CREATING EASY WINS

Part of the job of being a salesman is knowing your customers needs. If you know what your product offers and what people win, targetting easy wins becomes a matter of common sense. You cannot sell a Rolls Royce to someone that cannot afford a Mini. I have used this expression many times in sales, although those salesmen that ignore it are the foolish ones that miss out on obvious easy win tactics.

Budget

If a product falls within a customer's budget, make it even more attractive by adding incentives for multiple purchase and sweetening the deal for both your company and theirs.

Take care of your regular customers.

Regular customers, no matter how small their orders are the bread and butter customers, and the ones that create a flow of reliable sales. They have already established a rapport with the company and the short sighted salesman may dismiss them as being little customers. A savvy salesman will recognize that a thousand little customers on a regular basis is a marvelous opportunity for easy sales. Keeping them happy, and not treating them disrespectfully simply because they are a small customer will keep that flow of easy sales going.

Chance sales

Many salesmen find that easy sales do happen without much intervention from their sales tactics. This is a bonus but one that needs careful scrutiny from the sales person's point of view. People who buy quickly make mistakes with snap judgment. If the salesman can go through all the alternatives with the customer, being sure that the product fits their need, not only is the easy sale achieved, but it is enhanced by giving the customer trust in your explanations and the fact that you went the extra mile. This can make those chance sales into more successful ones and also create easy sales for the future, so really is worth pursuing.

Assessing business need

If your workforce are on the ball and do have an idea about what others are offering customers, this can play in your favor, in that you are in a great position to offer workable alternatives at better prices. Talking to customers works. Listen to why they are loyal to other customers, weigh up what kind of deal you can offer them, and even if they don't change straight away, carry on plugging your product and comparing with others, because when you win that company over, the sales that follow will be easy ones since you have already done the homework.

Using Statistical information.

Yearly statistics are really helpful. They tell you how much people spend and when, and enable salesmen to get into visits with clients at times of year when the budget is ripe for buying. Many companies have money left in their yearly budget that they really do have to spend before a set date and the statistics will clearly show buying trends. Remember, these are the big spenders, and the easiest sales of all, because their need to spend their allowance for the year makes them keen buyers .
Overall

Easy sales are possible, and make up a proportion of the workload of a salesman. Making the most of easy sales opportunities gives the efficient salesman more time to work on the possibility of future easy sales, by keeping potential customers advised of product changes, and enhancements, and winning them over for the future.

Remember the customer is always right, but that some are more right than others !

Learn more about this author, Rachelle de Bretagne.
Click here to send author comments or questions.

---

Add your voice

Know something about Sales tips: Creating easy wins?
We want to hear your view. Write now!