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| Sales Training Information |
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More Sales with Less Selling
Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores don't have to spend a lot of time extolling the merits of their goods or the length of time they've been in business; they can concentrate on helping us satisfy our appetites. Wouldn't you like to be in a similar situation with your marketing? How would you like to have prospects who were so eager to buy that you did not have to sell, but could focus instead on taking more orders? If you are like most small business owners you'd like to increase your sales but you don't enjoy selling. You don't want to be seen as a pushy person, whether it is on the phone, in person or in your marketing materials. The problem is that you don't sell baked goods or candy - instead you may sell accounting, design, engineering, or informational products and services. What can you do to increase your sales and spend less time selling? Stop Selling Start Helping Help them clarify the problem they are trying to solve. Even our prosperous bakery owner has questions to ask. Is the hungry customer looking for bread for lunch, or a dessert for a celebration? How many people are they feeding? Once you have all the details, you confirm it by repeating the information back to them. "You are planning a party for five couples and want a chocolate cake with mocha frosting. Is that right?" When your customer says yes, you've got your order. You just used a series of questions to get your prospect to tell you what they wanted. You did not have to sell anything: they sold themselves. You helped them get what they wanted. Isn't that what you'd prefer to be doing? Obviously, the questions you use to "sell" are going to be unique to the products and services you provide. Remember that when people come to you, they are hungry for a solution. The questions you ask can help them define exactly what they need and, more importantly, what they want. Then you can take their order. Does this approach apply to selling less tangible and less immediately satisfying services and products? Imagine you are a financial advisor and you are having an initial conversation with a prospect. You could launch into an explanation of your services and the seven ways you help clients grow assets using a strategic mix of stocks, bonds, currency and commodities. If you did this you'd be likely to miss connecting with them. Or you could ask them a couple of questions to identify what they want. Most people have a common set of concerns related to managing their assets. Use these to formulate your questions. Ask them: - Do they have an investment strategy? You could use a similar set of questions to ask them about their taxes, investments, and whether their individual financial strategies complement or conflict with each other. Whether you sell cakes and cookies or services and informational products, you can use questions to move your prospects to become clients and customers. Ask the right questions and you'll establish your credibility while you help your prospects clarify what they need and help them determine the value of your products and services. Focus on helping instead of selling and your prospects will thank you by increasing your sales. Charlie Cook 2005© In Mind Communications, LLC. All rights reserved. The author, Charlie Cook, helps service professionals, small business owners and marketing professionals attract more clients and be more successful. Sign up to receive the Free Marketing Plan eBook, '7 Steps to get more clients and grow your business' at http://www.marketingforsuccess.com
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Coaching Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are: 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. 11 Proven Sales Strategies to Help You Close The Deal There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different strategies so they can choose the one they prefer depending on different situations. The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the processionary caterpillar syndrome? When Youre In sales Always Aim Higher Yesterday I did a sales training program for a great company. This company is 64 years old and makes a product whose name you would recognize immediately. The sales training was scheduled the day after the company introduced a new product. This product has great features and outstanding benefits for their customers. Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen: Like It or Not... You?re in SALES! Mention the word sales or salesman and two out of three people get a little clammy under the skin. "I hate sales people and I could never do what they do!" is what many say at the mere thought of having to sell something. How wrong they are. Win More Sales With a 5-Step Sales Process Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the "next step". Six Simple Steps to Increase Sales and Decrease Stress Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you could not find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress: Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now If you have problem attracting new customers, the sales marketing secrets that I am going to reveal to you below will make you smile all day. Sales Techniques to Help the Customer to Buy Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent: ask questions, be persistent and appeal to emotions. Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. What You Can Learn From The Movie Business Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved Honda, his life savings, and his broadcasting career to move to Los Angeles to attend the American Film Institute. Not an easy feat in your mid-30s. After 8 years of hard work he is now becoming the new discovery of LA. He said the most difficult thing to adjust to was all the talking. It Is Not The Price That Is Keeping You From Making The Sale Most salespeople are under the false belief that the lower the price, the better chance they have at making the sale. Nothing is further from the truth. The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain. Attitude Insurance Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude. Close More Sales With This Very Simple 3 Step Sales Process. As Financial Services Sales Professional you need to build trust and rapport in order to close more sales. By using a simple 3 Step Sales process you will able to close more sales and earn more commissions. 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. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal. The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success.
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