coaching Club