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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.
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.
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.
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.
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.
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.
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.
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.
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?
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.
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.
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:
