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Your Business Approach Can Make or Break a Business Deal
Every sales presentation should start with the approach, or introduction. Your approach should be a well-defined statement that can be easily adjusted for any situation. Although getting the prospect's attention brings fear into the hearts of some people, generally, it is not a difficult thing to do. But it can be easily lost with drawn-out, unnecessary chitchat. The mission of your opening statement is to get the attention of the prospect. Without the prospect's attention, the selling process cannot be started. Nervousness may cause the salesperson to hurry their sales presentation, leaving out critical information. If a salesman is nervous it could be due to lack of confidence in their approach. They may know their approach is not effective and doesn't create curiosity and interest. Or perhaps they are not sure of their sales abilities, or they do not believe the claims of the product they are selling are true. If you fear meeting with the prospect like you would fear a death sentence, you will have defeated yourself before you ever get started. Your nervousness will show in your demeanor and voice. If you show your prospect you lack confidence in yourself, or your proposition, they will lack confidence in your ability to render them a real service. Don't approach your prospect like you owe them something, or like you stole something from them. Show them you have self-respect and confidence in yourself and your goods. You are not a beggar. You're a salesman who helps to keep the economy moving. Before meeting with the prospect (during the pre-approach phase) prepare yourself by thinking about the points you want to bring to the prospect's attention. Discard any ideas that may harm the selling process. Calm your nerves. Ask yourself what makes you fear meeting with the prospect. If it's because you don't think your approach is good enough; then, now is the time to go over it in your mind and make the necessary changes. Realize the prospect is only a person just like you. No better and no less. Your approach cannot be used in the same way with every prospect because everyone is different. Try to see yourself through the eyes of your prospect. Observe your prospect and adjust your approach accordingly. How you present yourself will have a great bearing on whether, or not you will have the opportunity to tell your whole story. You are selling a proposition. Be clear and concise with your opening statement. First of all, don't change your personality, or try to duplicate someone else. Just be you. If the prospect senses you are putting on aires, they may not trust anything you have to say. The prospect granted you an appointment, so curiosity has already been started in the prospect's mind, but now the curiosity that was started needs to be increased with your approach. The first 15 seconds will have an important effect on the rest of your sales talk. In that short amount of time the prospect can determine if you came to buy something, sell something, or render a real service. So take the time to prepare a good introduction because a sale can be made or lost within those first few seconds based on what you say, how you say it and how you present yourself and your product to the prospect. 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 Smart Discounting: The Right Way To Discount Your Products If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference? Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... Increase Sales By Flying Under Your Prospects Radar Defenses How do you persuade someone to do what you want them to do? Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." 8 Must Questions to Ask in Every Sales Situation Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. If properly "sold", a sales prospect will have his problems solved with your company's products or services. To be successful at selling, you must systematically approach customers with a proven repertoire of qualifying questions that allows you to clearly understand your customer's current business challenges. 10 Ways To Improve Your Sales 1. Determine your current situation. How are you currently positioned in the market? How do you compare to the competition? Where would you like to be in a Year or in five years and how would you like to get there? Or more appropriately how can you get there, as it is not always the way that you want that works. Planning requires that you understand how you currently stand. 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. Assumptions The Hidden Sales Killer Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of a situation that occurred in a department store he worked in many years ago. A Stupid Question This is a stupid question but it has to be asked. 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. 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. Equal Chance of Winning The Sale? Bah! Are you going to win this deal? 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. Making Sales is Easy When You Learn How to Make Friends Friends buy from friends. Why? Because people trust that their friends will go above and beyond the duties of a typical salesperson. They know that their friends will give them friendly, honest help and provide them with the product that is perfect for their needs. In return, these people develop into loyal customers who are happy to support their friend's business with continued sales and referrals. The Multiplying Factor In Sales Success Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. One morning the owner of the company called Mark into his office to discuss a new job assignment. Mark was floored when the boss asked him to become the company's sales manager and take over the marketing department, which included the areas of sales and service. Mark had never sold before, nor had he managed more than a couple of people in his operational assignments. Now he was being asked by the owner of the laundry, at my recommendation, to supervise a sales team of three people, a route sales staff of nine and three service managers. My recommendation was primarily based on my observations of Mark as he gave me a plant tour a year earlier, as I started my engagement with this client. The Road to Achieving Training Success: What Holds the Key? As a trainer, you will be able to see a single change in a single person, out of perhaps a hundred tries, as a success. That is a good percentage. Obviously, the more successes the merrier, and the smaller the number of tries, the more critical becomes the necessity to increase the possibility and probability of success. How To Improve Your Sales Skills One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills. Let Your Weaknesses Increase Your Sales Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know why. You just aren't "sure." And you respond, "I'll think about it." Then you talk with another salesperson that says the same things, uses the same languaging, and does everything else right, until towards the end. Then they get honest with you and tell you the weaknesses of the product. Then you buy. Need A Sales Boost Try These! The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more. Evaluating Your Customer It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want, don't need, or can't afford.
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