Establish A Mechanism for Home Based Business Sales

Are you struggling to generate a steady significant stream of home based business sales? Are you tired of not having enough home based business sales to offset your costs?

What I’ve realized learned from some of the best retailers of home based business sales products is that you need to do this one thing really well to boast your revenues. It could be true that you may be an excellent one-to-one salesman and can probably sell ice to an eskimo. However, that is a very difficult skill to duplicate down an organization. Let’s face it: super salesman do not grow on trees, and very few amounts of people that you will come across will actively and passionately go out and sell for the sheer love of it.

The truth is that most people are deftly frightened of sales.

They don’t like it, they secretly feel embarrassed of the products they have to offer, and they feel sleazy for selling to people. So as a team leader, you must find a resolution that will take the individual pressure off of them but still be able to tap in to their networks. And what do the top retailers do?

The best home based business sales retailers run events!

OK… maybe that’s not a well-kept secret, but there’s a science to how you run events that determine whether or not you leave with a sale or empty-handed. Here is what separates a typical event from a selling event:

1) You must provide value -

Our most effective home based business sales events occur when we dispense valuable information to our target customer base. Case and point, my wife is a great retailer. She specializes in cosmetics, and as a company trainer, she is also a certified makeup trainer. She invested in herself to make herself in to a makeup expert and uses her expertise to boost her sales. She conducts general education classes and makeup workshops that target ladies who are interested in learning professional-grade makeup techniques that are simplified for everyday use.

By providing this value, she is able to attract a larger volume of guests, which increases her chances of completing a sale, a powerful form of attraction marketing.

2) Product Demos -

If you’ve never done a product demo for your home based business sales events, you are losing valuable sales opportunities. One of the lessons that I’ve learned being in network marketing and seeing so many affiliate products, mine and others, is that most products are top-notch. Very few network marketing companies carry inferior products, but the downside is that they also don’t invest in mass market advertising, which is why you are involved in your home based business franchise. You are the marketing mechanism for them.

Think about it: if demonstrations weren’t powerful, why would infomercials, Costco, department stores, and kiosks at the mall all utilize this strategy to draw you in?

When you host your events, you should always focus on doing some sort of demonstration of your product after the general information has been covered. Make sure you pick products that have symmetry with the topic that you are covering at the event, else it loses its value.

When doing your demonstration, be sure that if you are promoting a health and nutrition product, have a control piece as well. What that means is that you should have a demo without using your product to demonstrate to the audience the difference of using your product, and what it means to not use your product. For my website company, we have programmers sit down with the prospect and show them the capabilities of the website via live webinar to demonstrate the ease of use of our platform website builder.

3) Have Roles -

A well-run home based business sales event needs to have team unity where each team member knows their role in the sales process.

- You always have a presenter who gives out the information. That person also does the demonstration.

- Another team member sets up the demonstration while the speaker is engaging the audience.

- A team member needs to greet the guests as they come in and help them get situated by filling out a questionnaire to extract extra information (i.e. “What question do you wish to address in terms of health and nutrition?”)

- You need to designate a sales person. That person should be the “closer” that collects the payment and is responsible for upselling packages and promotional items.

If you have a team that is well-versed in these tasks, then you will watch your sales revenues spike because it’s not reliant on one person doing everything.

4) Build Packages and Promotions -

Sales sell in a traditional business, and so too in a home based business sales event. Try to create promotional packages grouping several products together, or run a special on promotional items to entice customers to buy at the event. Make sure you stress that the sale is ONLY for this event so it creates a sense of urgency.

Promotions that work best for us are bundles of several low-end items, as well as offering tiered pricing and incentives for purchasing a certain dollar amount. In comparison to events that don’t have packages, sales for packaged items always increase overall sales by 33-50% at our events.

5) Always Promote the Next Event -

We have a saying in our company: “Who’s the best speaker? The next speaker!”

What that means is that one of the keys to genuinely strong home based business sales teams is that they always promote the next event before the current event is over. It opens up the opportunity for you to book your guests for the next appointment. It also allows your team to provide incentives for guests to invite their friends to the next event, which will organically grow your retail audience and increase potential of sales.

Make simple, effective, and professional flyers for the next event and have them ready to distribute to the attendees. Give them a few extra to give to friends. If you use that incentive suggestion in the previous paragraph, they will no doubt be motivated to promote the event for you. We offer discounts for customer from the current who attend our next event.

Conclusion: At the end of the day, it’s all about teamwork and commitment. When you have a group of entrepreneurs that are dedicated to generating significant revenues for yours and their home based business sales events, then you will have the beginnings of a fantastic lasting formula of success. If your speaker does a good job, they will have already done half the sale because they stressed the importance of why the product is needed. The demo moves the customer to want to buy, and the closer comes in and finishes the job. It’s a fluid sales process.

Now that you have learned an effective mechanism to boost offline home based business sales, let me introduce you to a way to leverage the internet sales aspect too. Would you rather have only one channel of distribution, or two? Multiple streams of revenue are always a plus, especially if they work in unison.

