|
|
| Sales Training Information |
|
|
Three Essential Questions You Must Ask To Make More Sales Ignore Them At Your Peril
There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet". If it's not that title, it's about how to write "killer" advertising copy or how to write adverts that draw people to your product like bees to the honey jar. There's never anything about sales, selling or the sales process. Why? Has selling become a dirty word? Let's take a look at the processes of selling and advertising and look at the links. Advertising is simply salesmanship in print (salespersonship just did not sound right sorry!). Advertising has one purpose: to generate sales. It serves no other purpose. If you disagree, read "Tested Advertising Methods" by John Caples or Claude Hopkins books "My Life in Advertising" and "Scientific Advertising". You'll be left with no doubt. Like salespeople, there's good and bad advertising. Good advertising draws buyers to you. Its effectiveness can be measured and the results identified. As with sales, the goal is profitable revenue. Bad advertising is just that. It doesn't get the phone ringing or the Clickbank account swelling. When you buy books about copywriting, they give you a formula to follow. Essentially, that formula is to record your sales presentation, and then write it down. What you write forms the basis of your advert, website or direct mail piece. That's all well and good, but what if you don't understand the sales process? If you can't sell, you can't use the formula. So the fundamental lesson is to understand the sales process. Unlike sales people, direct marketers rely on high volumes of visitors or readers (traffic). Success in selling relies on high quality prospects, not volume. There's only a certain number of people you can see to sell to in any given week. Depending on what you sell, that may be as few as five people or as many as 30. Unlike an advert selling is interactive. The days of making a pitch disappeared along with the snake oil salesman. There has to be two-way dialog. From the two-way dialog comes an understanding of the process. You learn to read the buyer's response from their body language, for the questions they ask and the answers they give to your questions. With that understanding, you can start to write copy. You build the copy around the framework of your presentation, including the questions and your replies along the way. The process of the sale, like a good website, has a structure. A beginning, middle and an end. Even the best Internet marketers will tell you that a 5% conversion rate from your site is good. If you as a salesperson only made 5 sale from 100 presentations, you'd be worried wouldn't you? A good sale is based on trust. That's why McDonald's succeeds. In a strange town given the choice of Greasy Joe's Diner or McDonald's, we choose McDonald's. Trust. The sale is also based on you the vendor having an understanding of the buyer's needs and wants. It depends upon the buyer's ability to make a decision and on their capacity to pay for what you sell. How often have you tried to sell something and had the response "Thanks but no thank / we'll think about it / call me next week / have to talk with my partner"? Then when you tell someone that you are not making sales they suggest you should learn some sales closing techniques. That's when as a sales manager and trainer, I scream. To me, that's like a train driver giving racing tips to Michael Schumacher. They're coming from the wrong direction. If you think you need to learn closing techniques, you've made a fundamental mistake. That mistake is simple. Here is the explanation. Write it down. Memorize it. Don't ever forget it. Ready? You can't close a sale if you did not open it properly. Let me spell it out for you in simple language: Unless you started right, it won't end right. If you get the "We'll call you" answer (or similar), you did not ask the right questions. You did not establish if your prospect had an interest in your proposal, you did not ask if they could make the decision and you did not ask if they had the capacity to pay. Here are three essential questions you must ask yourself... 1. Have they an interest in what I'm selling? 2. Can they make a decision without involving someone else? 3. Can they pay for it? Don't expect to make any sale without finding out the answers. © James Yuille, Brisbane, Australia, 2004. About the author: James Yuille is a sales and marketing consultant and trainer with over 32 years experience. He is based in Brisbane, Australia. His free weekly sales and marketing newsletter provides topical information for business owners and salespeople. Find out more at http://www.jamesyuille.com
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching 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. As They Approcah the Finish Line... The Winner Is? Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over. 8 Must Questions to Ask in Every Sales Situation Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. If properly "sold", a sales prospect will have his problems solved with your company's products or services. To be successful at selling, you must systematically approach customers with a proven repertoire of qualifying questions that allows you to clearly understand your customer's current business challenges. Sales Success The 5 Steps It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell. Spend More Time Selling On average a sales person spends less than two hours per day selling their products. This statistic never seized to amaze me, even though I had often found myself being an active participant of its findings. 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. 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. 10 Amazing Ways To Jump Start Your Sales 1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. Three Essential Questions You Must Ask To Make More Sales Ignore Them At Your Peril There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet". 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. Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits Sales marketing online is an art that you must keep revising, refining and polishing to keep pace with all the changes happening on the Internet. Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. 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. More Sales - You Must Keep Asking I bought a second pair of reading glasses from my local Optician recently. I need this pair to help me find the first pair which inevitably go missing. While in the Opticians I remember thinking that I needed to buy some solution and some of those tissues for cleaning my mucky glasses. Want to Make More Money? Fish in a Bigger Pond! Setting prices is a dilemma most service business owners encounter at one time or another. This week, it was Susan's turn. "When I first started my business, I felt uncomfortable charging for my services. Since I was doing it to make a living, I finally just picked a price I thought wouldn't scare too many people away. Now, based on my available work hours, I can't really take on more clients but at the rate I'm charging them, I'm not going to make enough money to keep the business alive. How do I raise my prices without losing my clients?" she wanted to know. Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. 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. Instant Rapport: The Key to Sales Success Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person. How To Improve Your Sales Skills One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills. The Art And Science of Closing - How To Close More Sales Right Now One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?"
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
