Do you want to increase sales of your products or services?

There are two news: good and bad.

The good news is that after reading this article you will learn 3 fundamental secrets to increasing sales.

The bad news is 90% of people won't use it these secrets. Not because they are worthless or difficult to implement. No. Just people in an eternal search for magic buttons, magic pills and universal life hacks.

• 100 tips for a sales manager
• 100 objections. Business and sales
• 111 ways to increase sales without increasing costs
• Work with objections. 200 sales techniques for cold calling and personal meetings.

I'm not against books like this. Most of them may even be useful. BUT! They can only be useful as a supplement.

The sales system itself must be built on unshakable foundations. Like a house on a strong foundation.

In this article you will learn about how to increase sales by building a system that works:

• In any market
• In any conditions
• For any product (product, service, education, software).

For simplicity, I will use the word “product” in the examples. By this I mean services, software, and educational products.

Secret No. 1. Low entrance fee

We can look at the relationship between seller and buyer through the lens relationships between ordinary people. For example, men and women.

Let's imagine that a young man comes up to a girl completely unfamiliar to him and says: "Will you marry me?".

At best, they will laugh at him. Why should a girl marry the first person she meets?

But most companies build sales this way. They immediately invite the person to go to very serious step: make a purchase for an impressive amount.

Someone might object:

"But the potential customer knows that they have a need. And they also know that our product can satisfy that need."

Let's return to the example of human relationships. Imagine that a young man approaches a girl and this time operates with the following:

“You don’t have a wedding ring on your hand. This means you are unmarried. You look 20-25 years old. At this age, 90% of girls want to get married. So, maybe you don’t mind if you and I get married?”

Just because a guy knows about a girl’s desire does not mean that she will want to marry him. And even if he wants to, it’s definitely not at the first meeting.

The presence of a product does not mean that a potential client will want to buy it from you. And even if he wants to, it’s unlikely at the first meeting.

But how do ordinary human relationships work?

Usually a guy invites a girl for a cup of coffee. A cup of coffee is absolutely small commitment which is easy to agree to (unlike marriage).

If everything goes smoothly at the first meeting, then the guy can invite the girl to lunch, dinner, and so on.

The easiest way to increase sales for your company will be if in the first step you offer small micro-commitment. Having made this micro-commitment, the potential client will be satisfied and will look forward to further, more serious proposals from you.

The entrance ticket can be either paid or free.

A free entrance ticket can be any lead magnet – a piece of very useful information. For example, for an online cosmetics store, a good lead magnet would be the PDF brochure “5 Rules for caring for oily skin.”

After reading this brochure, a potential client:

• Will receive value from you in the form of useful information
• He will begin to trust you, because after reading the information from the lead magnet, he will be convinced of your competence
• Finds out what skin care products he needs and where it is more profitable to buy them (from you).

A paid entry ticket can be a product sold at cost or even free (with delivery charges). For example:

With the admission ticket we get two very important benefits.

First of all, we convert as many people as possible from just “passers-by” to clients. Why is it important? Because it is much easier to sell to an existing client than to someone who sees us for the first time.

Secondly, with a small micro-commitment, we evoke two of the most important feelings in a potential client: trust and gratitude.

Many companies know the importance of trust. This is why they love to show reviews and cases.

But many people forget about gratitude. But this is a very powerful weapon...

Robert Cialdini

The first rule of influence is gratitude.

In simple words, people feel obligated to those who give them something. gave first.

If a friend invites you over, you will feel obligated to invite him back.

If a colleague does you a favor, you feel like you owe him a favor in return.

In the context of social relationships, people are more likely to say yes to those to whom they owe something.

The effect of the “Law of Gratitude” can be clearly seen in a series of experiments, spent in restaurants.

On your last visit to a restaurant, the waiter may have given you a small gift in the form of chewing gum, a mint, or a fortune cookie. This is usually done when the bill arrives.

So, will giving a mint affect how much you tip? Most will say no. But in fact, this small gift, like a mint candy can change everything.

According to research, giving one mint to a guest at the end of a meal increases the average tip 3%.

Interestingly, if you increase the size of the gift and give two mints instead of one, the tip does not double. They quadruples in size- up to 14%.

