IJP Consultancy Ltd
Selling well is the key to the success of any business.
Sales equals orders which means revenue coming in and hopefully profit.
In SME’s and larger organisations this profit pays the wages, R&D, covers premise and manufacturing costs and importantly covers marketing and other growth expenditure.
For smaller businesses including ‘solopreneurs’ and sole-traders the money coming in is even more important than that!
As well as funding your business it’s also what put’s the shoes on your kids’ feet, the clothes on your back, pays for the car and the holidays, fills the fridge and helps you sleep at night!
Whether you are in a business large or small, surely therefore it must be worth investing some time and money in improving your sales skills to help you bring more orders in.
Even basic stuff like what to say when someone says NO.
How to prevent a no in the first place and how to address the perennial ‘It’s too expensive’!
Do you know what your conversion rate is?
For those who haven’t come across it before, it’s the ratio between orders coming in and proposals/quotations going out.
It is a key measure of how good you are at selling. 1 in 3 is good.
It is what I expected of and trained my people to deliver.
Do you know what yours is?
If not you need to. You may be surprised…. and unfortunately disappointed.
Still if you are way off the mark think what an opportunity that presents to get you and your people selling better. Unless of course you don’t want to be more successful and have more holidays, a better car and a full fridge!
Sales and selling successfully really is the lifeblood of your business and you owe it to yourself and the people you are responsible for to be the best you can be!
If I sound passionate, almost evangelical about this, then I am. I’ve been doing it for over 30 years. I know what a difference it can make!