20 Best Ways to Get Back to The Basics of Selling

One of the most common questions I get is, "How do I increase my profitability? Focus your best efforts, talent, and attention on selling your most profitable Strategically map out a pathway to upgrade your top percent of the key steps you need to take to grow your business and get your life back.
Table of contents

Over time, the business likely only made nominal increases to pricing every few years, but rarely did the owner ever sit down and fundamentally rethink his or her pricing model. If it's been over a year, time to look at it again. Redesign workflows and systems for greater efficiency. Cut steps, reorder processes, reengineering physical workspaces, etc.

Eliminate tasks and activities that don't add value to the company or customer. Every dollar you save by eliminating the cost of things that don't add value to your company or to your customer drops directly to your bottom line.


  • 40 easy ways to make money quickly - Save the Student?
  • How 8 Real Estate Investors Built Multi-million Dollar Businesses Publishing Real Estate Investing C.
  • !
  • Top ways to make money online and offline;
  • Safe Pasture.
  • Steel to Stone: A Chronicle of Colonialism in the Southern Highlands of Papua New Guinea (Oxford Stu!

Give your team a clearer picture on ways they can contribute to profitability. Every team member is an agent to increase profitability. Empower them to be part of this search for ways to increase profitability. Regularly review your administrative and operational staff levels closely. Most service and administrative departments can be cut by 1 in 4 with no impact on quality of work. Many can handle 1 in 3 cut with no significant negative impact. Look for ways to increase value to clients and customers. This will help you shorten your sales cycle, increase your closing rate, lengthen your client retention, and perhaps, increase pricing.

Increase the dollar value of every purchase transaction with your clients. Think up-sell, cross-sell, and resell Ask, " How can I get each customer transaction to be for a larger dollar amount? Customer retention is a strategic expense if spent wisely. How can you increase your customer retention? Feed your winners; starve your losers. This includes with your marketing activities, your sales force, your general staff, your company initiatives, your reporting, etc.

So cut your losers, and feed a portion of the saved time and money into your winners. This will greatly boost your profitability.

Feed your winning sales people more leads even if that means you starve your lower performing sales people of leads. Be transparent about this and let it be a spark to help Fred learn how to increase his own dollar value per company lead given to him.

Sales Process – Back to basics!

Renegotiate with your landlord. You'll never get what you don't ask for. Create clear options for other space you could lease and have a heart to heart with your landlord about reducing your lease rate. Even if they say no you can always give them a fallback request to give you an option to extend your lease without an increase in rent.

Focus your best efforts, talent, and attention on selling your most profitable products, services, customers, niches, or channels. Strategically map out a pathway to upgrade your top percent of clients to "red carpet" or "highest value" offerings.

What Is Objection Handling?

They want this service, will value this service, and will pay for this service. Look for ways to bundle products and or services so that you increase the average ticket price of every sale. Sell your product or service in larger purchase sizes. This could mean that rather than sell a 10 hour package of time you sell in 20 or 50 hour sizes. Think about this as selling a bigger box of your product or service. Strategically consider giving pricing or other incentives to make the purchase and use of your product or service in larger unit sizes compelling.

Strategically map out systems to help your customer consume your product or service faster so that they get more value and hence repurchase more frequently.


  1. Spy Game: Romantic Suspense!
  2. The Window Decorating Book.
  3. 40 easy ways to make money quickly?
  4. Vossoff and Nimmitz: Just a Couple of Idiots Reupholstering Space and Time.
  5. Tsunami Polaire (French Edition).
  6. Cross Examining the Critics of Preterism.
  7. Sales Process – Back to basics! -.

    8. Look for ways to educate them on the ideal use of your product or service. Make buying from your easy and simple. Reduce barriers to entry.

    Sales Process

    Reduce frustrations or hurdles to re-purchase. HubSpot integrations with apps, tools, and software you use every day. Find a HubSpot-certified marketing agency or sales consultant who can help you grow. Why are sales objections unavoidable? Objections are generally around price, product fit, competitors, and good old-fashioned brush offs.

    Objection handling means responding to the buyer in a way that changes their mind or alleviate their concerns. While objections are authentic, brush-offs are excuses. Nothing is more dangerous to a deal than letting sales objections go unaddressed until the final stages. With this in mind, welcome objections rather than avoiding them.

    You can proactively identify them as well by periodically asking questions like:. Use the LAER model to overcome objections in sales: Listen, Acknowledge, Explore, and Respond. Avoid reacting impulsively to prospect objections. Instead, listen to them, validate their concern, ask qualifying questions, and respond in a thoughtful way. Want to improve your sales objection handling technique? First, use the LAER model: L isten, A cknowledge, E xplore, R espond. Give your prospect a chance to talk, then repeat a summary back to them.

    Next, try to dig into the underlying reasons for the objection. Finally, offer a neutral recommendation. Keeping track of the objections you receive most often is also helpful. Once you know what to expect, you can devote extra time to practicing and refining your responses. We also recommend sales reps use role plays to boost their objection handling abilities. Take turns with another rep on your team posing common objections like any of the 40 on this list , answering, and then giving each other feedback.

    Price objections are the most common type of objection, and are even voiced by prospects who have every intention of buying. Beware -- the moment you start focusing on price as a selling point, you reduce yourself to a transactional middleman. Track their growth and see how you can help your prospect get to a place where your offering would fit into their business. Either help your prospect secure budget from executives to buy now, or arrange up a follow-up call for when they expect funding to return.

    Prospects sometimes try to earmark resources for other uses. Share case studies of similar companies that have saved money, increased efficiency, or had a massive ROI with you. A prospect with a genuine need and interest who balks at time-based contract terms is generally hesitant for cash flow reasons.

    Luckily for you, there are workarounds -- find out if you can offer month-by-month or quarter-by-quarter payment instead of asking for a year or more commitment up front. Probe into the relationship: Why did they choose this service? Pay special attention to complaints that could be solved with your product.

    See if you can come up with a creative discount to offset the cost of breaking a contract early, or demonstrate ROI that will make up for the sunk cost. Of course, your prospect could have simply chosen an overly negative turn of phrase. Are you in a competitive situation, and the prospect is playing you against a competitor to drive up discounts? Or is your prospect under the impression that a similar, cheaper product can do everything they need? Walk away if they ask you to go lower. In the second scenario, take advantage of the comparison.

    What are the points of differentiation that provide your prospect the most value?

    Common Sales Objections

    Play them up and emphasize overall worth, not cost. What if your prospect is happy? The same strategy still applies -- find out why they believe their relationship with your competitor is beneficial, and identify weak spots where your product could do better. At that point, you can provide more background, like so:.

    Ask your prospect who for the name of the right person to speak to, and then redirect your call to them.

    The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

    Well, your prospect might not be able to, but you can. After all, you sell your product every day. Ask your prospect what objections they anticipate, and help them prepare the business case for adopting your product. If you've already addressed objection 12 by providing internal selling advice and coaching and your prospect just can't hack it, it might be time to walk away.

    While it's heartrending to give up on a prospect who's on your side and just can't convince the higher-ups, it's also a waste of your time to keep butting heads with someone who will never see your product's value. This happens rarely, but when it does there's usually nothing you can do. If there's no more company, there's no more deal. Wrap the relationship professionally so when your prospect finds a new gig, they'll be more likely to restart the conversation from a new company.

    Ask your prospect to define their competing priorities for you.