But perhaps the most interesting thing is that if the waiter gives only one piece of candy, he turns around and starts to leave, then pauses, comes back and says:

“But for you wonderful people, here’s an extra piece of candy,” then the tip just skyrockets.

Average, tips increase by 23% not due to the number of gifts, but due to the fact how they were handed over.

Therefore, to use the Law of Gratitude effectively, you must to be first, who gives...and make sure that the gift is personalized and unexpected.

As I said, using the Law of Gratitude can be a powerful weapon. For example, major drug trafficker Pablo Escobar used the “Law of Gratitude” for his own purposes.

He built houses and provided food for the poor people. In response, they undertook to protect him, carry out his instructions and were literally ready to die for him.

Request!

If you are selling something illegal, harmful, immoral or useless, please do not read further. I don't want to see good marketing used for bad purposes. Also, no amount of marketing will help if you have a bad product.

Simply implementing a cool entry ticket can double your sales. And you no longer need to look for 100,500 ways to increase sales.

What entry ticket can you use to increase sales of your business?

If you sell products it could be:

• Lead magnet (a piece of valuable information: PDF report, price list, e-book)
• Small free gift
• Coupon
• Discount
• Sample

Here is an example of the discount that Godaddy provides for purchasing a domain (1st year):

We see that at first Godaddy gives away the domain 8 times cheaper (payment for the second year):

A huge discount is the entry ticket to this domain registrar.

TOak increase sales of services? Use the following entrance tickets:

• Leadmagnet
• Service at a very low price
• Consultation

For example, on the website kwork.ru almost all services cost 500 rubles (a good entrance ticket):

If you sell software, The entrance ticket can be:

• Trial period
• Demo version
• Product demonstration video
• Consultation

For example, one of the most expensive email messaging services, ExpertSender, offers a live demonstration of the program as an entrance ticket:

They don’t even show rates on the website, but use a price list in the form of a lead magnet:

If you sell educational products, your ticket of entry might be:

I would like to point out that implementing an admission ticket increases your company's sales, but does not necessarily increase its income. Because income and sales often do not correlate with each other.

But how to increase the company's sales increase its profitability? Secret number 2 will help with this...

Secret No. 2. Expand your product line

Since you won't get rich by selling admission tickets, you need to offer other products to your customers. For example, when purchasing a domain, you will also be offered the option of protecting contact information:

professional mail:

and similar domains:

When purchasing a service on Kwork, you will also be offered additional options (urgent execution, additional edits):

Big companies like Apple, McDonalds, Amazon do the same thing...

Did you know that selling a burger for 2 dollars 9 cents McDonald's makes money only 18 cents? This is because every client costs this company V 1 dollar 91 cents:

$2.09 - $1.91 = $0.18

But how does McDonald's make money then?

On Coca-Cola and French fries. Together they bring $1.14 (profit growth 6.3 times). As you can see, a competent product line can increase profits significantly.

On the iHerb website, additional products are sold using the “Frequently purchased with this product” widget:

Want to know how increase product salesas quickly as possible? Just offer the customer related products when placing an order. You'll find that increasing product sales has never been easier.

Companies spend the most money on attracting customers. Therefore, every additional sale to existing customers, every additional option or product increases profits incredibly.

If we talk about methods increasing sales and profits– a large product line without competition. And developing it is not that difficult.

In your business you can:

• Come up with a new product.
• Make a premium version of an existing product.
• Combine several products and make a set.
• Create a subscription.

Easiest to implement premium version existing product and set of products.

For premium version you can add additional features, extended support, and so on.

Sets products are good because it is more profitable for the client to buy it than each product separately. For example, you have three products for $500. You create a set and sell it for $1000 (instead of $1500).

Subscription is one of the best monetization options since the client pays you on a regular basis. For example, if you have a car wash, you can launch a subscription: an unlimited number of car washes for 1,000 rubles per month.

There are companies that combine subscriptions and product bundles. For example, the streaming company DAZN has revolutionized the world of sports broadcasting.

If previously boxing fans had to pay a TV channel $65 to watch one interesting boxing event (PPV), now they can pay the streaming service $10 a month and watch all sporting events for 30 days.

Total value of products from the last box is 8428 rubles. But you get it all for only 1400 rubles.

Why is the company taking this step? Behind what is now they have a guarantee what you will pay every month. You can also buy other products from them that are not included in the sets (Law of Gratitude).

