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Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention
I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen. Maintain eye contact This is more than just starring at them to appear to be interested. It also helps you concentrate on what they have to say. Ask relevant questions Don't assume that you understand where they are coming from. Be sure to ask a follow up question and rephrase or restate what they have said. This not only keeps you in the conversation but it also lets them know you truly understand what they said. Avoid distractions You want to control the setting as much as possible. If the sun is in your eyes, move your seat. If you are outside take off your sunglasses. If you are in a room make sure it is as quite as possible and don't forget to turn off your cell phone. If you are expecting a more important call let them know before hand. It will go a long way on keeping you looking professional. The more comfortable the both of you are the easier it will be to communicate. Take notes Unless you have a photographic memory, carry a pad and pen with you wherever you go. Make sure don't spend the entire conversation looking down at your notes. It's important to write and look them in the eye at the same time it will give them a sense of importance and help break down the barriers between you. Create a short hand if you need to. Multitasking is a No, No In the back of your mind you may think you are saving time but you are making them feel neglected and their confidence in you will be shot. Taking the time to stop what you are doing will pay bigger dividends in the long run to pay attention in the short run. Are you really listening to them? Resist the urge to talk about yourself. This is your opportunity to stand out from everyone else and learn what it is that your clients/prospects really want. Take the opportunity to learn about their family, hobbies, favorite sports teams etc. This bonding time will make a big difference if it is between you and someone else. A final tip is to ask someone close to you to rate your listening skills. Listen carefully to what they say - you might be surprised at what you hear! Mical Johson is the publisher of http://www.MyHomebasedBusiness101.com which provides Case Studies, Resources, Tools, Software, Articles And Everything Else You Need To Start And Run A Successful Home Based Business. Home-Based Business Success Toolkit The newsletter all home-based businesses need to optimize their success. The Toolkit includes free interviews, success tips, and more... To see all the free bounuses you get visit our web site. Join today and get started on the right track!
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Coaching Sales Tips from Sales Masters 10 Blockbuster Ways To Ignite Your Sales 1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site. Like It or Not... You?re in SALES! Mention the word sales or salesman and two out of three people get a little clammy under the skin. "I hate sales people and I could never do what they do!" is what many say at the mere thought of having to sell something. How wrong they are. 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 Business of Closing the Sale Without Killing It You must be able to coordinate your sales talk to service whatever step in the selling process the customer has arrived at in their mind. Its All in the Questions Contrary to many of the books on how to be an effective salesperson, selling in today's market place is just the same as yesterday's. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each sale. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. The Reason Why They Buy If you are a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch Why are some sales pitches more persuasive than others? Are the salespeople just naturally more convincing, or do they know secrets about creating a sales pitch that the rest of us don't? Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria. 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. Sales Prospects Avoiding You? This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization. Last time we talked, he indicated he needed to gather some information regarding his current operating cost (which we most likely would be able to cut) before coming in for a demo. But when I called back at the time we had agreed upon, I kept getting voicemail. I have not been able to get him on the phone and he doesn't respond to the voicemails I left either. What do you recommend I do?" When Sales Prospects Won't Take Your Calls 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! 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. 10 Expressions to Avoid in Sales Communication Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. Transforming Problems into Sales My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. It was highly annoying and I knew I wouldn't be at ease until it was silent again, so I filled the tank. 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? Six Simple Steps to Increase Sales and Decrease Stress Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you could not find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress: Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Here are a couple of examples ? Make Your Referrals Count Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.
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