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Sales Training Information
9 TIPS: Dont Sell Me - Persuade Me
We all have something in our past we believe someone
?sold? us. It might have been a lemon yellow car, a skimpy
skirt or a purple tie. We bought it because -despite our gut
feeling - we thought we were doing the right thing. We
wanted to please the salesman - and we believed that
person knew more than we did. Until we got home.
Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!
Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.
Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!
Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain.
Evaluating Your Customer
It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don?t want, don?t need, or can?t afford.
Making Sales is Easy When You Learn How to Make Friends
Friends buy from friends. Why? Because people trust that their friends
will go above and beyond the duties of a typical salesperson. They
know that their friends will give them friendly, honest help and provide
them with the product that is perfect for their needs. In return, these
people develop into loyal customers who are happy to support their
friend?s business with continued sales and referrals.
Be Yourself
Here?s the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it?s how you do this ? the words you choose and your behavior ? that makes the connection with the marketplace all about you.
Qualifying vs closing
The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. You sell both chocolate and non-chocolate candy. I'm your potential customer. You know nothing about me but you're trying to sell me chocolate candy. You proceed to tell me how great the candy tastes, how exquisite the texture is, how incredible the quality of the chocolate is, and, by the way, how affordable this candy is because your company is doing a promotion on this outstanding chocolate candy. However, you don't sell me a single piece of chocolate candy. WHY?You assumed I liked chocolate candy and I would buy it based on the information you provided. But the most important thing you forgot to identify or ask me is "do you like chocolate candy?".The answer is "no, I hate chocolate candy?". But since you never took the time to understand me as your potential new customer, you lost today's sale and future sales a well. Better Approach: I'm still the customer, you're still the candy sales rep. You're still promoting chocolate candy. The difference is - upon meeting me and establishing a rapport, your first question might be."Do you like chocolate candy?".My response "no, I never eat chocolate candy".Your response "you never eat chocolate candy, why?".My response "because I'm allergic to it". QUESTION: Do you believe it would make any difference to me, the customer, how the chocolate looks, tastes, is processed, or even how affordable it is? Your answer should be "no". However, just because I don't eat chocolate candy doesn't mean I don't know a number of other people who love chocolate candy. Also, you sell hard candy not just chocolate candy, so maybe the next question would be:"Do you eat any kind of candy?".My response "occasionally".Your response "when you say occasionally, how often is that?".My response "2 to 3 times per month".Your response "when you do eat candy, what type of candy do you eat?"My response "hard-type, mint candies".Your response "have you ever tasted our incredible hard, mint candies?".GET THE PICTURE? "Its all about asking, not selling." Once you have identified what's important to me, the customer, you have positioned yourself to sell me what I want - not what you have.
How To Stop Chasing Prospects Forever!
Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I?ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.
Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around
I was thinking about the statement:
Unleash Your Inner Sales Superstar & Win More Business Right Now!
It?s a rainy afternoon on a typical mid week afternoon and the telesales team isn?t firing on all cylinders. Cedric really isn?t pulling his weight at all. He?s been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn?t performing and decides to run a coaching session with him to try and sort things out. So far so good.
5 Small Steps To Ultimate Sales Success
?Selling worth doing is worth doing badly ? at first!?
~ Gavin Ingham, 2002
Get Leverage & Increase Your Sales Results Immediately!
Have you ever started something and not completed it? Or
maybe there?s something that you know that you should do but
you just don?t seem to get around to it? Or perhaps there?s
something that you know would benefit from more attention /
more focus but you just don?t give it the attention that it
deserves?
Body Language, Five Key Ingredients
When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well.
The First Step to Stress-Free Selling (TM)
Step 1: Get Ready - Create a foundation you can build on. This step involves prospecting and pre-call planning. Approach businesses randomly and you will: 1) Call businesses unsuitable for your magazine 2) Who don?t believe in advertising and 3) Are unlikely to advertise with you. Then appeal to them by doing homework before m contact. You will make sales more often contacting businesses inclined to advertise with you.
Simple Technique for Isolating Objections
To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Cost
2. Financing
3. Company CredibilityLet's review and address these individuallyYou say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"My response: "No."Your response: "Of these three, which is most important to you?"My Response: "Financing."Your response: "When you say financing, could you be more specific?"My response: "I have recently emerged from bankruptcy and am concerned about being approved."Your response: "Aside from bankruptcy, are there any other financial issues?"My response: "No."Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"My response: "No."Your response: "Is there a specific reason?"My response: "Yes, I'm concerned about the total cost of the unit."Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"My response: "The monthly investments."Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."My response: "OK."Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?My response: "No."Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"My response: "$125.00 would be comfortable."Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today."
My response: "Yes."You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY.
Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close."
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When The Clock Strikes Twelve!
I just finished reading another sales copy ending with the Deadline Marketing!
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Instant Rapport: The Key to Sales Success
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The Golden Week of Selling
Have you ever heard of the Golden Hour? I live with a paramedic ? so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour."
Customers Do Not Know How To Ask Good Questions ? That Is Your Job
Customers will ask you a question and you'll proceed to talk about your
product. That is why you are not making more sales. It is your product
knowledge that keeps getting in the way. Not that you do not have
enough product knowledge ? trust me you have plenty. It is that you are
not listening to what your customer is truly asking you. You are taking
their questions or statements literally instead of trying to clarify what it is they are truly asking you.
Be Yourself
Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this ? the words you choose and your behavior ? that makes the connection with the marketplace all about you.
Sales Prospects Avoiding You?
This issue's topic on sales prospects comes in response to a question I received from a reader.
Question:
Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization.
Last time we talked, he indicated he needed to gather some information regarding his current operating cost (which we most likely would be able to cut) before coming in for a demo. But when I called back at the time we had agreed upon, I kept getting voicemail. I have not been able to get him on the phone and he doesn't respond to the voicemails I left either. What do you recommend I do?"
When Sales Prospects Won't Take Your Calls
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Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions.
5 Steps to Selling Anything Technical
One of the most difficult things we deal with as tech companies is trying to sell our services or products to prospective clients, would you agree? A major problem we face is conveying why our future clients need our services using terminology they will understand and pay attention to. One of the sales secrets I am going to let you in on, is that you can make sales without the client even knowing the name of your product or service or ever saying a word like: Search Engine Optimization, gigabyte, meta tags or even computer.
8 Must Questions to Ask in Every Sales Situation
Solving people's and organization's problems is ultimately what
business is all about. Effective selling involves defining your
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company's products or services. To be successful at selling,
you must systematically approach customers with a proven
repertoire of qualifying questions that allows you to clearly
understand your customer's current business challenges.
7 Ways to Get to the Truth: When the Sale Disappears
Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word.
3 Tips to Get Clients Now
"I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition?
Three Types of Salespeople
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Selling is everyone's lifeblood whether they realize it or not. We all sell in the sense that we attempt to convince and influence others. We want and need to convince our children, our coworkers, bosses, spouses, clients or customers. How effective are you?
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