If you're looking for creative ideas to increase sales, consider expanding your product line. Sets, subscriptions, passes, premium packages - there are more than enough options.

Secret No. 3. Return track

The reality is that not all potential clients will sign up for your entry ticket. Not everyone will buy the main and related products. Therefore, it is very important to have a return path.

Increasing company sales through a return track is one of the most underestimated opportunities.

The return path is clearly defined scenarios for the return of potential clients to purchase your products. If they have already purchased, we use the return track to encourage repeat purchases.

To implement a return track we can use:

People often ask whether promotions can be used to increase sales. Stocks are another tool return tracks. Use them wisely and you can significantly increase your sales.

Better yet, stop looking for different tricks to increase sales. If you want long term growth, use the basics which you have just learned about.

How to implement all this in your business? I prepared it especially for you premium video “One-page sales system”. After watching it, you will get a clear plan to increase sales in your business.

Using the global network!? Then, in any case, you need to learn how to sell your knowledge, services or products as best as possible.

The very famous and no less successful American Jeremy Schoemaker, who was able to sell products and partnership offers for a total amount of more than 10 million US dollars, recently shared the secrets of his success, which we will bring to your attention further.

To be successful in your field you need:

Association with respected and successful people, celebrities

This method is one of the most powerful weapons to increase sales. Who can sell more goods than others? Of course, celebrities. For some strange reason, most people love and want to buy exactly the same products that celebrities buy. For example, when a person thinks about the Nike company, the image of Michael Jordan, one of the most famous athletes on the planet, immediately comes to mind. Or another example: everything that the famous American TV presenter Oprah advertises is instantly sold off store shelves. It is thanks to the authority of these people that people begin to buy goods many times faster.

You can also use a method called “borrow authority.” To do this, you just need to get information about whether any celebrities use your products. Most often, some famous person has once used this or that product, regardless of whether it is yours or you are selling someone else’s products, or there is mention that he (she) liked this product. Now you can mention on the packaging or in advertising the phrase: “Use exactly the same... as used by...”, or something like that.

Sometimes savvy marketers use methods like this:

1. They themselves send the product to celebrities (for example, by courier service), where it is possible to track parcels using control numbers and keep track of who received them;
2. Then they begin to say that they probably know that this celebrity has our product at home, and other customers will be able to purchase it a little later.

   Some people use photos of themselves with celebrities to prove that they have sold them their products. However, the photo could have been taken during an autograph signing after the concert or at a press conference.

   In any case, the way of associating your products with famous people and celebrities works very well. You just need to mention in your article the name of a famous person from your field of activity - and you can immediately gain a large amount of trust from visitors and readers.
   
   Social proof of sales

   Nobody wants to buy something that other people don't buy. Very often, video recordings of those days when the most visitors come there are posted on the websites of various nightclubs. This is done so that other people can see how many people visit this establishment. As a result, a lot of people actually start going to this nightclub.

   But the Apple company knows all these advertising tricks very well and uses them very skillfully. For example, on their official website they constantly publish data on how many people have purchased a particular product. Many people with genuine pride install hit counters on their websites or web pages. And those who are advanced in the field of marketing install special add-ons on their websites that show information that a certain Vasya Petrov has just purchased the most sophisticated shaving machine.

   You need to show visitors that your products are being purchased. Even if you just talk about it, you can already slightly increase your sales.
   
   Pain and fear

   These two factors are the most effective in motivating people to purchase your product. A fairly large number of videos are based on this. They show what can happen if, for example, you don't install an advertised alarm system or don't insure your property.

   Pain is a great motivator. This factor must be used for online sales - showing how bad it will be for people and what they will lose if they do not purchase your products and forever lose this opportunity. Based on the results of many studies, we can conclude that people are afraid of losing their money much more than they want to earn it. Thus, you must show that they will lose two or even four times their money if they do not purchase your product.
   
   Shortage

   "Oh my God! You need to run away immediately, otherwise there will be nothing left!” Apple uses slogans of this type very successfully. In many American cities, very long queues with overnight stays appear in front of stores when Apple releases another new device with various “bells and whistles” and arranges a very short period of time when you can purchase a new product at a very low price, or be one of the first.

