Picture of John Pyron, the Business Doctor

John Pyron, the Business Doctor

Sales Consulting: Converting Potential Leads Into Customers

Are you looking for ways to increase your sales revenue? The simplest way of doing this is by increasing the productivity of your sales force. Whether you are a company or an individual, it is important for you to have a sales process. The main idea of this process should revolve around two simple aspects – to be recognized and then to analyze your options.

Converting potential leads into customers is very essential in order to make your sales and marketing strategies effective. Doing this is not hard if you have the right strategies in place. Getting the right consultation can help you transform your organization and increase productivity. Here are some methods that can be employed to improve sales.


When it comes to sales consulting, it’s important to offer a unique item with certain benefits that will appeal to the lead and at a reasonable price in order to keep their interest. Have a fixed time period wherein this offer is available in order to make the prospect visit you or call for the service.

The place where most businesses tend to go wrong is when they offer non-benefits, like quality and service. This makes them sound like every other business in town. Therefore, if you can make ‘specific sales offers, the customer is more likely to be taken up by the urgency of the offer.

Have Trained Staff

If you are in charge of a team of people, make sure your team has all the necessary information about the offers being advertised. Develop the skills of your staff. Providing good customer service to people will make them want to return. Scheduling an appointment with the lead tends to bring a sense of closure to any prospect. The person feels that the deal is settled and they don’t bother re-thinking their decision. So if your staff is dealing with the sale, give them access to your calendar so they can set appointments.

Sales Consulting

In order to get the best results, your team will require guidance and support by an expert in sales consulting. They need to know how to be effective and be of maximum value to keep the interest of the customer. Training your sales force in different ways to sell successfully and getting a consultant on board to guide the sales team are things you shouldn’t be postponing. Get a consultant who has the experience in your line of business. He will know the bottlenecks and will have the right solutions.

Resolve Concerns

You need to be capable of understanding any problems expressed by the lead. Once you sound confident and capable of addressing their concerns, they will feel more certain about going for the product or service. It is important to remove any inaccuracies that are present in your sales strategies, thus instilling confidence in your customers. So, learn more about your products and service and become thorough with their benefits and uses.

Down-selling and Up-selling

These aspects are important in any form of marketing.Offer your customers complimentary products or upgrades to go with their item of purchase. This is known as upselling. Down selling, on the other hand, involves selling a lower priced item to the customer. This is done to save the sale since the original item was too expensive for the customer. This pleases the potential customer as you have been able to cater to their need.

These are a few techniques that can help convert your leads into customers thereby increasing sales. Thus, showing that with the right consulting and marketing path you can take your sales to newer heights.

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