Increase Sales

How to Increase Sales Productivity?

How to change your mindset?

Ingafay emphasizes the importance of shifting the sales mindset from selling products or services to selling oneself. She argues that clients are looking for a personal connection and trust in the person behind the product. To establish this connection, she suggests starting conversations by getting to know the prospect as an individual, rather than leading with a sales pitch. This approach allows for a genuine relationship to form, which is more likely to lead to sales because people buy from those they know, like, and trust.​​​​​​​

How to serve people instead of sell?

Ingafay also stresses the significance of serving rather than selling. She compares the sales process to the work of lawyers and doctors, who ask questions to understand their clients' needs better and provide tailored solutions. She acknowledges that introverts may find this challenging but promises to share a technique later in the video to help them use their innate gifts effectively. She also recommends recording sales calls to analyze and improve one's sales technique, ensuring that the focus remains on understanding and serving the client's needs.

How can I analyze the effect of my sales process?

Lastly, Ingafay introduces the concept of service goals, encouraging viewers to focus on the number of people they serve rather than their sales targets. She cites Zig Ziglar's philosophy of helping others get what they want to ultimately achieve one's own goals. For introverted viewers, she offers a survey guide to help create pre-qualification questions that can ease the discomfort of direct questioning, allowing them to serve their clients better and utilize their natural introverted strengths in the sales process.