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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. Focus on the customer goes far beyond the words coming out of your mouth. Your focus directly affects your body language, your tone, and your message. These are three of the key factors that customers use to determine if they like you and if your product can solve their problem. Focusing on your customer means that you are actively listening and that you personally care about the customer. These things cannot be faked. You must truly want to listen and you must truly care about helping the customer. That is the only secret to closing the sale. Body language will show you are focused on your customer. Your customers detect your body language even if they are not aware of it. There is no 'secret' way to ensure that you have effective body language. When you are engaged in a conversation with a customer and you remain focused, it can be nothing but positive body language. The same is true for your tone of voice. If you are listening with the intent to understand, instead of listening with the intent to respond, then that amount of personal attention will reflect in the tone of your voice. The tone of your voice, like your body language, plays a role in how well someone receives your message. The content of your message will naturally be in-line with what the customer would like to hear if you focus on the customer and nothing else. When you are in-sync with the customer, then the customer will guide the conversation all the way to the commitment to buy. Here are eight ways to ensure you are focusing on your customer: 1. Relax. 2. Find out something personal about your customer. 3. Call them by their first name often. 4. Find out WHY they are interested in your product and refer back to that reason often. 5. Listen to understand the meaning of what it is they are saying. 6. If you catch yourself formulating a response before they finish talking, this means that you are not listening. 7. Look your customer in the eye. 8. Get your mind right. Why do YOU want to help this customer? If the answer is just to make the sale, then start here. You need to care about the customer personally and care about solving their problem before you can ask them to buy from you. Many salespeople are well intentioned but lose focus of their customer somewhere during their conversation. It is this ability to maintain your focus that will not only differentiate you from your competition; it will win you more sales. To join Tom Richard's weekly ezine, Sales Muscle; click on https://app.quicksizzle.com/survey.aspx?sfid=7796 and you can visit his website at http://www.tomrichard.com
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Coaching 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. The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. The Most Underused and Powerful Method of Lead Generation Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? Do You Know the Emotion Behind the Objection? Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn't want to buy from you, ask yourself the following questions. 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. 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. 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. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales. Ideal Clients - Who are They and Where Do You Find Them? Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing to refer you to their friends, return for repeat appointments themselves (where appropriate), who pay their bills on time, who show up on time for their appointments, who give you 24 hours notice when they need to cancel their appointment. 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. Objections Are Buying Signals? Usually! How well do you handle objections? How Can A Smelly, Hissing Goose Teach You To Be A Business Leader? In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted to have the full experience so I began to collect animals. We acquired cats, dogs, chickens, an old horse, guineas and the pair of geese. I recall the wisdom that came from the animals. One such piece of wisdom was on leadership. Selling Yourself - Its Not About You I recently found myself suffering from a lousy cold; all the coughing, snuffling and sneezing symptoms which send other people running for cover. A Sale in 30 Seconds? Its all in the Greeting It has been said that a customer makes a decision to buy within the first 30 seconds of their experience at a retail store. That means that as a salesperson, you must create an environment that is comfortable for your customer and conducive to making a sale, all within 30 seconds of their arrival. Prep Your Customer When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. For example, before anyone can paint, you must plan what colors and textures you would want. You must have a vision of the finished product before you start. Next will come the preparation work. Before you apply a long-lasting, beautiful finish, you must "prep" the surface by washing, spackling, caulking, or priming. The actual painting comes only after you have spent countless hours preparing for it. How To Give Your Sales Job A Strategic Tune-up In happens every year in June. 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. Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system. Pressure Washer Business; Cleaning Composite Decks There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly more expensive because they look great for much longer.
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