   All television shows use the same methods: “If you call our office within the next 15 minutes (unfortunately, we cannot extend this unique offer for the whole day) - you will receive a free super-duper thing as a gift!”

   You shouldn't be too combative when selling your product, as being too pushy is likely to turn off customers. In addition, you need to know your products very well. Imagine yourself as a buyer and try to understand what he needs most. The client is on your team, and he should feel it.
   
   Let me feel it

   Each of your customers should feel that you are selling them a truly unique and valuable item. He must see himself as a successful owner of the product and think that this purchase will lead to big changes in a positive direction.

   For example, in many car dealerships, customers are invited to sit or even test drive a car that interests them. All this is done so that the buyer can imagine himself as the owner of this car and get used to it.

   Use the same method for online sales. Create as many opportunities for product presentation as possible (detailed descriptions, videos, photographs - everything that may be useful). Try to write an article about this product, but it is not enough to simply show all the benefits of this purchase - you need to present the end result to the buyer. For example, if you are selling a product for teeth whitening, it is not enough to write that your teeth will be white - you need to say that with this powder you will quickly achieve the desired result.
   
   Show the possibilities

   Buying your product is a unique chance, which may be one in a lifetime. When a person gets to a website and sees that something is being sold there, this is not entirely good. When a potential buyer, having visited the site, understands that this particular thing is necessary for him, because he needs it, that’s just wonderful!
   
   Take action!

   It is very strange that many people completely forget about this process. You need to ask the client if he wants to purchase this product, so you push the buyer to action, letting him know that this moment has come. Without such a “push”, many visitors are simply lost and do not understand what to do. Hang this call to action in a prominent place (banner, link, button) with the phrase “Add to cart” or “Buy here!” and so on.

Funnel conversion is a key business indicator that characterizes the effectiveness of the commercial department. The higher it is, the better the clousers and farmers work. The main task of management is to promote its positive dynamics by all means.

To improve your business position, you first need to learn how to correctly calculate conversion. We calculate using the formula:

Funnel conversion = Positively closed deals / (positively closed deals + negatively closed deals) * 100%

Please note that the conversion formula includes all transactions with a “clear answer”. For example, in January you have 10 payments and another 30 refusals. We calculate the conversion: 10 / (10 + 30) * 100% = 25%. At the same time, transactions that are in progress (for which there is no clarity) are not taken into account in the formula.

Of course, simply tracking overall conversion is not enough. To understand all facets of the current situation, consider conversion separately by: new customers, current customers, communication channels, target audience, employees, regions, etc.

How to Improve Sales: Plan Your Daily Activity

How to improve sales? Plan the daily activities of department employees. Daily activity is understood as a set of quantitative indicators, the achievement of which by each of the sellers will lead, at a minimum, to the fulfillment of the plan. It is necessary to calculate how many calls, meetings, and presentations a particular manager will have to make every day.

To do this, use the method of decomposition of planned profit. The general plan of action should look something like this.

1. Calculate in advance the following indicators: the share of profit in revenue, the average check, the total conversion to sale, as well as the conversion from stage to stage.

2. Determine your profit figure. A product SWOT analysis will help you with this. In addition, take into account external and internal factors that always influence the company’s profit margin: seasonality, inflation, marketing, new projects, unpredictable large transactions (it is by the amount of such transactions that the forecast should be reduced if you are planning based on the previous period).

3. Calculate revenue based on planned profit. This is where you will need to know the share of profit in turnover.

4. Divide the revenue received by the average bill. This way you can determine the approximate number of transactions that will need to be completed to achieve your planned sales.

5. Based on the overall conversion rate, determine how many leads you will need to close the number of transactions received at the previous stage.

6. As soon as the indicator becomes clear, begin calculating the necessary activity indicators for each stage of the business process for the intermediate conversion of the transition from stage to stage. This way you will find the total number of calls, meetings, presentations, etc. for the entire planning period.

7. Having in hand indicators of activity at stages for the entire period, calculating the total daily indicator for a department is as easy as shelling pears. Take the total figure and divide it by the number of working days.

8. Next, you distribute the resulting load among sellers. Moreover, it is not necessary to do this by simply dividing the daily indicators for the department by the number of available sellers. Approach the creation of a daily activity plan for each seller individually. To make this happen, you need to have indicators from personal funnels for each manager.

