Suffering From Falling Sales - What To Do About It

Falling sales, declining sales, reduced sales, slumped sales or decreasing sales. No matter which term you prefer to use the understanding remains the same. That is your business needs to sell more of its services or products in order to improve turnover and profitability. Without sales most business would cease to exist. The ongoing priority of every business should be to increase sales no matter what the economic climate is.




Many people start out in business with a passion to bringing a concept, idea, a service or a product to market. It then dawns on them that the only way to do this is by selling whatever it is they are offering. No matter how good they are their business will only succeed if they are able to sell their concept, product or services to others.



At Accountants, Business & Tax Consultants – Holden Associates, we firmly believe “that selling should benefit the buyer more than the seller”. The first step in increasing sales should therefore be a change in perception about the sales process. Changing your perception of the selling process will go a long way towards building up a loyal clientele. A good starting point is to view your business from the customer’s perception.



It is also important to take the time to understand the market segment which you are operating in. Simply saying “you are selling to everyone”, will not provide you with sufficient business intelligence to improve your sales.



Here are some simple tips to get you started on the road towards improving your sales:-



· There should be a match between whatever it is you are selling and your customer. An ill fitting match will not result in repeated sales.



· Find out what are the needs or constraints in your customers mind when they are buying.



· What is it that motivates customers to buy from you?



· Use insightful questions to help the customer decide.



· Try to meet the wider needs of the customers – customers do not usually know what it is they would like to purchase straight away.



· Customers will always need help to evaluate and make a final decision. Be seen as an expert in your industry.



· Find out who, when and how a final decision to purchase will be made.



· If an appointment needs to be made. Make sure it is made with the person that is the decision maker.



Finally let your personality shine through, be a genuine, professional and enthusiastic sales person. Show your customers that you are interested in helping them. If you do not offer whatever it is they are looking for do not be afraid to say so. Do not be afraid to refer them on to someone who can meet their requirements. The chances are – that customer will always remember you. It is also more than likely that they will tell other people about you. There is no better way to receive free advertising. Successful selling goes beyond receiving payment. Strive to become an enabler of good outcomes – customers will always return to buy from you.