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| Sales Training Information |
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Direct Sales and the Use of Clipboards
Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors. They should be durable or high tech plastic clipboard which can be dropped from six feet without breaking. They should also have a company pen attached which contrasts such as a yellow pen with blue ink or red ink inside. The sign-up sheets for orders or receipts should be on top and attached to the clipboard. The format on the sign-up sheet can be created in Microsoft Word. This way reproduction ready artwork is only a move of the mouse and a click on the printer icon away. Use bright colors which stand out for order sheets perhaps even; Astro-Bright Solar yellow. You should have matching uniforms, flyers and business cards to the logo or sign-up sheet. The sign up sheets should be printed in black ink because blue ink turns into green under most printing processes. Order receipts should use blue ink. The sign-up forms should be printed on both sides so you can compare the morning with the afternoon hours for volume and money. These forms should be in card stock since it will make them more durable and won't crumple or rip if they get wet even though you are writing on both sides. If an salesperson pushes too hard on the pen they will not go through. This saves money. It costs ten cents for one side and fourteen cents for both sides. This saves two-thirds on the printing costs. Perfect efficiency. It also is environmentally good, saving trees. Yeah! Also, it gives you a pretty good indication of how many units are sold during the day, how much money you have made if you were doing only cash sales. This decreases also the possibility of employee pilferage from the sales team and helps you determine how much money you've made. If you are in a business which receives tips; this, of course, is the best way to judge how good of a job you are doing and how happy your customers are. Twenty percent in tips is a good number. The order or sign up form should be left blank at the top two inches. That way the clip doesn't cover up the name or logo of your business. Many times the customer will watch you write down the information they give you. This is another reason we use blue or red ink only. Both are very contracting on yellow. Red is more commanding and factual while blue is pleasant and caring. Both work fine for our model. When a customer is watching you write information down, many times they will watch you check boxes. They will probably want to watch you check all the boxes. This also gives you the opportunity to upsell. It works 70% of the time and it's easy. Anyone can do it. Every crew should be trained to do this. As the people watch you check boxes, they will also want you to check the "paid" box. This is great. Get your money in advance. It saves time running back in after you are completed with a service or deliver the products sold. Another way to get paid up front is to leave money on the clipboard. If there is a lot of money on the clipboard, one's, five's ten's, they won't have to ask you if you have change. They can see you do. Many customers carry large bills, fifty's, hundred's. There will be no doubt that you have something worthy you are selling and you are able to make change. If you have lots of money on the clipboard you must have a great product or service; thus building consumer confidence. You must be a successful business person and everybody loves a winner. It also build's your confidence as a sales person and it must be a good deal, everyone else seems to be doing it, therefore you must be reputable because people trust you with their money. Sometimes a secretary will be very busy on the phone, can't talk and makes a half acknowledgment of your presence. By holding up the board, she will know exactly why you are there; something important has now arrived. As soon as she hangs up the phone, she will be on the P.A. announcing "Anyone who wants a ..come to the front desk." By creating a sense of urgency, being in uniform similar to UPS or Federal Express and having an electronic device (the calculator or the credit card machine) along with money demands recognition. It lifts the direct salespersons status of a special delivery, C.O.D., high tech worldwide type courier. It works and it works well. People forget that it says no soliciting on the door. Instead, they put you in their mind as someone who is supposed to be there. You will be surprised how many companies will ask you to come back next week rather than throwing your but out on the street this week. Think about it. "Lance Winslow" - If you have innovative thoughts and unique perspectives, come think with Lance; www.WorldThinkTank.net/wttbbs
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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." 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. 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. Knowing Your Customers; Closing the Sale Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. Boost Buyer Confidence By Assuming The Sale I saw something in town the other day that just really struck me as funny. Not only that, however, it really nailed home a strong lesson for me about how to make more money. Sales Tips from Sales Masters Sales: The Secrets Of Super Salesmanship Exposed Most people tremble when they hear the word "sales". Emotions That Sell, Part 2 In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings: Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. Sales Letters - How to Write Them You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter. The 12 Dumbest Things Salespeople Do We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID! What You Can Learn From The Movie Business Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved Honda, his life savings, and his broadcasting career to move to Los Angeles to attend the American Film Institute. Not an easy feat in your mid-30s. After 8 years of hard work he is now becoming the new discovery of LA. He said the most difficult thing to adjust to was all the talking. 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! Sales Lessons from Bob Vila There's more to what he does than meets the eye 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. 11 Proven Sales Strategies to Help You Close The Deal There are a number of sales closing strategies that you can learn with different ones applied in different situations. Each salesperson might be more comfortable with one or another. As a business owner, you want to be certain that you and your salespeople become exposed to a number of different strategies so they can choose the one they prefer depending on different situations. 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?" How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities. Increase Sales By Flying Under Your Prospects Radar Defenses How do you persuade someone to do what you want them to do? Order Takers vs. Sales Professionals As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals? Firstly they are two completely different animals. Lets face facts order takers are less likely to be skilled in sales technique. This includes the ability to easily up sell, cross sell or add on services. Order takers are by there very nature just waiting for the phone to ring and do not work on a pro active basis. If we left everything to the client then so many additional products would never have been sold.
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