By planning and tracking your salespeople's daily activities, you can easily answer the question of how to improve your sales.

How to improve revenue: create external reasons for contact with customers

How to improve revenue: set group goals

Focusing on certain tasks helps improve the situation with the number of successfully closed transactions. This is best achieved by setting a group task through a specific filter for transactions in the CRM system. For example, calling a contact database of only a certain segment.

So, you can introduce a new product to the market and devote the efforts of individual managers of the commercial department to promoting it.

In addition, the process of completing a group task set in and the effect of the effort spent on it is easy to calculate. Unlike, for example, the same promotion.

How to improve revenue: sell only to “your” customers

If you have a poor idea of ​​who your customers are, then you will often break down other people’s doors. To improve your situation, understand the boundaries and characteristics of your target audience and sell only to them.

Creating a client profile will take some time. To obtain the necessary information, use 2 methods.

1. Study your competitors' best communication channels. Then you will understand to whom they are so successfully selling their product.

2. Conduct an ABCXYZ analysis of the current database of customers and assortment items.

How to improve revenue: evaluate and improve staff skills

• Plan
• Do
• Check
• Take action

How does the Deming cycle work in sales? Analyze your current situation to understand what needs to be improved. Plan what steps will help you achieve your goal, and also assign those responsible.

Now is the time to act: it is important to implement the planned actions and check the results. During the inspection, weak points and defects that require improvement are identified. All this is a reason to make adjustments to the original plans and introduce new tools. Have you adjusted it? And now act again, but with new components.

Run the Deming cycle when introducing new tools, to solve the problem of improving the quality of work with customers, and also if sales are falling.

We have looked at several ways that will help improve revenue at minimal cost to the owner.

Most entrepreneurs who started their business from scratch, and even experienced businessmen, are concerned about the question: how to increase sales in a store?

This article will look at 9 effective ways that can increase profits.

A big plus: they will not require additional substantial investment in implementation.

How to increase sales in a store: determine the main factors

Before moving on to the main topic of how to increase sales, it is necessary to determine what their level depends on:

The arrangement of products on shelves, racks or hangers plays a huge role in sales.

There is even a special “science” - merchandising.

It is also important what the product looks like.

For example, it will be difficult to persuade a client that this meat is worth buying if it looks like it has been sitting on the display case for a week.

Products must be intact, clean, and look presentable.

1. Also, of course, the level of sales depends on the ratio of price and quality.

Now let's move on to learning the basic tricks that will help increase sales.

9 working ways to increase store sales

Rule No. 1. The more expensive the better.

The sales assistant must closely monitor every visitor in the store.

And not because the buyer can appropriate something for himself and not pay for it at the checkout, but in order to offer the product at a higher price in time and thereby increase the number of sales.

Sounds absurd?

For example, a sales consultant noticed that a visitor was already ready to buy a hat.

At this moment, he comes up and, without any intrusiveness or trembling in his voice, offers a similar product, only 15–20% more expensive.

Of course, for a reason.

At the same time, he refers to the fact that the hat he proposed:

• several orders of magnitude better quality than the previous hat;
• produced by a well-known company;
• this brand will be popular in the coming season;
• be in the status of exclusive accessories, etc.

No fashionista can resist such a list of advantages.

In addition, psychology comes into play here: most people cannot utter the phrases “this is expensive for me,” “I want something cheaper.”

This move allows you to increase the number of products sold, despite the fact that “misfires” in this scheme, of course, happen quite often.

But even if 30–45% of all visitors fall for this trick, then this method will increase conversion by 22%!

Rule No. 2. The more the merrier.

For a consumer to buy not one, but several products, he needs a compelling reason.

Let's return, again, to the example with the hat.

Only in this case should the seller increase sales by offering to additionally buy another item at the point of sale, and not a similar product.

For example, buy matching gloves or an elegant scarf to go with your new hat.

In no case should an employee force you to try on the product on offer and be intrusive!

This will have the opposite effect.

The buyer can even henceforth take the tenth route around the store to avoid this “pesky character”.

The seller must demonstrate the second item, describing its advantages.

It is important to explain to the person why he should leave with two purchases at all.

For example, noticing that the proposed scarf is in harmony with the chosen hat, while creating a full-fledged fashionable look.

