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There are two main ways to increase your dollar per sale. One involves selling higher dollar products or services, and the second involves selling “multiple” products to the same customer during the presentation.
Higher Dollar Products
As mentioned above, examples of this would include specializing in higher-end homes for Realtors. Sell $400,000 homes instead of $125,000 homes.
In insurance, you may specialize in group policies. In equipment sales, you may go after larger corporations that will need the biggest models to accommodate their volume. In financial planning, you may go after the “Whales” instead of the local Joes. It doesn’t matter what your industry, there’s usually a dollar range. Just make the decision to sell the higher dollar items. But make sure you don’t sacrifice profit for volume. You obviously need to look at what makes you the most money!
Multiple Products or “Package Selling”
Package selling can positively impact your sales numbers faster then anything else. It’s just a matter for you to decide to sell a “package” of items to a decision maker instead of a single item.
Invariably, rookies usually start in an industry by selling the “lead product.” As they become more experienced, they often started adding additional products or services. An example of this is the copy machine rep who learns to really start selling the service agreements or the lease options. When the copier rep first started, they were so clueless, they could barely even present the basic model. With experience, they can offer the higher-end models, and with package selling, they can start offering the “office suite” of products!
Where before the copier rep sold a machine, he now sells the high-end machine, the 24 month maintenance agreement, the fax software, the toner supplies, and the sorter/duplicater, etc! Instead of a $15,000 sale, he’s now getting a $25,000 sales, all with the SAME amount of effort!
Other examples would include the insurance salesperson selling five different policies to a family versus just one policy. Or the Realtor becoming the buying AND selling agent, and maybe even helping the same client with a timeshare and winter home! Just use your imagination. You can develop different packages to sell to different types of prospects. And it’s very easy to sell these packages. Our 401 Level Course, “Lethal Sales Training” covers package selling a lot more in detail.
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