|
|
| Sales Training Information |
|
|
You Dont Need Health Insurance!
Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together. As a guy who is a regular on the seminar circuit, does a live radio show, an HGTV television show, writes books, columns, and articles, and all the while runs a thriving home inspection company, I get to do a great amount of communicating. Some of that communication is by transmitting; some of it is by receiving. After much reflection, I have come to the conclusion that nothing is learned when we transmit, but great gains come from receiving. That is to say, we learn when we listen, not when we speak. Not a day goes by that I am not listening to Realtors. Most days I listen to more than a few, some days more than a dozen, and on occasion, I listen to hundreds at a single seminar sitting. The things Realtors tell me help me get better. Better at home inspecting, better at dealing with customers, better on the radio, just better at every aspect of my professional life! But all that input is not without moments. Those moments range from the amazing to the zealous, sad to humorous, and brilliant to well, less than brilliant! One of my favorite Realtor quotes follow, complete with my thoughts and commentary. A disclaimer before we begin, if this particular quote sounds like you, know that none of what follows is from a single source, but representative of things I hear on a near daily basis. "You don't need a home inspection, you are getting a home warranty". Seems to make sense to some that if items are warranted, their condition is of little importance. But among the problems with this thought are: When explaining the relationship of the home inspection to the home warranty, consider the home inspection to be a physical exam and the warranty to be health insurance. Would you ever expect to hear someone say, "you don't need a physical exam, you've got health insurance"? Doesn't seem to make much sense, does it? That is essentially what we are saying to our customers with the "you don't need a home inspection, you are getting a home warranty" comment! Let's flip it around now. How about "you don't need a home warranty, you are getting a home inspection". Here's the medical equivalent, "you don't need health insurance, you just had a physical exam"! Insane! In so many instances, when I have been able to explain a new or complex home related issue to a customer in equivalent medical terms, they suddenly get it. They seem to understand and are now comfortable. Clearly, most homebuyers are not in the medical profession, but the language is familiar to them. Must be from watching ER or Marcus Welby reruns! So be clear in your communications with your customers. Be ready and able to clearly articulate a compelling argument for anything you wish to say. And above all, EDUCATE your customers. Educate them on why they need a home inspection, a home warranty, or whatever the subject is. Teach them how to choose a qualified home inspector. Teach them how to make a good decision on any real estate subject or issue. They will love you for it! Wally Conway is President of Florida HomePro Inspections, and has recently written a book entitled "Secrets of the Happy Home Inspector", available at GoHomePro.com or Amazon.com. Wally's expertise and experience has been sought after by HGTV's "House Detective", the Florida Times Union, and many real estate boards and associations. As a speaker, writer, instructor, and host of The Happy Home Inspector radio show every Saturday at 3 PM on WOKV 690, Wally blends the right amount of up-to-date information with just the right amount of humor, insight, motivation, and real-world application. Visit WallyConway.com for more information!
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the processionary caterpillar syndrome? 10 High Powered Ways To Magnify Your Sales 1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. Objections Are Buying Signals? Usually! How well do you handle objections? In Sales The Biggest Rolodex Wins How many names do you have in your business Rolodex? ______ The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation: 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. 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. You Dont Love Your Kids if You Dont . . . "You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and did not even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum. Make Your Prospects Speak You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. In spite of what most people believe, selling is a science. Native abilities can help you to feel more comfortable in salesman position, but first comes learning. You have to build and permanently grow your knowledge and techniques. It's not just about putting up a web site, or using a replicated web site and promoting it to free classified ad sites and FFA pages. It is not just about learning by heart your product and telling to your customers all what you know. The most important part of sales science is to listen. A serious prospect is one who is interested to get what he needs. By the consequence, having some questions or concerns related to your product, he is really interested to find out if your product fits his needs. He will come to you to tell about his questions and concerns. Be prepared to welcome him in silence, selling is not about talking, it is firstly about listening. Pay attention to his questions or concerns. What are his likes and dislikes? Is he motivated by your product price or he perceives the value ? How your product fits his desire for status ? Listen to him is like listen to your market. When is your turn don't start answering, better ask what he means by every question. Make him speak and listen what key words he uses for explanations. Tailor your answer based on the information you gather and be prepared to reply using these key words to emphasize the image of your product. This technique requires effort and practice to be able to leverage its full potential, so take the time to study and practice it. Make your prospects speak and their concerns will do all selling work for you. How A Dancing Horse Can Increase Your Sales "Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse. You CAN Be a Great Salesperson! When you are in sales, you have the choice to be successful or unsuccessful. The only one to set limits on your income and success is you! A career in sales is a challenge. Use that challenge to motivate and excite you. Meet and beat that challenge! Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. Are You a Sales Professional? Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional? Sales Tips from Sales Masters How to Build a Repeat Client Base in Automobile Sales Here is a question I recently received from a young automobile salesperson: How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. Visual Science of Selling Statistics state that 55% of people judgments are made based on what is seen visually, as opposed to 38% based on voice and the message you give. That means what you promote using images is the most important factor in making the right connection. This observation makes the Internet the biggest opportunity to sell. It's been said that information is king, but in the world of the Internet, it's image. Here the visual presentations are the most usual method to promote your product/service. According to web development tools you have at your disposal photos, images, animations, movies to enhance your marketing strategies and create a professional sale system There are thousands of authors out there teaching sales people on how to turn more prospects into customers, how to increase their sales, and convince people to buy. Almost all of their books state that creating an image of your product is the best thing you must do and this is nothing else but to recognize the importance of visual methods in sales process. Here are some 'visual' tips that salespeople may use effectively in selling their products Use images in your website. An image values more than a thousand words. Take care to not overload your web site with high tech gadgets. They can create a slow loading web page and distract people away from your offer.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