This is a good trick to increase sales in the store.

Rule No. 3. How to increase sales in the store with the help of a related offer?

This rule is in some sense “consonant” with the previous one.

Every clothing store contains products that can additionally increase sales, but are usually not offered to customers when choosing the main item.

These are the so-called small items, which are usually displayed in the checkout area or on small racks around the sales floor.

Such related products may be:

• scarves;
• hairpins;
• umbrellas;
• bijouterie;
• various cases, wallets.

How it works?

For example, a man buys jeans.

At the checkout he is offered to purchase an additional pair of men's socks.

This is argued by the fact that then the purchase amount will reach the required minimum in order to open a discount card.

Few buyers will refuse: socks will always come in handy, and participation in the savings system is an opportunity to save on future purchases.

The consumer thinks this is a good investment and agrees.

Even if the entrepreneur’s profit from one such sale is small, but if you sum up the results of the month, the increase in sales using this method becomes obvious.

Therefore, store owners should not refuse to use such zones, and they also need to motivate sellers and cashiers to mention the existence of such goods to customers.

Rule #4: Don't forget about your customers

Use methods that will allow you to find out the buyer’s contact number at the time of sale of any product.

The easiest way is to ask to fill out a small form, for which the client can receive a discount card.

In this way you can create a database of store visitors.

How will this help increase sales at the point of sale?

The collected contact numbers of consumers are used for calling.

Here's how consultants can justify calling a buyer:

1. Information about new deliveries to the store.
2. Messages about profitable offers.
   For example, “buy one razor as a gift for a man on February 14, receive the second as a gift” or “we will pack it in beautiful gift paper for free.”
3. To find out why the client has not visited the store for a long time, and whether he has any wishes regarding service or product.

The ability to work correctly with such a tool is a real art.

Only those employees who have good diction and know how to work with objections should do this.

They also give a good response rate and will also increase sales in the store.

The effectiveness of this method is confirmed by statistics:

Rule No. 5. Enter your discount card

To increase store sales in this way, you need to become familiar with the two sides of the coin in this process.

The positive side of the coin

How to increase sales in a store?

Mainly by increasing the number of consumers. And a discount card allows you to “get” them.

Buyers will always be attracted by the opportunity to save money.

For example, a girl wants to buy herself a handbag. This model is in two nearby stores. Only in one she has a discount card, and in the other she does not. Of course, she will go to buy goods where at least a small saving awaits her. Reasonable, isn't it?

With the help of discounts, we can increase sales by attracting more customers rather than increasing prices.

Negative side

When issuing such cards to regular customers, the store loses the lion's share of profit.

Whatever one may say, the amount “underpaid” by the buyer is the lost profit of the outlet.

Therefore, the feasibility of using cards must be calculated in each specific case separately.

Each owner will determine for himself whether it is worth using this method of attracting visitors.

But its effectiveness cannot be denied. Moreover, the efficiency gradually increases.

Pay attention to the comparative statistics of whether the presence of a discount card affects attendance:

Rule No. 6. Bonus program to increase sales

This is another move that is aimed at increasing sales in the store.

Calculate the average enterprise and add approximately 25-35% to it.

This amount will be the control minimum for the bonus program.

For example, the average store receipt was about 2,000 rubles. Then, to receive bonuses, the buyer will need to cross the threshold of 2,500 rubles (2,000 + 25% = 2,500).

Come up with some gifts as encouragement.

This can be either store products or any products from partner companies.

This method can increase sales in the store.

In addition, teach your employees to say the following words: “You made a purchase in the amount of 2,320 rubles.

If you purchase another 180 rubles worth of goods, we will give you one of the gifts to choose from:

• plush toy;
• flashlight;
• keychain;
• handle;
• fridge magnet".

It can be anything! The main thing is to interest the buyer and make him pay even more.

Also, instead of gifts, according to the terms of the bonus program, you can award points that customers can spend on future purchases.

This kills two birds with one stone: it attracts people and makes them become regular customers.

The scheme is like this:

Rule No. 7. How to increase sales in a store with the help of promotions?

This list of the top 10 ways to increase in-store sales wouldn't be complete if you consider promotions.

Promotions will always exist, because this is the easiest way to increase the volume of goods sold.

They allow you to motivate a person and persuade him to spend more than he originally planned.

