(Newswire.net — November 1, 2013) Queen Creek, AZ —
Most small business owners want to increase revenues, but feel they are already doing all they can to help drive sales in their businesses. Many are not entirely satisfied with their sales results, but don’t know exactly how to improve them. In his article, Chris Gunkle explains the impact a well executed sales funnel can have on a business.
To make his illustration clear, Chris compares two hypothetical business owners in the same industry. Both business owners have similar experience and ability, however, one of them has taken the time to position herself as a credible expert.
“It’s unfortunate, but many business owners are simply too busy and distracted to really take a closer look at improving their operations. Or, if they do have the drive, they don’t know where to start,” says Gunkle.
According to the article, the pitfalls of not positioning yourself properly are:
1. You end up selling yourself short and making less money. Often times you give up a lot to make a sale, like lowering prices or offering special incentives.
2. You set a precedent for future interactions. Since you gave in on the initial sale, you will most likely be expected to for every sale.
3. You end up over-promising. You get a buyer and it’s like you can’t say no anymore. You want that sale so much that you’ll say just about anything to get it. The problems start when you are called on to make good on your promises. If you do, you’ve set that precedent we just talked about. If you don’t, you hurt your reputation.
Conversely, if one does a good job of positioning and implementing proper sales processes, they can reap the following benefits:
1. You can do business on your terms. By making yourself appear more valuable, customers are willing to go through a few extra hoops in order to do business with you.
2. Customers are basically pre-sold before they contact you. With a good reputation, customers are more likely to buy and less likely to haggle.
3. Selling becomes easier. Customers won’t question your advice, they will listen just like when a doctor prescribes a certain course of action.
4. The customer buys at a premium. One of the great things about being viewed as the expert is that you don’t have to discount your goods and services. When a customer trusts you, they will buy what you recommend to them, no haggling necessary.
According to Chris, “If business owners took a little bit of extra time to educate themselves and learn to distinguish themselves from their competition, it would go a long way to driving an increase in sales.”
The new article can be viewed at http://www.chrisgunkle.com/does-your-sales-process-make-you-look-desperate/