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| Sales Training Information |
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Business Appointment Success or Failure
One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may view it as a sign you have no regard for your own word, or their time. And you cannot be depended upon. So why should they do business with the likes of you? So by all means, be on time for your appointment. Make sure to let the prospect know how much time you will need to make your sales presentation. If the prospect is on a tight schedule, it is doubtful they will give you their undivided attention. You both may become nervous, or uneasy due to the time restraints on both of you. If you need 25 minutes to present your sales talk and the prospect can only spare 15 minutes of their time, it is better to re-schedule the appointment than to run out of time. Greet your prospect in a business-like, friendly way. Your introduction should make a good impression of you and your proposal. By choosing your words carefully, you will have gained the undivided attention of your prospect. Then you can tell your whole story. It is common practice to present your business card to your potential customer. The timing of this could be crucial to your sales talk. Your opening statement should be designed to deepen curiosity in your prospect's mind without being too informative. It may be to your advantage to give your opening statement, then, present your business card to the prospect. If your introduction was successful the card will not only introduce your business, but also help you establish a rapport with the prospect. On occasion you may call upon a business establishment unannounced. This is called "cold calling." This method is not recommended, but it does happen. In this instance it may not be a good idea to present your prospect with a detailed business card. It may tell too much too soon because unlike having an appointment, the prospect has not yet had the opportunity to develop curiosity for your proposition. But the card that gives little information (a personal card) could be quite beneficial and serve as an opening to your approach, or introduction. You want to lead your prospect through each phase of the selling process without missing a step. Someone else, such as a friend of the prospect may also be present on the day you meet for your scheduled appointment. Your primary attention should be directed at the person you made the appointment with, but if you have been introduced to the friend, you cannot completely ignore their presence. Should you include the friend in your sales talk? It all depends. If your prospect has introduced you to their friend and the friend then goes about busying themselves with other things, the answer is no. Carry on as you would under normal circumstances. On the other hand, if the prospect's friend has made he or she a part of the conversation, or sits down with you and your prospect, it would be rude to exclude the friend from your sales talk. You may find that the friend is more interested in your proposition than your prospect, or equally as interested in your proposition. So if the friend shows interest give your sales talk to both parties. The friend may turn out to be your best customer. Copyright © 2005 Gloria Whitehorn-All rights reserved About the Author: Gloria is an article writer, business owner, author of two books, salesperson and seasoned mail order pro. Visit her site for information on a great part-time, full-time-anytime business. She knows what she's talking about. *Attn: Ezine Editors/Site owners*
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Coaching Secrets That Lead To Failure In Sales Let's be realistic nobody really wants to be labeled a failure when it comes to sales, unfortunately many business minded people are just that when it comes to selling their product or service. I have gathered a few tips I'd like to share that can prevent you from succeeding in sales and ultimately cost you your business. Finding the Need is Only Part of the Sale Many of us in sales are taught to believe that the most important job of the salesperson is to 'find the need' of our prospects. If we can uncover 'needs' then our job is easy; we just need to show our prospect how our product or service fills that need. Right? The Ultimate Think Differently Sales Tip Sales drive revenues, and revenues drive companies. Companies, then, are only as good as their sales people. In a society that has become increasingly immune to typical sales pitches, competition for consumer dollars has reached a fever pitch. Consumers are inundated daily with various versions of sales propositions: email, cold calls, fliers and brochures, special offers, internet banners and offers, you name it. How can you expect to compete in this environment? 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. Sales 101 For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. How to Master the Art of Salesmanship I put together this little article because, although basic, we all must "master the art of selling". With out this skill, the foundation on which you build your business will not be a solid one. Mastering the "art of selling" is simply knowing how to present whatever it is that you are selling, to the buyer in such a manner that they feel buying it from you will solve their problems or fulfill their dreams. A Revolutionary NEW Dimension in Sales A Revolutionary 'NEW' Dimension In Sales: Make many more closings in the same amount of time! 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. 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. More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? As They Approcah the Finish Line... The Winner Is? Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over. Peak Performance One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity. 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. The ?Finding Common Ground? Sales Technique, Is A Myth! Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. It is true that people buy from people like themselves, so on the surface this selling technique seems like a reasonable method to produce positive feelings in a prospect, customer or client. But, finding something in common with a decision-maker just takes too long in today's fast paced selling environment and often is too difficult to uncover to build the trusting relationship that actually produces sales success. Three Fast, Short, Simple Ways to Escalate Your Sales 1. Sell an inexpensive product to sell an expensive product. If people like your inexpensive product, they will be persuaded to buy your expensive one. Humanize the Sales Process Q & A Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are: 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. Seven Keys To Closing More Sales During The Second Half Of 2006 It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you are in the Winner's Circle at your Next National Sales Meeting. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal.
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