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Successful Sales Strategies: Winning the Close Ones
The "Three Cs" in building customer relationships are a key component of professional selling skills. Indianapolis, IN (PRWeb) November 23, 2003 The deal is coming down to the wire. The buyer perceives the competitor's solution as marginally superior, but the slight underdog still wins the sale. In this case, the adage, people buy from people they like, proves true. In the audiobook, "Sound Advice on Sales Strategies," author Tom Snyder, a vice president with sales consultancy Huthwaite, says that while it's always a good idea to build customer relationships, it is especially helpful in the close ones. He sites what "SPIN Selling" author Neil Rackham calls the "zone of indifference." "In this situation, although the competition's superiority is recognized," says Snyder, "it's not significant enough to break out of the buyer's zone of indifference. This means that between the two, the buyer will likely choose to deal with the seller he likes." While a personal relationship won't be the deciding factor in most major account selling situations, it's still an important part of the mix. When building customer relationships, Snyder recommends being guided by the "Three Cs" of concern, candor, and competence. Concern means focusing on customers and their needs. Learning the customer's problems is the first step in building trust. Candor equates to honesty and avoiding exaggeration. Competence comes from the salesperson knowing how their products or services meet customer needs. Says Snyder, "Don't neglect your customer relationships, and don't neglect your sales training, either. Your customers shouldn't have to choose between the salesperson they like and the salesperson with professional selling skills." Tom Snyder offers advice on planning and executing sales strategies each week in the free audio-newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92 About The Author Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.
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Coaching Top 7 Psychological Triggers For Unlimited Sales Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling? How A Dancing Horse Can Increase Your Sales "Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse. The Art of Backend Selling The art of backend selling Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly. Date Your Customer! Yes, you heard me right; I said "Date your clients!" Just think about it for a moment-what did you do when you first met your significant other? You probably went through a series of questions so you could find out a little bit more about each other. Next you say something like, "We should go do something sometime." They gave an answer that showed they were interested, and you went forward with the dreaded "Do you want to go out Friday night?" question. Putting yourself totally on the line you felt vulnerable and scared to death! When they said "yes" you breathed a sigh of relief, and started to get to know each other to see if a long-lasting relationship was in order. Do You Fold Like A Taco? Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. Sharpening Your Sales Skills Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times. Need A Sales Boost Try These! The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more. 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." More Customers! Less Work! Wouldn't it be nice if there were an inexpensive method for creating more customers? There is! Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Cold calling is now about rejection, getting rejected call after call until many salespeople, especially B2B salespeople, just get fed up and quit. There are other methods of generating business leads without cold calling, and many of them inexpensive and not too time consuming. Got Sales Objections? Wheres Your Value? A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website. Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. If You Respect Them, They Will Buy -- Closing the Sale We've all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren't sure we wanted. You may have really wanted the product, but after being pushed into buying it, you don't want it anymore. You either return it or you never patronize the store again. How to Make Training and Development a Power Agent for Change Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you are not sure if it was worth the investment. What went wrong? Grow Sales Using Image Tactics In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects. 10 Blockbuster Ways To Ignite Your Sales 1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site.
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