Sales as many think is not a number game but a ratio game, which you must understand to be successful in business. Ratios between suspects to Prospects, Prospects to Meetings or calls and then converted to orders. 

Taking into consideration of the average order value up selling and cross selling related items and add-ons should be increased. There will be up gradation also in the purchases of customers who will prefer to cross over for the next higher version.

The most dreaded item by sales persons are the pricing. They are reluctant to broach because of the fear of chasing away the customers but the realities are different. If you do not want to waste the time with browsers the price must be told and prepare the prospect with a budget at an early stage of the business.

Project that they are about to invest in something as investment implies return while cost is drain out of resources. Outcome will be quite encouraging. Establish that the service or the product value outweighs the cost. Price alone will not deter a buying motive. If price happen to be the real problem probe ways and means to add value to the product.

Many policy makers are misguided with the confusion of isolating the suspect from the prospect. This is likely to overestimate the potential market. A suspect actually needs your product or service. On the other hand, prospects are qualified leads that have Money, Authority and Need and have the intent to buy in the near future. If the person do not have the three that person is a suspect.

Prospecting is an art which every sales person should develop to shine in the carrier. Get referrals from satisfied customers as soon as you close a sale, when the customer is in an elated mood. Among your satisfied customers cultivate advocates, train and reward them keeping good rapport with them.

They should not be let down on any count and should not be allowed to become reluctant about you or your product. Refer them as the persons to give a feedback about the status of the company to the referrals. They will support by their remarks. If you look after them fairly well, in turn they will help your business grow.