|
|
| Sales Training Information |
|
|
Customers Do Not Know How To Ask Good Questions That Is Your Job
Customers will ask you a question and you'll proceed to talk about your product. That is why you are not making more sales. It is your product knowledge that keeps getting in the way. Not that you do not have enough product knowledge trust me you have plenty. It is that you are not listening to what your customer is truly asking you. You are taking their questions or statements literally instead of trying to clarify what it is they are truly asking you. Customers do not know what questions to ask. So instead they ask a question that they are comfortable with hoping that you will find out what they truly want. By getting to the heart of the matter and finding out why they ask what they ask, you will unlock the key to the sale. If you are able to focus your presentation on the customer and how the customer will benefit from a product and your competition has focused their presentation on product knowledge; you will win the sale every time. Customers buy emotionally and they justify their purchase logically. This means that you have to sell emotionally and validate their decision with logic. It will never work the other way around. When you focus on the emotional reason that the person is listening to you today and speak in terms of how the product will benefit them, you are giving the customer what they want; solutions! Don't get me wrong, product knowledge is necessary, but you are very likely bringing it up too soon in your presentation. Your customer does not care about you, your product, or your company. They only care about themselves and fulfilling the need that they have today. Therefore everything that you talk about should be in terms of them and how they are going to benefit from your product. So put your product knowledge aside for one second and focus on your customer's needs. The only way to find out the customer's needs is with good questions. If a customer immediately asks a specific technical question about your product, then you need to ask yourself why they are asking that question. Think about it for a minute. Most salespeople in your industry will immediately go into a product puke session about nuts, bolts, and widgets instead of asking the customer "why do you ask?" Remember, they are not having a conversation with you today to buy nuts, bolts, and widgets. They are having a conversation with you today for some other reason and it is your job to find out what that reason is. The next time you are getting ready to launch into a presentation about why your product's specs are better than the product specs down the street; I challenge you to ask yourself, will this customer truly NOT benefit from the other product? For more information on engaging questions that you can use to get your customer talking; send a blank email to questions@tomrichard.com. Tom Richard is the President of Tom Richard Marketing and specializes in both marketing and sales education. Visit his website at http://www.tomrichard.com
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching 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. How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I did not have any training needs and now I have a shed-load of them? The #1 Lead Generation System of Top Sales People Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. How To Stop Chasing Prospects Forever! Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. It could increase your sales. If you are selling a book, offer an hour of consulting with it. 10 Power-Packed Ways To Spark Your Sales 1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested. Closing the Sale - It Doesnt Have To Be Uncomfortable "The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision. Invite Questions to Boost Your Sales Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from a lot of easy sales if you don't encourage prospects to ask questions. How to Sell to the Devils Advocate There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best deal" look on his face, he's nicely asking the salesman to just "play along" to make his wife think he's working the salesman over in order to get a great deal on the car. 7 Sales Techniques To Differentiate You From The Competition You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? 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. 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. 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. 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing. 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?" 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. 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." How To Give Your Sales Job A Strategic Tune-up In happens every year in June.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