The most effective scheme that will help increase sales is 2+1 or 3+1 (buy three things and get the fourth as a gift).

This method not only allows you to increase sales in the store, but will also help when changing products to a new collection or switching to another season.

The store sells several items at once that might otherwise sit unsold, instead of writing them off and sending them to stock centers.

In addition, this method will help increase the number of customers in the store.

It is noted that information about such actions is disseminated through word of mouth especially actively.

Rule No. 8. “Book of complaints and suggestions”

According to the law, every business must have such a book and issue it upon the client’s first request.

But often the owners completely ignore their presence: the document is sent “to the table”, and is issued only upon urgent requests (“otherwise you never know what kind of nasty things they’ll write to us”).

Meanwhile, this may be one of the reasons why it is not possible to increase sales in the store.

Surprised?

The fact is that based on complaints and suggestions, self-respecting boutiques or retail outlets determine what exactly customers are missing!

Of course, you shouldn’t invite every visitor to leave a note there.

Instead, you can introduce short surveys.

They can be carried out by cashiers when selling goods, and you can also place a box for requests and wishes on the sales floor.

Rule No. 9. Communication with the client

To increase sales in a store, you need to think not only about selling “here and now.”

Work for the future too.

For example, a person bought an expensive tablet, phone, laptop in your store.

And suddenly, a day or two later, store representatives call the buyer and ask:

1. Is the consumer satisfied with the purchase?
2. How quickly did you manage to set up an expensive purchase?
3. Do you need help mastering technology?
4. Do you have any suggestions for improving the store?

Agree, this gesture is very pleasant.

Every person will appreciate such care.

In addition, you will definitely want to tell your friends and acquaintances about this step of the store.

And word of mouth is an effective method of free advertising.

The methods listed above will help you decide how to increase sales in a store.

But we can’t forget about the main thing behind the “tinsel”: the key to the success of a retail outlet is customer care, quality products and highly qualified sales consultants.

If everything is in order with this “base”, the methods described in the article will help increase sales in the store in a short time.

Useful article? Don't miss new ones!
Enter your email and receive new articles by email

In the 21st century, the profession of sales consultant remains one of the most in demand in the labor market. Salespeople or sales managers are always needed, and good sales specialists are worth their weight in gold. There is very high competition for such personnel, and once you master sales techniques, you will definitely not be left without a job. But getting a job as a salesperson is not difficult, but learning how to sell and, accordingly, earning a lot is much more difficult. Let's look at it: how to increase personal sales for a seller.

Knowledge, skills, skill

To increase personal sales to the seller you need to understand that in any case you must be able to sell. In order to be able you need to know, and over time the skills will develop into a skill and sales will come on their own. On the one hand, there is nothing complicated here, but if you look at it, it’s a whole science. Here you have the stages of sales, and, and and. You can sell, etc. What should a competent seller know?

1. . You should start learning about sales with the 5 stages of sales. This is the basis of any sales and you cannot do without this knowledge.
2. Knowledge of the product you are going to sell. The better your knowledge about the product, the more competent advice you can give the buyer.
3. Knowledge of competitors and customers. It’s not for nothing that all companies now invest a lot of money in marketing market research. Knowing your competitor and especially your buyer is your responsibility.
4. Nonverbal communication is a very powerful tool; at a minimum, you need to understand the basics of nonverbal communication to avoid making classic sales mistakes.

Most large companies do this, but what if no one trains you or doesn’t give you enough knowledge? To begin with, I would advise reading books for sellers; you can learn a lot of useful information in them. First, read “” and the book. In addition, you can find out a lot of useful information on our website - you can also ask your questions on.

Motivation and sales funnel

Any leader knows. But ordinary sellers, as a rule, do not delve into such terms. But the sales funnel makes it clear what to do to increase sales results. Without going into depth, the sales funnel shows at what stages of interaction with the client we lose sales. To create a sales funnel, an ordinary seller needs to count how many contacts he had with clients, how many of them refused to communicate immediately, how many after the presentation of the product, how many decided to think about it, how many agreed to purchase. This is a simple example as these items will vary depending on the type of sale. First of all, it is important for you to understand:

1. At what stages do the most clients refuse? For example, if when establishing contact with a buyer, then you need to somehow change this stage, etc.
2. Understand how the result will change if you increase the number of contacts.

