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Hello! I Cant Sell!
What's that you say? You can't sell? Oh, you must be right, although you are selling me right now! A good friend of mine once said to me, "Life is sales." What a profound statement! Think about it! Life IS sales. We sell all day, every day. We just don't realize or acknowledge the fact that we are selling. Why is that? I believe it is because we have adopted some misguided beliefs regarding selling. The interesting thing to keep in mind is that of higher income earners around the world, a large percentage come from the world of sales. Many from direct selling! When you think about sales, what comes to mind? Chances are, it's the pushy, arrogant, over-zealous, quick-to-the-close type that you've done business with in the past. But, is that truly what Sales is about? I don't think so. True sales is about sharing information. It's about finding out what the other person needs and then meeting that need. It's about creating a win-win situation for everyone. When was the last time you told someone about a great movie, referred a family physician or lavished praise and recommendations on the new restaurant in town? This is sales in its purest form! You perceive a product or service that could possibly meet the need of someone else. (A great place to eat or entertaining movie, etc.) You share the information with someone else, in an effort to meet a need they may have. Your friend either accepts or rejects the suggestion and you both move on about your business. If your friend likes the suggestion and acts on it, you feel a sense of satisfaction. If your friend does not, you just move on, realizing that there was no interest or need at this time. Your friend was not rejecting you. You don't try to overcome objections, attempting to coerce him/her into "buying" what you are offering. You are detached from the outcome. Oh, and either way, you don't get paid. Perhaps this is why it's so easy for you to offer your suggesting. Now, think about using this same process with a product or service that you offer. Think of presenting your business idea to a friend, relative or acquaintance in the same way. Just share the information! See if there is a need to be met by what you are offering. Don't try to sell or overcome objections. Just listen and offer information. If your friend acts on that information and buys your product or service, GREAT! You have met a need and delivered value. Oh, and you get paid! That's okay! If your friend does not choose to act on the information, that's okay, too. You can still go on about your business. You both win in either case. You aren't selling! You are sharing! And, over time, using this strategy, you will move up into the ranks of the higher income earners around the world! So, what's that you say about not being able to sell? Good, can you just try sharing? About The Author Jackie Ulmer, a veteran Home Business Owner, has coached thousands of men and women on starting a successful home business. Her free newsletter provides tips, resources and more for home businesses. She can be reached through her web site at http://www.streetsmartwealth.com
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Coaching 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." How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. How Can A Smelly, Hissing Goose Teach You To Be A Business Leader? In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted to have the full experience so I began to collect animals. We acquired cats, dogs, chickens, an old horse, guineas and the pair of geese. I recall the wisdom that came from the animals. One such piece of wisdom was on leadership. Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar! Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more. Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen. 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. The Business of Closing the Sale Without Killing It You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind. Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. Simple Technique for Isolating Objections To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Cost 2. Financing 3. Company CredibilityLet's review and address these individuallyYou say: "Teri, you mentioned three areas of concern - cost, financing, and company credibility. Aside from these 3 concerns, is there anything else?"My response: "No."Your response: "Of these three, which is most important to you?"My Response: "Financing."Your response: "When you say financing, could you be more specific?"My response: "I have recently emerged from bankruptcy and am concerned about being approved."Your response: "Aside from bankruptcy, are there any other financial issues?"My response: "No."Your response: "OK, if financing is your primary concern and we can work that out, would you move forward on completing the application process today?"My response: "No."Your response: "Is there a specific reason?"My response: "Yes, I'm concerned about the total cost of the unit."Your response: "When you say the total cost are you referring to the total cost of the unit and interest - or are you referring to the monthly investments?"My response: "The monthly investments."Your response: "Let's talk about what would be comfortable for you on a monthly basis so that I'm in a better position to help you move forward and not only receive the water softener but begin the process of repairing your credit as well."My response: "OK."Your response: "The monthly payment will be determined by three things: The down payment, if any, the term of the financing, and the interest rate. Will you be putting any money down?My response: "No."Your response: "What dollar amount between $100 and $200 per month would you be comfortable with?"My response: "$125.00 would be comfortable."Your response: "OK, if we're in a position to finance you with no money down and payments of $125.00 per month, would you move forward with completing the application while we're together today." My response: "Yes."You're probably wondering what happened to the company credibility issue. It really wasn't a concern at all, as identified when continuing to isolate the real objection - MONEY. Recap: The purpose of this simple, yet powerful sentence ("Aside from "that" is there anything else?"), is to eliminate all objections prior to the "close." 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. Customers For Life Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the more global question: 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. How To Write Sales Letters That Deliver Tired of sending out sales letters that generate anemic response? You could blame your list, or decide you just did not send out a high enough volume to get the replies you were looking for. Or, you could face the truth: Your sales letter just did not have what it takes. Secrets That Lead To Failure In Sales Let's be realistic nobody really wants to be labeled a failure when it comes to sales, unfortunately many business minded people are just that when it comes to selling their product or service. I have gathered a few tips I'd like to share that can prevent you from succeeding in sales and ultimately cost you your business. 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. Acquired Expertise: Attitude and Confidence "I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested." The sales clerk spoke with confidence, implicating she knew this to be true, and bringing the client into focus with her needs. Her attitude of confidence presented the product well, and the sale completed. Selling Yourself - Its Not About You I recently found myself suffering from a lousy cold; all the coughing, snuffling and sneezing symptoms which send other people running for cover. Hello! I Cant Sell! What's that you say? You can't sell?
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