 |
|
|
Health Check
Wellness Clinic - Provide Budget & comprehensive screening
package
Log in
www.healthcheck.sg for
detail
|
Probe Before You Sell
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. This is commonly referred to as "needs based selling." The most effective way to find out about your customers needs, is to ask probing, open-ended questions. An open-ended question does not allow your customer to give you a "yes" or "no" answer, it makes them explain to you what their needs are, and why they would need a particular product. Here is an example, if you were a sales associate at a furniture store, and a customer walked in looking for a dining room set, an open-ended question you might ask would be: "Tell me about the particular type of pattern you are looking for," or simply put, "tell me more about what you are looking for" This puts your customer in a situation where they cannot say "yes" or "no," they must go into detail. On a personal note . . . Not to long ago, my wife and I were in a department store looking for a coat for me. I spotted one that I like hanging on a discount rack. It was brown, with a removable liner, and a zipper that ran the length of the collar, to protect your neck. I liked it so much, I took it from the rack and tried it on. As I stood admiring myself in the mirror, a sales associate came over and complimented me on my appearance in this jacket. I smiled politely and thanked her. She than proceeded to tell me that the best part about the jacket was that it smelled like real leather. Taking her word for it, I put my nose to the sleeve, took a whiff, and sure enough, it smelled like real leather. The only problem was . . . I don't like the smell of leather. Needless to say, I put the coat back on the rack, and the friendly sales person lost the sale and the commission. The mistake the sales person made was assuming that I liked the smell of leather. It was a safe assumption on the part of the sales person, because most people like the smell of leather. This doesn't mean it should be taken for granted. The point I am trying to make, is that it is essential that you ask probing and open-ended questions, find out as much as you possibly can about your customer before you present them with a product. You'll end up with a lot more sales. Believe me! Jay Conners has more than fifteen years of experience in the Banking and Mortgage Industry, both as a Loan officer and a Sales Manager. He is also the owner of http://www.jconners.com, a mortgage resource site, and http://www.callprospect.com, a mortgage lead company.
|
Get Checked Before
Complication Strike Log on to
HealthCheck.sg - All
nationalities welcome to enjoy the privilege and offer corp
price .
|
|
|
|
|
RELATED ARTICLES
Sales: The Secrets Of Super Salesmanship Exposed
Most people tremble when they hear the word "sales".
Whats Your Sales Training Goal - Exposure or Behavioral Change?
When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior?
Ideal Clients - Who are They and Where Do You Find Them?
Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment.
How to Maximize Sales by Minimizing Windshield Time
During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended).
How Salespeople Can Create Immediate Believability And Credibility
It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct.
Grrr! Why Arent I Making SALES?!
Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales.
Sales Skills for the Non Sales Professional
Have you ever wondered how in the heck you're going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!!
Dramatically Increase Sales With The KISS Test
We've all heard the term KISS at one time or another - "Keep It Simple, Stupid."
However, the majority of salespeople violate this basic principle more often than
not.
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?
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.
How Pareto?s Principle Impacts Your Sales Success
Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas:
How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!
One of the interesting things about being a coach and speaker is that I have the good fortune to work with lots of different people from all sorts of different types of companies, markets and backgrounds. Whilst I do work (on the motivation and public speaking side) with non-sales people probably 95%+ of the work I do is with sales teams of some sort or other! As such, I get a real insight into the challenges and issues that many top sales performers face and also into who they are and what they believe.
Effective Account Management
Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions:
What is "Account Management"?
What skills and talents are required to excel in Account Management?
What activities must be performed to maximize Account Management ROI?
Providing answers to these questions is the focus of this article.
Training for Trade Shows - 5 FAQs
Trade shows are so obvious. You go. You hand out
brochures. You come back to the office. It's just a glitch in
your work week. Well, it's much more than that. Your bottom
line can float on when you make - or lose - a sale at a trade
show.
Youre Hired... I Think
I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me.
7 Sales Skills to Improve On
The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing.
Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time
Peak Performance
One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity.
Sales Skills are Life Skills
I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills.
Selling - Always Go for Top Money
If you've ever flown economy class on an international
flight then you've probably noticed that the airline makes
you walk through Business or First Class to get to your
economy seat. You become very much aware of the wider isles,
the more spacious, comfortable seats and the greater leg
room.
Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales
A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy.
|