Richard ToutounjiDirector, Meet Your Network · Connecting fitness & wellness suppliers to our marketing community.

The Simple Trick Will Boost Your Sales By 20%

17 Oct 2024 · 1 min

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0:51

In this brief interview, Richard Toutounji explains a straightforward method to increase sales conversion rates by roughly 20%. He emphasizes the importance of first measuring the lead‑to‑contact ratio, moving away from outdated, overly friendly “soft‑sell” tactics, and instead focusing on genuine rapport and problem‑solving conversations. By qualifying prospects based on the problems they need solved and ensuring the dialogue is centered on value rather than casual banter, salespeople can more effectively identify fits and close deals. The conversation also suggests re‑framing the language around sales to create urgency and commitment from prospects.

Chapters

What can we do just to improve our percentage of sales just by 20% on something you can share with us today?
First thing is you've got to measure how many leads did you get, how many have been contacted. It's not call to contact, it's lead to contact. And it's no longer being really insipidly sweet and being so nice and laughing at the jokes and, oh yes, oh, we got a great club, come on down and I'll show you around. I mean, that's just so old school. We've got to find out if they're going to be a fit in your business because they're ringing up you with a problem. Get enough rapport, find out what their problem— people pay to have problems solved and you've got to make sure you can have a conversation. So if you're not having conversation, guys, you're not making sales. And let's just take the word sales away and they want to put the phone down and say, I can't wait to meet Richard. Not, oh, I'm just going to have a look at the club. If that's the case, you have a problem.