Win Without Pitching

As a business owner, you want to do more than just sustain your business. You want to grow it. To expand your business and increase your profitability, you need to do more than just maintain your revenue stream. You need to increase your revenue stream and decrease the cost of sales so that more revenue translates to more profits. Sales Focus Inc. (SFI) helps you do that.

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Outsourcing Your Sales Team is the Only Way to Achieve These 5 Benefits

There’s no question that your business needs a sales team to be competitive. But, there is room to question whether or not that sales team needs to be yours—i.e., company employees.

Attracting, onboarding and retaining top sales talent is a costly undertaking. You could get the same results—improved sales performance—at a fraction of the cost by outsourcing your sales team to Sales Focus Inc. (SFI).

SFI implements our proven process-driven approach to identify, develop and execute customized sales outsourcing solutions—solutions that bestow these exclusive benefits:

#1: Hassle-Free, Customized Recruiting

When you choose sales outsourcing from SFI, you Click to read more →

Pro Sales Technique: Find Your Value

The real value of what you offer is likely not in the products or services you provide or even the price. The real value is what you offer your customers and clients that your competitors don’t. Finding that value is essential to increasing your sales and growing your business.

Most of What You Offer Isn’t Your Value

It’s basic sales knowledge that you need to demonstrate your value to your prospective clients to make sales. It’s why you hear things like “features over benefits”. You need to show your prospective buyers that what you sell will meet their needs, ease their pain and provide the best value.

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5 Tips to Manage Your Sales Team

“I can manage my sales team with my eyes closed and my hands tied behind my back,” said no sales manager ever. No matter how many years of experience you have, there’s always something you can do better. Those “somethings” are often leadership concepts, approaches and strategies you already know but just haven’t applied. If your sales team needs a boost in performance, these five tips might help you lead them to the next level.

Tip #1: Prioritize and Generate Enthusiasm about Training

If you’ve scanned our five tips, you’ve likely thought to yourself, “I already know this.” We’re not claiming to tell you something you don’t already know, but we are reminding you why these tips work so that you actually implement them. That’s the Click to read more →

How Selling Strategies Can Benefit Your Business

Sales are the lifeblood of your business, but you need more than a sales team to ensure sustainability. To make the sales you need to thrive in your industry, you need to make sales cost-effectively, and the requires a strategy.

What Is a Selling Strategy?

By definition, a strategy is “a plan of action or policy designed to achieve a major or overall aim.” So, a selling strategy is an intentional, well-thought-out approach to how you are going to get more clients, sell more products and encourage repeat buying and up-sales so that your company can get an edge on the competition and grow.

Obviously, selling strategies must be tailored to each business and each business’ unique goals. They may include: Click to read more →

Be A Leader by Being Yourself

A famous Major League slugger was almost washed out in his first year because he tried to be someone else. The rookie started out hitting beautifully and soon led the league. Sports writers were singing his praises. Suddenly he went into a slump. His batting average dropped from .460 to .140. Days went by without him being able to get a scratch single. Finally, the manager benched him. Three days later the manager met with his coaches. He had to cut his roster and wanted their opinion. The manager had decided that the once sensational rookie should be sent down to the minors for further seasoning. One coach, a grizzled veteran, disagreed. “Let me have a few days with him,” the coach suggested. “Okay,” the manager assented. “Three days only.”

The coach, who had been a great hitter in his time, took the rookie aside. He told him to take a few swings of the bat. “Say,” the coach observed, “you cut at that ball just like Hank Aaron used to.” The youngster blushed. He admitted that Hank Aaron had been his boyhood hero. All through sandlot and high school baseball the rookie had tried to pattern his swing after that of Arron. It had worked wonderfully and actually carried him here to the Majors. And, here in the Big League, it worked, too—for a while. But now, once the pitchers figured out his weakness, he went into this slump.

“The trouble is,” the coach told him, “is that it really is still Hank Aaron’s stance and swing. You can never quite duplicate it and even if you could its doubtful if it would be exactly right for you.” Click to read more →

How to Work – Effectively – with Challenging Customers

The sales profession is a “people” profession: if you don’t like people, come not near!

In our contact with so many people we’re bound to come across some customers who are a challenge to get along with. Some salespeople would avoid transactions with challenging customers altogether, but they lose out on valuable business. There’s no reason for you to forfeit a potential sale; instead, use some understanding and thoughtful action to create an effective working relationship and close the sale.

The following are some tips for things to avoid – “don’ts” – when dealing with not-so-cooperative customers:

New Season, New You!

As we begin the change of seasons from summer to fall we feel the temperatures change and see the leaves changing on the trees and wildlife get ready to hibernate. It seems, too, that nature’s wardrobe is inversely related to ours: as the trees change and drop foliage, we add layers to stay warm.  With all of the change going on lately, have you stopped to think of what you might change to improve your sales?  This is a good time to take a break – maybe even take a nice long walk – and engage in a bit of self-reflection.

Dedicate the time now to take inventory of your strengths and weaknesses. Yes, we all have weaknesses (we are human), but instead of being ashamed of your downfalls, learn from them.  They can be a powerful tool in the reinvention of your sales self.

Look back at the past year, professionally.  What do you think you did right and where did you not succeed as you wanted?

On the positive side…

Did you have any Click to read more →