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| Sales Training Information |
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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. Objections stop sales. Period. The customer says, "No". Listen to the objection. For example, the customer says, "It's too expensive". Don't walk away or hang up, listen. Do they really think it is or is this just a knee jerk response. Is he/she trying to buy time, make up their mind. Tell them about the product, benefits to them, how it can help their business. Listen to your customer. Let them finish before immediately jumping in and responding. Don't over-react by interrupting while they are speaking. First of all, you cut them off, which upsets them, and secondly you appear as if you are dying for the sale. Let the customer finish speaking. Be empathetic. Show you understand the concern and then deal with the objection. If it's price, agree, that while it might seem high it's not when you consider how the product or services saves time, helps them cut costs, helps expand their business and so on. Look for solutions. Ask for less. Many times a customer will say they are happy with the person they are doing business with. In fact, it might be a family member or a relative. Hard to argue against. See if you can get part of it. Say, that's fine. Tell them you just want them to give you a chance to show them what you can do for them. Point out it is always better to have more than one company supplying a product or service. A good example for this area is when the seller is already with a Realtor, or is adamant about selling it his/her self. Point out that your consulting with them, or working with them, just gives them another avenue to help them move their property. Remember, it's never a good idea to knock the competition. Concede the point. Sometimes you won't be able to contest the objection. In that case, go around it. For example, Yes, they are a good publisher, they do good work at a good price. I'm good too, I can get you what you need faster for the same price. Let me prove it to you. Give in. Sometimes an objection can't be overcome. But unless it's a one-time sale, you are looking to build a long-term relationship. Understand that the client isn't currently in a position to make a purchase or that your service doesn't match their present needs. Let the customer know you'd like to help them in the future and stay in touch. Again, for those in Lease Purchasing, remember sometimes you can't be a part of a deal, this is where following up with a brochure or seeing if a consultation is possible, may work. After addressing an objection, always finish by asking "Does that answer your concern? This does two things: One, it lets you know whether you've satisfactorily answered the objection. If you haven't and don't ask, the person may have decided to forget the sale. Two, it moves the process along. You've finished with the objection, and you are ready to move on from there. Sometimes it helps to personalize the benefits for a particular customer, so know your stuff. This shows your client you know their needs, and again stress the benefits to them. Remember, you need to think like your customer. Some additional tips when dealing with objections. Always ask the customer to explain the objection in more detail. In the explanation you may find an answer to that objection. Stress what the client likes. If an objection comes during the closing - for example delivery - go over the quality, price or other things the customer likes. This give them a positive feeling about the product/service and the objection is less important. Compromises. Price is negotiable. If objections are other than price, make them negotiable too. For example, if the objection is service, offer other ways they can reach you, a private number, as opposed to your office number. However, remember sometimes a client is going to be unreasonable. They want you to cut your prices too much, want more than you can give, or you don't have a good feel about the person or for the deal. In that case, walk away. Be professional, thank the individual for their time, but walk. If you need additional help in this area, check out our Expert Tape Series at: Copyright 2000, DeFiore Enterprises
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Coaching 7 Sales Skills to Improve On The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." Selling - Always Go for Top Money If you've ever flown economy class on an international flight then you've probably noticed that the airline makes you walk through Business or First Class to get to your economy seat. You become very much aware of the wider isles, the more spacious, comfortable seats and the greater leg room. Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time? try some of these tips. The Unmentioned KEY to Selling PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD! Sales Skills for the Non Sales Professional Have you ever wondered how in the heck you are going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!! 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. How Salespeople Can Create Immediate Believability And Credibility It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. 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? The Road to Pendingville is Paved with Good Intentions If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which the author equates certain statements or requests from your prospect with indication they are ready to buy. For example: Sales 101: Asking for the Order "Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business. In Sales - Heres News You Can Use Here's an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section of most newspapers. Here are some examples. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. 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. Build Rapport by Mirroring Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?" Are You Deaf? Dumb? Blind at Trade Shows? I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company. Get Leverage & Increase Your Sales Results Immediately! Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give it the attention that it deserves? 10 High Powered Ways To Magnify Your Sales 1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. 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. How Pareto?s Principle Impacts Your Sales Success Pareto's Principle {the 80/20 rule) is vividly illustrated in the sales statistics of most industries, companies and professional service organiizations. Eighty percent of all products or services are sold by just 20 percent of the sales professionals in the United States and Canada. How does this rule effect the overall management of the selling process in your company or firm? Basically, Pareto's principle impacts your selling process in three key areas:
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