Scaling Through Sales Expertise: A Guide for Business Owners

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Continued > They are the reason that you should be looking forward to the expansion of your business. You know what you can provide your customers if you can just make it happen. You may be tempted to take off running with the enthusiasm to accomplish what you want. But you must consider how business growth looks long-term. Rather than trying to substantially increase your budget or scurrying to find resources, a steady scalable growth plan will get your business from point A to point B in a smoother and more controlled way. With increased profitability from your scaled growth, you will have the ability to expand the size of your team. Once trained and ready, these additional employees can provide an extra layer of management or manpower to help complete tasks behind the scenes and enhance the performance of the company. And just like that, your growth trajectory begins. It Starts with Smart Sales Incorporating smart solutions at the sales level is often where home improvement businesses find the best opportunities to grow. Because sales organizations are often process-oriented, thoughtful changes in technology and methodology can go a long way. With the proper research and smart choices, a business owner can easily use sales to scale growth and start making considerable gains in hiring capability, productivity, efficiency and revenue. Most critically, your sales organization needs a solid foundation provided by knowledgeable and dedicated sales management. Your sales manager(s) should have a deep understanding of what your customers both want and need. They should be familiar with the concept of cost versus value. How well do they relay the benefits of your business to your sales team and your customers? The person heading your sales organization should have a strong grasp of your customers' personalities and then some. Solutions that can be useful for sales managers and business owners alike include options that can turn a no into a yes. They should be able to use these tools to analyze the business you're losing and increase the business you're getting. A great example of a solution that helps sales is a screening tool that helps identify customers who have high purchasing power. Tools like this allow a sales person to proactively approach customers with information about their qualification for projects, giving them an optimistic look at what they can accomplish. Customers who may be shying away from engaging with your business are delighted to find out that they can actually get something done. Along with tools that help with the identification of new prospective customers, there are also tools that can help customers come to you. For instance, if you advertise as a business that provides payment options with competitive interest rates, you could have a leg-up on your competition that doesn't offer such comprehensive payment options. Choosing Your Stand-Out Methodology Sales methodologies are used to enhance sales and provide your sales team with a streamlined process that's easy to follow. As an example, many people use conceptual selling as foundation for easy and interactive sales. Instead of selling a particular product or service, the sales person sells the concept – like living a comfortable life in a fully air-conditioned home. Often, sales people are encouraged to follow a three- step approach to sell the concept that the consumer is truly looking for: getting information, giving information, and getting commitment. If your managers are looking for more intricate methods, The Sandler Sales methodology promotes leadership, high engagement with prospects and the honest, organized exchange of QUICK TIP Going paperless is an easy way to bring more convenience to your customers.

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