Use Ice to Increase Your Sales

Did you know that “ICE” can help you turn a cold lead into a hot sale? This easy to remember acronym maps out the most effective way to work with a new prospect? Yes, it’s that simple. Regardless if you’re selling high ticket products or professional services, remembering to use “ICE” will help guide you through the sales process. What do the letters signify?

I is for Investigate
Start by performing the necessary due diligence to determine if a prospect is sales worthy and qualified. Don’t be afraid to ask the questions needed to weed out those not qualified or pursue those that have potential. This “investigation” can be accomplished with a pre-prospecting call or even during your initial contact with a prospect. Remember, gathering this information isn’t intrusive. Rather, it’s the only way to avoid wasting your time on those that can’t or won’t buy from you.

C is for Convert
After you’ve determined that a prospect has the potential to buy, pull out your sales techniques and skills and convert them into a client. Use the information that you’ve acquired during your “investigation” to tailor your presentation to their needs, and don’t forget to ask for the sale.

E is for Expand
Don’t let a sale be the end of your contact with a client. Consider other opportunities for more business. Try cross-selling and upselling the full plethora of products and services that are applicable to a client. Ask for referrals and offer contacts that might be helpful to them. Keep an open line of communication with the client after the sale and focus on repeat business. It’s always easier and less costly to sell to an existing customer than to pursue a new one.

Article Source: Main Articles

Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989. Adrian Miller Sales Training designs and delivers executive-level strategic consulting and sales-level performance training for your unique business. As a recognized sales training expert, Adrian’s results-driven solutions go far beyond “theory” and “feel-good rhetoric.” Her vision is focused exactly on what you need: a sales force that is achieving more. Adrian works with clients that range from Fortune 500 companies to small entrepreneurial firms. Her clients encompass a vast diversity of industries, including financial services, publishing, manufacturing, accounting, biotechnology, legal, healthcare and technology. Adrian is a nationally recognized lecturer, a sought-after conference speaker, and an accomplished author of “The Blatant Truth: 50 Ways to Sales Success”. Frequently published in major business publications, her articles cover a broad range of sales-related topics.

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