There are a lot more tips that we can share for running events, but to go on and

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How to Improve Sales: Top Sales Strategy Tips From a Business to Business Sales Coach

If you sell value-add or business critical solutions or services B2B, these top sales strategy tips could be the catalyst to help improve sales performance. Find out how a coach that constructively challenges your strategy and approach could be a key factor for success.

Sales Coach Tip #1

Eliminate Comfort Zone Selling to Improve Sales Performance

Many salespeople and often the companies they work for are slaves of comfort zone selling. They go through the same old “hit and hope” sales routine, hoping for the best but winning too little profitable business. This is the best place to start looking when considering ways to improve sales performance.

A prospective customer requests a presentation, proposal, demonstration or trial and most salespeople are keen to oblige. That’s a lot of commitment from a supplier. Effective salespeople qualify well and work to ensure they gain enough commitment in return, before they agree to dedicate time and effort.

Few companies stop to calculate the cost of each failed sales attempt, whether a formal tender or a less formal proposal. Consider the total hours lost in meetings and response preparation for a bid that fails. A skilled sales coach will ensure valuable time is spent wisely and only on winnable opportunities.

Sales Coach Tip #2

Profit is Sanity So Keep the Focus on a Margin Rich Sales Strategy

Now think how many of the bids you win are “margin compromised” as opposed to margin rich? Being the price leader in an attempt to improve sales performance may work for the budget shop, but it’s a very poor sales strategy if you sell value-add or critical solutions or services business to business.

Business critical purchases tend to be far less price sensitive than prospective customers would ever like to admit. The risk of a poor buying decision is too high for false economies. Yet supplier nerves often trigger unnecessary discount just to get the deal done and thus the margin is often compromised.

Before you weigh up the merits of using an external coach, think just how much you might be losing by pandering to false price pressures. A good sales coach is a catalyst for the behaviour changes needed to improve margin rich sales performance and any investment here should produce healthy returns.

Sales Coach Tip #3

Why Let Purchasing Departments Determine Your Sales Strategy?

The market too often expects suppliers to jump at any opportunity to bid. Many suppliers conform without really considering how well positioned they are to win or the business viability if they did. Suppliers that professionally hold their ground can gain significant credibility with prospective customers.

Too many salespeople just look for a solution match. Ticking the boxes against a specification, RFP or ITT is only one aspect to consider. Any good sales coach will ensure that the primary focus is on access to the key influencers and decision makers – the people who can make things happen.

Assuming the project is real and they will actually spend money with someone soon, there is always a danger you may only be making up the numbers. A smarter B2B sales strategy helps you weed out the false opportunities from the real ones to avoid situations where the odds are stacked against you.

Left to their own devices, most salespeople can become habitual and even if they work hard, they may not work smart. A skilled external sales coach will help them identify and avoid the false opportunities they might otherwise chase, whilst honing their ability to qualify, develop and win the true ones.

Sales Coach Tip #4

Serious Buying Decisions Demand Deep Consideration

Imagine your career relied on selecting the right supplier of a business critical service. How much would you be influenced by a likable salesperson and how much by their ability to correctly set and meet your expectations? Suppliers failing to grasp this will find it hard to improve sales performance.

We often hear that “people buy from people they like.” This is just too simplistic when it comes to value-add or business critical solutions or services. In such situations people will buy from people they hold credible to deliver to expectations. Anything else would put their careers seriously at risk.

And if people make serious buying decisions based on how confident they feel in a company’s ability to meet expectations, then why do so many suppliers waste time pitching their solutions instead of asking constructive questions and listening well in order to build strong relationships with the key players?

If you lack confidence it’s often tempting to slip into pitching mode rather than really engage your prospective customer. You may feel on safe ground talking about the features and benefits of a solution you know like the back of your hand. Your prospective customer may well be more bored than engaged.

If you can convince a genuine prospect they are in safe hands with your company, that you clearly understand their requirements and will deliver to the expectations that you set, then why would they not select you? Ironically, many salespeople only scrape the surface of sales opportunities and thus fail.

Sales Coach Tip #5

Specialist Niche Player Supplier or Large Generalist Supplier?

Small companies often have an inferiority complex, however with the right B2B sales strategy, a specialist niche player can often beat larger well known bidders. The key is to determine early on whether a prospect is prepared to break from the herd to go with a lesser known company with a better offering.

Prospective customers may operate within their own comfort zones and some will turn away from the better solution in order to ensure the safety of their own derriere. A good sales coach will help you separate prospects that will only ever play safe from those that are prepared to back the best solution.

And Finally, Back to Sales Coach Tip #1

When you think about it, comfort zone selling is in many ways at the root of all of the above issues. It is habitual, even self-satisfying in the short-term to be working so hard on so many opportunities. However it is far less rewarding in the medium to long-term when too little of any real value comes to fruit.

To eradicate comfort zone selling means raising the bar across the board. A business to business sales strategy evolution is more viable than a potentially disruptive revolution. It can be a mistake to

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