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| Sales Training Information |
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How to Sound Just Like a Salesperson
Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" You - "Absolutely!" (or) You - "Definitely!" (or) You - "You have come to the right place Mr. Prospect" Answering questions about your capabilities with enthusiastic affirmative responses makes you sound just like a salesperson. And in so doing, you impact your ability to close the sale, and your reputation. Why? Because normal people don't talk like this in normal conversations. People are more likely to trust you, when you come across as a regular person. A regular person would answer the query with a simple "Sure." or, "I think we might be able to." This sort of enthusiasm demonstrated above, puts you in the position of "chasing" the prospect. How so? Your enthusiasm level is higher than theirs is. This kind of confidence is not "catching". Rather, it repels prospects. People are experienced and wary buyers today. They know when they are being sold. And they know that when the enthusiasm comes out, they are about to be sold. And the defenses are fortified accordingly. So what should you do instead? Well, I think that... um... you might act... uhh... a little unsure. Huh? I thought that the name of this newsletter was "EGOPOWER"! Why would I want to look weak and unsure in front of my prospect? When you act unsure of your response, you let the prospect feel as if she is in control. When the prospect feels that she is in control, then the defenses come down. Now you have the opportunity to ask more questions:
Get the customer to talk about these things, and the customer will sell herself. I never want to be told that I sound just like a salesperson. Do you? © 1999-2004 Shamus Brown, All Rights Reserved. Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
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Coaching 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? Make More Sales By Airing Your Dirty Laundry There's an old saying, "Don't air your dirty laundry". The Clock is Ticking on Your Leads Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. The Changing Role of the Sales Consultant "Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and more important to have those people accept the direction." Vince Lombardi 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: 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. Increase Profits from Your Existing Customers An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Look to build a long term relationship with your customers and entice them to keep coming back. 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. Sales Predator Or Professional Sales Rep From a customer's perception, it's easy for a salesperson to come across as a predator. If the customer views you as the predator, he probably sees himself as the prey. Your initial impression will greatly influence if there is going to be a lasting relationship. Failed Salespeople Share Similar Traits We are each responsible for our own success - or failure. Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process. If you find yourself saying "I'm not cut out for sales," "I'm not pushy enough," "I hate cold calling," "I can't take the rejection," or "My manager is a jerk"-you are heading down the wrong path. 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. Increase Your Selling Confidence 1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own. Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed. The Key to Driving Sales is Understanding What Not How What does it take to make a sale lately? 10 Ways To Improve Your Sales 1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as it is not always the way that you want that works. Planning requires that you understand how you currently stand. Get More Clients Now! Although David has been a graphic designer for a decade, he's only been a business owner for a little over a year. He was becoming increasingly discouraged with his clientele. "I'm the only person in the business, and even though I've been in business for a whole year, I'm still having to spend a lot of time marketing to get new clients. And the ones I do get usually only have one small project for me for the entire year. To top it off, I don't even get to do the kind of work I really enjoy They all just want the basic logo, business card, letterhead job. I really want to work on full-scale marketing campaigns where I'm designing print ads, direct mailers & media kits. How do I get more of the right clients?" Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. The ?Shocking? Sales Strategy of Saying THANKS! I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief it isn't a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either! The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone The saying "No man is an island" is an undeniable truth. We need the support and cooperation of other people to help us in reaching our goals. Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business.
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