Are your sales anemic? Overhead crushing your business? A new
business-focused reality show recently debuted that's got a profit
prescription for you, courtesy of sales pro Grant Cardone.
How does Cardone recommend ramping up sales? Here are a few of his key tips:
Identify the problems. Cardone starts each show by
shopping the store incognito -- and armed with a hidden camera -- to
find out where the sales process is going wrong. At the gym, membership
prices had crashed because the owners didn't believe they could sell
their higher-end facilities for a premium price against cheaper
competition. At the dealership, staff couldn't stop talking about how
their lot had nearly been shuttered by GM in 2009, and weren't focused
on making the sale.
Use and know the products and services you sell. At both businesses, top management weren't using their own product. The gym owners didn't use the personal trainers and had never taken a spinning or aerobics class. The GM salesmen drove other car makes to work, and many couldn't name the sticker prices of the cars they sold.
Create a system that's easy to understand. Each store got a simple, five-step system from Cardone, from greeting the customer through to making the close.
Engage customers with technology. Cardone trained staff at both companies to use smart phones to snap pictures of prospects working out or sitting in their dream car. Then they sent the photo to the prospect, capturing their email in the process for follow-up. At the dealership, new software allowed salesmen to whip through deals that used to drag along for hours.
Ask for the sale. It seems obvious, but time and again sales staffers let a deal slip away because they didn't come out and say: "I want to sell you this car today." Or, "If you sign up today, you'll be on your way to being in the best shape of your life." Cardone also taught the sales teams to create incentives to pay more -- a slight discount for paying a year's gym membership in advance, for example.
Source: http://www.entrepreneur.com/blog/219900
How does Cardone recommend ramping up sales? Here are a few of his key tips:
Identify the problems. Cardone starts each show by
shopping the store incognito -- and armed with a hidden camera -- to
find out where the sales process is going wrong. At the gym, membership
prices had crashed because the owners didn't believe they could sell
their higher-end facilities for a premium price against cheaper
competition. At the dealership, staff couldn't stop talking about how
their lot had nearly been shuttered by GM in 2009, and weren't focused
on making the sale.Use and know the products and services you sell. At both businesses, top management weren't using their own product. The gym owners didn't use the personal trainers and had never taken a spinning or aerobics class. The GM salesmen drove other car makes to work, and many couldn't name the sticker prices of the cars they sold.
Create a system that's easy to understand. Each store got a simple, five-step system from Cardone, from greeting the customer through to making the close.
Engage customers with technology. Cardone trained staff at both companies to use smart phones to snap pictures of prospects working out or sitting in their dream car. Then they sent the photo to the prospect, capturing their email in the process for follow-up. At the dealership, new software allowed salesmen to whip through deals that used to drag along for hours.
Ask for the sale. It seems obvious, but time and again sales staffers let a deal slip away because they didn't come out and say: "I want to sell you this car today." Or, "If you sign up today, you'll be on your way to being in the best shape of your life." Cardone also taught the sales teams to create incentives to pay more -- a slight discount for paying a year's gym membership in advance, for example.
Source: http://www.entrepreneur.com/blog/219900
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