Increasing the number of clients is the easiest way to increase sales; the downside is that it is not available to all sellers. But as a rule, sellers don’t even think that if they spend less time on each client and try to serve as many customers as possible, this will quickly lead to an increase in sales. Or you can simply devote more time to work. One way or another, it all depends on the motivation of the seller; as a rule, the most active managers sell a lot.

The very motivation of sellers

If a salesperson wants to increase his results, he must work on his personal motivation. You should set yourself a goal, such as buying a car or an apartment. Calculate how much money you need for this and how much you need to sell daily. Draw yourself a poster, print out a photo of your goal - visualize and view it before you go selling. This will help you be more focused on the result rather than the process.

The seller sells himself from the beginning!

The salesperson first sells himself, then the company and then the product. This phrase is taken from, but nevertheless it is also suitable for sales to individuals. You need to understand that people don’t like to be sold to, but they love to buy, and the role of the seller here is not to impose or sell the product, but to establish trusting contact and charge the client with positive emotions. The seller should be an advisor to the buyer, a friend and partner in a common business. For many buyers, visiting a store or communicating with a seller is a certain stress; the client is afraid of being deceived and wasting money and time. The seller must create an atmosphere of ease and trust, only then the client will truly open up to you and you will be able to sell anything.

It is very important for the seller to be in a good mood and focused on the buyer. There are a number of simple rules that need to be followed for a good mood:

• Get enough sleep. Always get as much sleep as you need to feel good.
• Deal with personal problems. Very often I meet sellers who are focused on personal problems. This greatly distracts from work and customers feel it.
• Don't work with a hangover.
• Maintain your hygiene and be neat.

Pareto principle

The Pareto principle (often called the 80/20 rule) states:

• 80% of the profit comes from 20% of customers.
• 20% of labor costs bring 80% of profits

This means that your main profit comes from minor labor costs. And most of your time and effort is wasted on insignificant actions that do not bring you the expected income. The main thing is to understand what is included in this 20% of effort, clients, time and work to improve the processes associated with these costs. Because the remaining 80% does not give a significant result. Let me give you a few examples from life:

Example No. 1

In a household appliance store, in addition to sales, each salesperson's responsibilities include putting things in order in the department. Sellers with the best results spend less time putting things in order, do it faster and in the morning when there are few buyers, and they are customer-oriented and immediately go to him when a buyer appears. In addition, more successful sellers try to take days off during weekdays since there are fewer clients on these days, have lunch in the morning, and do not take smoking breaks in the evening. Sellers with lower results become immersed in the process, take longer to clean up, and as a result lose sales. That is, more successful salespeople understand that they need to focus on customers who bring in money, and everything else can wait.

Example No. 2

Active sales agents sell Internet provider services using a door-to-door approach. The tour is carried out in the evening. The most successful managers put in the most effort between 7:00 pm and 10:00 pm because at this time there are more people at home and they are more inclined to communicate. Whereas less successful agents at this time may spend a lot of time on smoke breaks or communicating with clients, and who are not going to buy today.

These examples show that it is important to focus your efforts on those things that bring you maximum profit. This is exactly what successful salespeople do.

Analyze your sales

Sellers have a very bad habit: to justify their poor results by blaming the responsibility on the buyer, seasonality, competitors, etc. The vast majority of people feel sorry for themselves and do not want to change anything in themselves, looking for problems in others. It’s important to decide what you want: to relieve yourself of responsibility or to earn money. If the latter, then when faced with difficulties you need to look for a solution, and not blame the injustice of the world. There is a good story among sellers about this:

One shoe company sent its salesman to Africa, a week later the salesman sent a telegram: take me away from here, there is nothing to do here, all people walk barefoot.

After some time, another merchant was sent there; after a while he reported: “This is great luck! - the second one wrote with delight, - Send everything you have, the market is practically unlimited! Everyone walks around barefoot here!”

There is another good proverb: the weak look for a reason, the strong look for opportunities. It’s much easier to justify your failures than to analyze the situation and look for ways to sell more.

A good salesperson always analyzes his work and looks for areas of growth. Any seller always has something to improve, but not everyone can see what exactly. In order to understand, you need to start every day and if something goes wrong, look for ways to do it differently.