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| Sales Training Information |
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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. So many people in and out of sales speak in generalities. It's really hard to pin them down for the details. If speaking in generalities comes so naturally to so many people - it has to be instinctive. In sales it's tempting to impress new and prospective customers. One of the ways salespeople do this is with their product and service presentations. These presentations often include references to the following: => How many products are in your product line? When the time is right to begin talking about your products you'd be a fool not talk about these things. But for some inexplicable reason salespeople usually follow a similar path. Let's review this list and see how salespeople tend to use all of the above during a sales presentation. => We have over 20,000 products in our product line. Do you notice what all these statements have in common? All of the numbers cited end in a zero. Zeros seldom add credibility. In fact, they detract from it. Salespeople tend to feel more secure when they're not pinned down by the specifics. Generalities make you feel good, but they don't make you sound good. It takes a great deal of self-discipline and determination to speak with any degree of specificity. Here's an example that has repeated itself many times.Whenever I conduct an on-site sales training program (usually one-half day) I always provide the decision-maker, because he's usually the one who introduces me, with a prepared introduction. It's exactly what I want him to say and it also takes the pressure off him to improvise something at the last minute. The last three lines of my introduction are: All the introducer has to do is read the introduction.Here's how the last three lines are often delivered. He has worked with over 400 different organizations. Last year more than 60% of his business was repeat business. Ironically, even with a written script the generalities come bubbling to the surface. Let's try it one more time and see if you can sense the difference. => We have 21,973 products in our product line as of July 1st. Okay, let's wrap it up. Think about these five questions. 1. Do you want to get someone's attention? You can do all of these things and more if you trade-in your generalities for more specifics. Specifics are more credible and believable than generalities. Simply stated, you'll become more believable and credible as soon as you become more specific. Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com
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Coaching Getting People to Buy Without Selling In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I did not sell anything, I did not get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine. 7 Steps to Selling Artwork Selling arwork is easy when you follow a road map. In this article you learn the step by step guide to marketing art for profits. Now onto the plan! 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. Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website. In Sales You Get What You Expect If your mind is set, you will be unable to change your mindset. For example Christopher Columbus... Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. 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 Top Five Traits of a Successful Salesperson If you are looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE. Dont Close Your Eyes Or Let Deaf Ears Fall Upon You To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business. Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. The Truth About Sale Success! Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. Training for Trade Shows - 5 FAQs Trade shows are so obvious. You go. You hand out brochures. You come back to the office. It's just a glitch in your work week. Well, it's much more than that. Your bottom line can float on when you make - or lose - a sale at a trade show. What Does It Take To WIN A Sale? What to do when you win or lose. Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen: The Pipeline: Curious, Desperate, Inspired? You do have a "Pipeline" don't you? You know, the directional map of how you are going to encourage complete strangers to part with their money to buy what you are selling! 3 Steps To Immediately Increase 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. Generate Sales with Lead Generation Marketing Tools One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. It can be described as "breaking the ice" with your potential customers. The best way to generate a warm market is with lead generation marketing tools. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). Follow-Up Marketing: How to Win More Sales with Less Effort A study done by the Association of Sales Executives revealed that 81% of all sales happens on or after the fifth contact. If you are a small business owner and you are only doing one or two follow-ups imagine all the business you are losing.
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