Add Venture Increase Sales

How to Increase Sales

AddVenture Products – (858) 587-0061 – info@addv.com

Steps to Increase Sales.

• Define Who You Are

• Document Your Sales Process

• Set Clear Goals

• Profile Your Prospect

• Qualify in 30 Seconds

• Paint a Picture

• Connect

• Create Demand

• Close The Deal

• Say Thank You

• Evaluate Your Performance


The Old Way of Selling

Web 2.0 Selling

• Today you need to Define, Qualify and Connect Better in order to Close Deals.

• Information, Pricing and Choices are easily available Online for your Prospects.

• To close more Deals you need to be better – You need a Clearly Defined Brand.

What’s YOUR BRAND?


Define Who You Are

• What is different about you?

• What is your Value to me?

• What’s in it for me?

We Love Elevator Pitches - But 30 seconds is too long. We Love Personal Branding but there is
way too much fluff and not enough differentiation. Give us something that intrigues, astounds,
makes you out to be one in a million and have others corroborate it. Now we're talking good stuff.
Your Value Proposition, Elevator Pitch and Personal Brand should be condensed into 10 seconds
- at most. They are the essence of what you are distilled into a few words. Use Ten seconds &
Ten Words to get your prospects attention, stimulate their curiosity and compel them to want to
learn more. Define who you are and what you have as clearly better – that’s Branding.

Remember, Elevator Pitches, Personal Brands and Unique Selling Propositions are only credible
when others corroborate and reinforce them. Make your brand and value proposition crystal clear,
compelling, concise and above all credible.

In 10 Words and 10 Seconds – Who Are You?


Sales Process

• Remember to break down each area of your Sales Process into Action Items.
• What do you do in each area and what do you need the prospect to do?
• It is very important to write out the steps of your sales process in detail.

Your Sales Process – Write it Down


Set Goals

7 Steps to Effective Goal Setting
1. Decide what you want.

2. Write it down.

3. Set a Deadline.

4. List what you have to do.

5. Make an Action Plan.

6. Do it now – Today – This minute.

7. Resolve to persevere EVERY DAY.

Celebrate your Accomplishments

What Do You Want and When? – Write It Down


Profile Your Prospect

You will get much further selling to a person that you
know stuff about than you will to one you don’t.

Simple - Right? But very few salespeople profile.

The old adage I can sell anyone anywhere may be
true but it is ineffective and provides less than optimal
return on efforts invested. So do what you can to
learn about your prospect – profile their likes,
dislikes, priorities, affiliations, associations and
demographics. Create an intelligence report.

Once you have that you will start to find similarities in
those that buy from you. You can build a profile.

Your intelligence will help you create a target profile
on people that are more likely to buy in the future.

It can drive your prospecting, marketing and who you
should spend your time with. It is effective and smart.

It’s just good business to profile your prospect.

How much do they spend with you?
What are the key pain points they have?
Where do they go to compare?
What are their demographics?
Where are they finding out about you?
Why do they use your service or product?
Who do they like to do business with?

What are the characteristics of your ideal Prospect?


Qualify

The Difference between a great sales
professional and a mediocre one is very simple

“How well do they Qualify?”

Qualifying well is critical to sales success.
It saves us time, headaches and frustration.

So what are your qualification questions?
There are three that are essential

• Do they want to buy?
• When do they want to buy?
• Do they want to buy from me?

The rest are pretty much up to you.

Write yours down – insist on strong qualifiers.

You will make more money.

Qualify Strong and Often


Paint a Picture

People buy with emotion and justify or
rationalize the purchase with their mind.

Does a person buy a car or the feeling?

We all know the answer – it’s no different for
any purchase – People buy with feelings.

So paint a picture – vibrant and vivid - full of
emotions and feelings. Sell the person NOT
the product. The more appealing and targeted
your masterpiece is – the more in tune it is with
what the person feels - the easier it is to sell.

Paint a picture – and make it a beauty.

Paint an emotional picture that stirs the soul.


Connect Connect

Sales today are all about connections and relationships.

In order to compete in the commoditized world of instant
pricing, multiple choices and options a salesperson has to know
the right people. Be different, better and in demand. How do
you do that? You make sure you are connected.

You get your distinct brand and message out into the
marketplace through every channel available and follow up with
personal and focused communications. You need to profile
your prospects, target and focus. You need to align yourself
with thought leaders and influencers and become valuable to
them. You need to differentiate yourself and your brand. You
need to be more valuable than all the information out there.
You need to be better than a product – You are the product.

So don’t hesitate to email your customers with information.
Go ahead and set up your own personal website and blog.
Get involved with Linked In – Face book and Twitter but please

Remember
Broadcasting information is not connecting.
Responding to requests is not connecting.
Providing information is not connecting

Connections & Relationships are made personally.

You need to call, follow up and converse.

You need to call to Connect


Create Demand

Sales Revenue comes from Increasing
Demand. How do you increase demand?

You provide something better, different or hard
to find. Be something that is not a commodity.
Have something scarce. The secret to creating
demand is in your differentiator. Be different.

Define your differentiator, market and brand it
to as many people as possible. Have other
people talk about it. Make it go viral.
Want to have enormous demand?
Do something others can’t or won’t.
Have something others don’t.
Be something others aren’t. Market it and
Brand it like there is no tomorrow.

Be Better - Become Viral.

Better is Different.


Close the Deal

So here are the meat and potatoes.
Closing the Deal – The Essence of Sales.

Lots of people can talk, take orders and
communicate well but close? It’s so old fashioned,
it’s so crude, and it’s so uncomfortable. It’s tough.

So how do you close? You get past the details.

Details are a necessary evil but the close? The
close really happened with the picture you painted
and your differentiation early in the conversation.
It happened before you ever asked for the order.
It happened when many people don’t even know.
It happened in the very first thirty seconds.

The prospect asked themselves a few questions.

Do I trust this person? Do I like them? Do I want
to do business with them? Are they credible?
Did their picture excite me, solve my problem and
ease my pain? Did I buy this person?

They were closed before you even knew it and you
either messed it up or made them more
comfortable with the emotional decision they had
already made. So focus on the beginning because
that’s where the close happens – not at the end.

You Closed Early


Say Thank You

Every Step of the way in our sales process we should be
saying thank you. Appreciate every action step taken.
Compliment forward movement. The human spirit
responds to the old “atta boy” and we all love moving
forward. So say thank you and tell others how much you
appreciate them taking action. Tell their coworkers and
bosses how much you appreciate them taking action and
how that impressed you. Compliment them.

Say it, email it, write it on cards and notes and tell people
in person and on the phone. Say Thank You a lot.

Say Thank You.

Say it often and Mean It – Thank You.


Evaluate Your Performance

An honest evaluation of what you did and how
you could do better the next time is one of the
hallmarks of a true professional.

Make sure you identify measurable areas that
you can improve. Ask for input and feedback
from your customers, prospects, peers and
people you respect. We can always get better.

We can always get better.


Contact Us

(858) 587 - 0061

AddVenture is here to support you
The Promotional Product Salesperson.
Our mission is to help you achieve your goals.

Let us know how we can help.

Dan Collins
Chief Operating Officer
AddVenture Products

(858) 587-0061
d.collins@addv.com
www.addv.com

Call & Connect


Add Venture Increase Sales

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