Sales & Selling Skill | Solution | Tips | Idea and Strategy Information and Articles
|
|
|
Sales & Selling Skill | Solution | Tips | Idea and Strategy Information and Articles |
|
||
|
|
Making the Sale When the Customer Wont Buy
Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to pay a dime. If you aren't using this idea already, make sure to put it into action immediately. Have a gift registry form ready to point those customers to should they want extra items they simply can not buy right now. What they do is fill out their information, special dates (Birthdays, Anniversary, etc), and the products they want. Then, they fill out names and contact information of relatives and friends they know they will be receiving gifts from. You contact the relatives, stating where you received their information and what's on the wish list you hold. Ask them if they would like a reminder before the special date, and which item they will be purchasing. Simple eh? It's a win-win situation for everyone! You make the extra sale, the gift-giver knows they are buying a gift the other person wants (no guess work or wandering around a mall!), and the one receiving the gift is getting exactly what they wanted but couldn't afford. This idea works easily both online and offline. Keep several forms handy if you are offline, so you can pass them out at parties or events (Pre-made forms available with the Direct Sales Success Kit). Online you will want to set up a page with an automatic form for your guest to fill out. For an example of an online form, visit: http://www.soy-wax-candles.com/gift-registry.html ------------------------
|
|
|
|
RELATED ARTICLES
Secrets to Buying Without Being Sold Have you ever asked yourself, now how did I let that guy sell me on something that I had no real need for at the time? Do you ever get a sneaking suspicion that your probably not going to really use whatever it is that your buying in the way that it was presented? If this is true which is often the case, then why in the heck do we give up our hard earned money for something that until we heard some sales spiel, we really had no need or want to have. How To Make An Extra $100,000.00 Each Year HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING A FEW LINES OF SCRIPT TO YOUR ONLINE ORDER PAGE Future Business Key Element In Sales A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow. Breaking the Ice and Winning Over the Client Wherever you turn these days you'll find articles covering every business strategy and tactic available to man from how to make a great presentation to strategies for success all the way to negotiations and prospecting and getting a client to commit. But hardly anyone touches on the subject of breaking the ice with a new client and winning them over. 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. A Brief History of the Sales Profession The formula for defining a "profession" is similar throughout many disciplines, including: accounting, education, engineering, law and medicine. These professions all have codes of ethical conduct, a definition of their scope, and standards of practice for their members, which include some or all aspects of academic preparation, accreditation, certification and/or licensing. Morris L. Cogan addressed the definition of forming a profession in business in 1953. After reviewing all the literature on the topic, he offered the following comprehensive distillation, which is submitted here, as a fine summary of the previous definitions: A profession is a vocation whose practice is founded upon understanding the theoretical structure of some department of learning or science, and upon the abilities accompanying such an understanding. This understanding and these abilities are applied to the vital practical affairs of man. The practices of the profession are modified by knowledge of a generalized nature and by the accumulated wisdom and experience of mankind, which serve to correct the errors of specialization. The profession, that serves the vital needs of man, considers its first ethical imperative to be altruistic service to the client"(Vollmer et al., 1966). Why is the definition of a profession so important to selling? The professionalism of a group establishes the power that is recognized by others within the business community and outside the profession. With the sanction, approval, and authority intact, the profession attains higher status in the eyes of the clients. In this case, the clients of the seller would need to recognize and sanction, and approve the authority of the sales professional. Due to the nature of the buying-selling relationship, many individual buyers do not feel comfortable giving or otherwise recognizing this power in the sales professional. The question becomes: if doctors and lawyers receive money for their work, and indeed must sell and market their services, why then, are they seen as "more professional"? All of these definitions of a profession provide insight into the ideals and behaviors, which are needed to be considered "professional" by members of the business community. In learning to become a "professional", many occupations are taught in school. When a student studies any new subject matter, their first objective is to understand an overview of the entire subject matter. For example, when studying medicine, students first understand all the systems of the body, the different medical terms, and a high level overview of the entire field before they ever operate on anyone. Once any student studying a new subject understands this high level overview, they then move in depth into each specific area of that profession. Some sales professionals have entered the field by joining a large and established company. Others have grown up in the field by learning the "hard way". Still, others have done a combination of both. With over 15 million sales professionals, according to the Bureau of Labor Statistics, in the United States alone there was no set standard upon which to measure and advance the entire profession until the United Professional Sales Association standards were created at the turn of the century. With these standards, thousands of sales professionals are discovering that they are indeed a part of a "True Profession." Too Much Empathy Will Cost You Money Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Casual Networking What comes to mind when you think of networking -- cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic? Everything Follows the Pitch If you asked me to point to the heart and soul of a startup company, I would not say it's the people, the culture, or even the product. I would say it's the pitch. The pitch is that one message that, when delivered, makes people say "wow, that's a great idea!". The pitch gets everyone in the room excited about getting on board with your product and your company. It's the inspiration that carries everyone along for the ride. Is Sales Profession an Oxymoron? If you are in Sales, you have probably heard these before: Where to Find Mannequins for Sale Any time a clothing store opens or expands, they must buy mannequins. There are many different places to find a mannequin for sale, including the Internet, companies that mass produce mannequins, and businesses that make unique mannequins one at a time. Other mannequin sellers offer used mannequins at a discount. Your Best Friend - The Phone We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you can't write the order until you have a product presentation scheduled. Finally, you can't have a presentation until you make the infamous CALL to schedule the appointment. Six Steps to Creating Online Presentations for Telephone Selling How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them. Quotations Tell... Proposals Sell! The traditional "Quotation" was originally devised during the Industrial Revolution of the 1850's and has changed little to the present day. It is a totally Dickensian format and absolutely out of date in a situation where supply so completely outstrips demand. We are now 155 years on, and selling through proposals has gone way past this old fashioned legal junk. Continue to include it if the legal eagles insist ( and they will, but then they still wear stupid looking wigs, and bow to "Hizzoner") - but don't expect it to do anything but harm in terms of helping you achieve the sale. How To Take The Right Steps To Increase Your Selling Results Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you're selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number of steps involved in making a sale. If you want to make more sales, more quickly, more profitably, and do it more often you need your own personalized selling model. Everything in Life is Selling Robert Louis Stevenson said 'Everything in Life is Selling' and it is. Whether as a child you cry until you get what you want; whether as an adult you provide a service to your employer in return for payment; or whether as an individual you make sure that you look your best before meeting someone on a date, they can all be defined as selling. Long Sales Letters vs. Short Sales Letters Everywhere I turn, I'm being asked to weigh in on the issue of whether copy should be long or short in a sales letter. I receive countless newsletters on copywriting and marketing, and they are all still debating the issue. Five Things More Important to Buyers than WHAT Youre Selling - I Article I of a two-part series. Leave a Better Voice Mail Message Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted. Customer Service Revival Value is in the Eye of the Beholder
|
