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Increasing sales takes more than having a great product. Selling can be challenging. It's a complex process of human behaviour with no shortcuts. Marketers who increased sales took deliberate steps based on proven sales principles and techniques. More than likely, marketers who struggle to win customers either haven't been prospecting the right way or aren't putting in enough effort. Whether you're selling a digital product online or you run a brick-and-mortar business, these behavioural principles will work for you. They'll help you drive more visitors into your marketing funnel and convert casual visits into sales.

Influence marketing is here to stay, so you should embrace it. Almost 60% of marketers intend to increase their influencer marketing budgets over the next 12 months. You see, influential people tend to sell more product. It's not because they've created the best product — sometimes, that's just not true — but because over the years, they've built credibility. People trust their opinions. Remember that influence isn't the same as popularity. They're not interchangeable, though a lot of people regard them as such. Always assume your prospects will buy only what they need. How can you convince them of that need? Emphasize the features of your product or service that reduce costs and solve problems for the customer. Sometimes you can reposition your wares. For example, you sold wool uniforms for their look and feel; now stress wool's durability and lasting value. Be creative in your sales and marketing.

Know both what to do and why you're doing it at every step along the way. Who are you targeting and why? What are you going to tell them and why? What are you going to ask them and why? What is your proposal going to look like and why? When are you going to ask for the order? If you don't feel sure of yourself at every step of the selling process, get some training or guidance. Realize that you are the team leader. The company looks to you for direction and supports your effort. To build a strong support team willing to go the extra mile when you need it, give your team the credit for everything that goes right, and take the blame when it goes wrong. Focus on your goals. Test every activity for its importance and urgency. Create an ideal schedule, and test your actual time use against it daily. Remember, just one hour a day used more productively adds up to more than six extra weeks of productive time a year.