#salesmastery

This is a practical chat session I had with a prospect to increase sales at his filling station...

PROSPECT:- Hello IT, How are you?
Many thanks for sharing how to increase sales output

MEE:- Ur welcome my friend....

PROSPECT:- Big question,how do you increase sales in a filling business? Let me paint a picture for you. I run a filling station in an environment where there are a lot of filling stations and this kinda reduces the desired volume I'd love to sell per day. With your expertise in sales/marketing,what do you suggest I do to increase my sales volume from 2,700 ltrs per day to 6,000lts per day? Your response will be highly appreciated

MEE:- Hmmmm.... Let me brood on this....

PROSPECT:- Ok

MEE:- Is it a private filling station? How much is your current pump price?

PROSPECT:- It's a private one, I am currently selling at the prevailing selling price around my location which is N130 per litre

MEE:- Hmmm. Okay

PROSPECT:- tough uhn?

MEE:- Well.... There are things you can do.... Give me some minutes.

PROSPECT:- Ok Boss... Take your time. I appreciate your time.

MEE:- I don't have a prepared solution for this business model. When there are so many options for the consumer what people do In most cases is drop price which will increase sales almost immediately, price could be as little as 2naira it matters to the consumer... But as easy as it sounds I don't usually advice you play with price... But in this scenario dropping price will increase sales rapidly becos your product kind is common and available elsewhere... If you can't play with price then add an addittional service/product to incentivise the consumer.. It could be Bringing out a form that qualifies buyers for raffle draws after buying a number of times where they will win some prices... Putting out forms for buyers to buy a number of times then they can get the alignment of their cars done for free.... Or win a small keg of Oil or an extra litre of petrol or half litre as the case may be, Or partnering with a business close buy e.g car wash, vulcanizer... Where you would have pre discussed with them that some customers will come to them to get a free service once, using a ticket in your name stamped... Once they bring that ticket they can do that service for free and then bring the ticket to the filling station to get their money... The ticket might cover only pumping of tyres, washing of cars excluding engine, radiator e.t.c. Let me know if it helps

PROSPECT:- Wow! Sounds very good. I think I'll go with option 2 where you suggested customers may win prices like an extra litre of fuel or a keg of engine oil. I would also consider the free services in areas like car wash, vulcanizer,etc. Cause I have some of these guys around me. I thank you so very much for your time. God bless you!

MEE:- Ur welcome....


Sales lesson...
1. Every sales situation is specific, only a trained sales person know how to apply different methods for different situation and products

2. Qualify your prospects please... Don't assume anything qualify and qualify and ask repeatedly I hope this helps, if its no, ask why then handle the complaints and objection... (You have to be trained tho to be good).

3.Don't take any objection personal, the prospect might not need what you are asking him... But once you notice that your prospects needs it and he doesn't want to make a buying decision, pressure him and insist he makes a buying decision.. He'll thank you later... (Pressuring is another level of creative selling I wish you knew) . I love Selling cos it's interesting its like Medicine, a salesman keeps the economy thriving.

4. Your product might not be selling petrol or kerosene, but don't play with price with 20percent, 30percent or 40percent discounts here and there, instead of doing that add bonuses that are of value and relevant to the main product. Discount lowers brand value in prospects mind..

If you have any questions let me know in the comments
I hope this Helps
@falohunitunu
Bbm:-2BA5FFAD
Your friend in sales