Sales Information
Define Your Best Customer
To be more effective at developing relationships, one should always take time to describe their best customer. This is the customer that gives you the biggest bang for your buck. This customer is the one that pays bills on time, uses you exclusively for all their business needs in your area of expertise. It is also a customer that you have an excellent working relationship. This customer knows they can rely on you for the services you specialize in and you will go out of your way to make sure that they are happy at all times. And if they are not happy, they know they can rely on you to solve the problem, fix it, and come to a win-win solution for them. This customer is the one that knows you are the best solution to their business pain.
Creating Your Perfect Pitch!
Why should you describe your business to others in 5 to 10 seconds?
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. But of what?
Stop Talking - Start Selling
Selling is not talking. It?s listening. You may have heard the saying ?the first person who talks, loses?. And, it?s true most of the time. There are dozens of reasons to stop talking so you can start selling. Here are a few worth listening to:
Save Your Breath: How To Sell In Trade Shows Without Pitching
You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table - or some type of contest material - to collect business cards of passers by for later use in your sales process. But the worst part of doing a trade show is losing your voice.
Gatekeepers
When I ask salespeople to define what a gatekeeper is, I generally hear: ?Someone who keeps out people who will waste the boss's time.?
Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. Once we're done with that component, I'll review how it would be different using Buying Facilitation; hopefully you'll be able to take that to the bank.
The Trusted Advisor Relationship: What Is It, and What Should It Be?
For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition - are leading sales management to base their initiatives on being of true service to prospects, as a way to seem different from the competition.
Going Global: Communication Across Mental Boundaries
A completed communication consists of a sender and a receiver. If there is just a sender - like in a pitch, or a lecture, or a commercial, or advertisement, or even a newsletter - it's not a communication, but an assertion, or a monologue, or an opinion.
What is a Pitch?
I've been training in countries outside the U.S. recently, and have finally accepted a universal truth about sales people: you love to pitch.
The Struggle to Decide: The Paths Customers Take to Solve Problems
Usually my essays discuss the issues that the ?sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption that a sale can be achieved through a clear-cut equation:
Is Sales Profession an Oxymoron?
If you are in Sales, you have probably heard these before:
Sales Letters - How to Write Them
You could just send out your brochure to potential customersbut it's much better to personalise your mailing with a wellwritten sales letter.
The Relationship Between Colour & Sales
Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show. He saw my nametag for the Foreign Study League and wanted to learn more about my products. His school district filled two and a half jet airplanes with over 400 students (at more than $1,000 each) who enrolled in my firm?s summer study programs in Europe. Exhibiting and selling at tradeshows, if handled properly, is the most cost-effective selling tool in which a business or professional organization can invest.
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You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. You've just given the customer the price. They look at each other. He says, "Okay. Thanks for the quote. Well get back to you. Of course, we need time to think about it. It looks good. I've heard good things about you. So there's no need to worry. We never make a decision without thinking it over first."
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The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills
"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the top five most important steps in the selling process?Answer: 1. Rapport. Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide.The more information I provide the more you understand my needs and wants.The more you understand my needs and wants the easier it will be for you to sell me.Be sincere. Nothing will turn a customer off quicker that insincerity. 2. Overview. Help me understand what we're going to do while we're together today (assume this is our initial visit). I'm looking to purchase a new roof, you're the rep for the roofing company. The overview would include the elements or the steps of the sales process.EXAMPLE: "Teri, while we are together today I'd like to better understand what's important to you when replacing your roof - such as the style, the color, as well as the budget you are looking to stay within. Next, I'll measure the roof and show you the different options and packages we have available. And, finally, I'll show you what we need to do while we're together today to get started."3. Qualifying. Using the right approach and asking specific, relevant questions in a non invasive way.EXAMPLE: "Teri, have you ever had a roof replaced? At that time what roofing company did you use? Is there a specific reason you chose not to use that company this time? How soon are you looking to have the roof replaced? Aside from yourself is there anyone else that will be involved in the decision making process? Is there a budget that you are looking to stay within? How would you be paying for the new roof?Cash, credit, or financing?, etc." 4. Presentation. Now that you've helped me feel comfortable, have identified the steps that will transpire while we're together and qualified me on areas of importance, its time to provide a presentation that would include company bio, credibility, service, product line, etc.5. Recap. This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and features of your products, and allows you to show me why your company would be the best choice. WHAT HAPPENED TO THE CLOSE? - CLOSING STARTED WITH HELLO!It's not about the close - it's about the qualifying. If you're following a well documented sales process and asking great qualifying questions, the close will become a formality.Question 2) Of these top five, which is the most important? Why?Answer:Qualifying. Qualifying is critical because:if you don't understand my needs or wants;if you don't understand what motivates me to buy; if you don't know who the decision makers are; if you don't know if I could afford what you have; How are you going CLOSE the sale?DON'T FRUSTRATE YOURSELF!Ask great questions and listen for the answers (objections, concerns, fears).Question 3) List the top three steps in the qualifying process?Answer: 1. Identifying the decision maker. 2. Identifying that there is a need or want. 3. Identifying affordability.Question 4) Of the top three which is most important. Why?Answer:Identifying the decision maker. Without identifying the decision maker/s you'll invest a lot of time and emotion only to find there are one or more additional people needed to move forward. Don't get caught in the trap of believing the person or people you are talking to will do a better job of selling than you can. If you're not dealing with all the decision makers you lose. And, if by some miracle you do close the sale, it will be a very lengthy selling cycle.Question 5) What is more important - qualifying or closing? Why?Answer: "If you don't know the answer to this one, WE NEED TO TALK!"
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into yourclients ?
How to Acquire More Leads
The most effective prospecting techniques were revealed inthe August 1st, 2002, issue of TIP (URL at end of article)that resulted from a survey of financial advisors earning over $200,000 annually.
Mortgage vs. Real Estate Lead Generation
It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation. Mortgage lead generation deals with people who need to refinance their homes or apply for loans, while real estate lead generation is a service that connects potential buyers with real estate agents.
How to ASK for Business -- WITHOUT appearing Pushy --
GIVING Vs "SELLING"
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"If you don't think well of yourself, no one will think anything of you."
Letting Them Use Plastic
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Imagine being in a crowded concert or bar. All of a sudden, afight breaks out between two men who've had too much to drink.
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Hello everyone, hope your day is going well! I know this one is short but it is very helpful!
The Anatomy of a Sales Letter
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and then are distressed at the response.
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