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4 Reasons Why the Sale is Not Made
When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. There are four basic reasons why salespeople don't make a sale. The customer doesn't want/need your product or service. Therefore they lack the motivation to make the purchase. Many sales people ignore the fact they don't want/need the product and continue to attempt to make the sale. In this case, the sales person doesn't adequately qualify the buyer. Not everyone you come into contact with will have a need for what you are selling. But sales people are conditioned to try to make a sale no matter what. Asking good questions and listening carefully to the answers will solve this problem quickly. That will free up the sales person to move on to greener pastures. The customer can't buy. They don't have the money. This problem is similar to the previous reason why sales aren't made. The salesperson has not asked the appropriate questions to qualify the buyer. The buyer has the need, but they don't have the money. You can't force someone to come up with money. If it is beyond their budget, face it and try to work within their budget by finding an alternative product or be honest with them about what it will take to make the purchase. They will appreciate your honesty. The customer can't buy. They are not the decision maker. If you are dealing with someone who is not a decision maker, it is because the sales person has not taken the time to qualify the individual's role in the purchase. You need to get in front of the decision maker. In my experience, no one can make the sale for you. If you make the presentation to the un-qualified person in the hopes that they will take the information to the decision maker, more times than not, they will not be able to close the sale for you. The customer doesn't understand the offering. You haven't made your offer clear. Or you haven't educated them about your product. Perhaps you've been selling features instead of benefits to them and that makes them unclear as to how they could use your product. Or it is a technical product and they are a non-technical individual. You have been speaking in tech-talk and they don't want to appear ignorant, so rather than asking for clarification, they decide not to buy. After all, they don't know how it will benefit them. As you can see, in each of the instances, it wasn't outside forces that inhibited the sale, it was the sales person. To become a SuperStar Salesperson, you need to learn to evaluate your role in each and every sale. For the most part, you will find that your efforts can and should be improved. The effort is well worth it. Margo Chevers, author of the book STOP the BS (bad service), has been providing sales and customer service seminars and consulting to a diverse cross-section of industries for the past 15 years. For information about Margo Chevers' speaking or training schedule call (800) 858-0797 or Margo@MargoChevers.com
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Coaching Sales Skills are Life Skills I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills. 3 Steps to Immediately Improve Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. What follows are three simple steps to increase sales, no matter the economic conditions. Shout At Your Customers - Theyre Hard of Hearing! Some people say we live in the Information Age. Top 7 Psychological Triggers For Unlimited Sales Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling? A Stupid Question This is a stupid question but it has to be asked. Boost Your Sales With These Proven Responses Sell Without Feeling Like A Used Car Salesman Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? Cross-selling for Increased Sales, Profits, and Customer Satisfaction Cross-selling - the art of selling for non-salespeople Date Your Customer! Yes, you heard me right; I said "Date your clients!" Just think about it for a moment-what did you do when you first met your significant other? You probably went through a series of questions so you could find out a little bit more about each other. Next you say something like, "We should go do something sometime." They gave an answer that showed they were interested, and you went forward with the dreaded "Do you want to go out Friday night?" question. Putting yourself totally on the line you felt vulnerable and scared to death! When they said "yes" you breathed a sigh of relief, and started to get to know each other to see if a long-lasting relationship was in order. Top 5 Characteristics of Great Salespeople I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we've all heard somebody in sales who told us that they've been in sales all their life. It all started when they were a kid, selling lemonade from their lemonade stand for a dime, or selling magazines door to door. But this is really more a reflection of the family environment that they grew up in that may have encouraged or necessitated this than anything else. Even if you did not sell seeds or magazine subscriptions door to door as a kid, you still have a chance at greatness in sales. Using the Consultative Approach to Gaining Sales What do we mean by a consultative approach? 7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice These are the top 7 safety tips that criminals don't want you to know. It makes their job harder. What makes a criminal pounce? Intent and Opportunity. Their intent we have no control over, however we definitely can do something about the opportunity. Start thinking like a criminal. How would someone be able to take advantage of you? What throughout your day can put you at the peak time for a criminal to "come in for the kill"? 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: 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. How to Boost Your Sales Letter Conversion Rate Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time. Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good. 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. Sell Yourself, As Well As Your Product When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.
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