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| Sales Training Information |
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Sales 101
For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. Always be sure to go to the head honcho. Ask to see the person in charge, the individual who makes the decisions. This avoids hearing, "let me ask my supervisor, my boss, etc." Also you project an image of confidence in yourself and your abilities. Don't be long winded. Remember the KISS principle. Time is a big factor today for all of us and the quicker you get to the point the better. So be sure your sales pitch is short, sweet and to the point. Have 3-5 benefits, don't bore them with all the features. Remember, always to turn features into benefits. One of the most important things to do, is to listen. Think of yourself as a problem solver. To solve problems you need to know what your prospect needs. So ask them a question and then listen, and I mean really listen. By listening you will be finding out what will make them buy. Listen to what they say and take it in. Be sure to write down the points they are making, don't rely on your memory. This also helps when you are closing the sale because you can refer to each point they made that this is how you can solve this concern. This is how you get sales, by solving their concerns and problems. When you are making your pitch or answering questions, you also need to be sure to make eye contact with your prospect and to be aware of their body language. Good sales people know when they have lost someone. The prospect eyes glaze over, they don't maintain eye contact with you, they are looking everywhere else, but at you. They readjust themselves, push their chair back, feet on the desk. At this point you need to be able to bring them with back with a question or a different voice pattern. Don't acknowledge you lost them, just get them back on track. Good sales people can change at a moments notice. Since this is not going to happen to you overnight, always be sure that your presentation is well organized, covers all the basic points, you know it forward and backwards, and you ask for the sale. Initially, you are not going to be able to shift gears at a moments notice, but with practice and experience you eventually will. So that if your client asks a question in the middle of your presentation, or makes an objection, you will be able to answer him and then pick up where you left off. You will also eventually be able to pick up on the silent signals that people give off. So until you hone these skills, always be sure to have a brief outline of your presentation on a index card. Remember, it is always more important to be responsive to your prospect, and talk spontaneously than reverting to your prepared speech. So be sure to prepare. Be careful, though, remember, over preparation can make your presentation sound stale and robotic. Keep it fresh. For many, the moment a prospect has an objection, they assume the sale is lost. Sometimes they come up with an objection to see how you will handle it. Again, we are back to good listening habits. You need to be able to respond to their objections in a truthful but positive way. Most of the time you will be able to deal with their objections and convince them of the benefits of your product or services. Sometimes however, there will be objections you can't get rid of. Last, but not least is closing the sale. You should be able to sense when to do so. Remember to be aware of your prospects body language. The impatient tapping of fingers people do. Some people lean forward in anticipation of your completion of your presentation. It is very hard to say exactly when to ask, as it is a very subjective thing. Seasoned sales people will tell you that usually there is a moment, you need to seize the opportunity and close the sale, or it is gone. Eventually after you have done it enough you will be able to recognize when this moment occurs. Eventually you will develop a mental check list of your meeting, that you will go over in your head after you have closed the sale and are saying good-bye or thanks to your prospect. After you have done it enough certain traits or characteristics of your prospects behavior will stay with you and you will know when to seize the opportunity. Copyright 2004 DeFiore Enterprises Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com
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Coaching The ?Finding Common Ground? Sales Technique, Is A Myth! Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. It is true that people buy from people like themselves, so on the surface this selling technique seems like a reasonable method to produce positive feelings in a prospect, customer or client. But, finding something in common with a decision-maker just takes too long in today's fast paced selling environment and often is too difficult to uncover to build the trusting relationship that actually produces sales success. 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. Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? 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 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." Transforming Problems into Sales My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn't be at ease until it was silent again, so I filled the tank. Closing the Sale - It Doesnt Have To Be Uncomfortable "The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision. Stop Selling! for the Million Dollar Contract During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items. Sales Lessons from Bob Vila There's more to what he does than meets the eye 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. Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. It could increase your sales. If you are selling a book, offer an hour of consulting with it. Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'. Why Salespeople Dont Take Risks Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever! 1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients are what is to be watched, monitored and known inside and out. Ask them questions about your service quality and listen by responding to their answers. They will continue to be your loyal client when they know you hear them and care. Three Types of Salespeople "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. Actually, there are two different types of salespeople and they are easy to tell apart. Are You Doing What It Takes To Win More Sales What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? Busting Your Assumptions: Effective Probing Techniques for Sales Professionals Do you find yourself making these kinds of assumptions? Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Here are a couple of examples ? 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.
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