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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. So how do you take advantage of this wonderful sales cycle? You must change the focus of the sales experience on making a friend rather than making a sale. When you focus on making a friend at all costs, you will find ways to serve your customers beyond the scope of what you do in your business. This type of exceptional service is what will get your customers talking positively about you after the fact. They will enthusiastically tell everybody they know about you, your company and your excellent service. These testimonials are the most effective form of advertising you could ever have for your company. By making one friend, you will create customer loyalty that will boost your sales as they continue to buy from you and recommend you to others. In order to be friends with your customers, you must take the time to revaluate several key aspects of how you interact with them. Do you value your customers? Your customers do you a great service by contacting you. Think about it. If a customer contacts you or stops into your place of business, they have already paid you a wonderful compliment. They likely have heard that you do good business or that you have the solution to their problem. Return that compliment by respecting your customers and letting them know that you are honored that they have given you the opportunity to earn their business. Recognizing the important value of each customer will establish the loyalty that will keep your friendships and sales numbers growing. Do you truly care about your customers? The only way to become friends with your customers is by caring about them as a friend would. You must listen to your customer's concerns and understand the meaning behind their words. Everything from your tone to the product that you recommend for them should reflect your sincere desire to make them happy and to solve the problem that they brought to you. Because this type of attention and service is so rare in business today, you will create relationships with your customers that are just as rare. This unique relationship will be the driving force behind their purchases. Do you treat your customer as you would want to be treated? Your customers come to you because they need help and they trust that you will be able to supply them with the information they need. Do not take advantage of that vulnerability and belittle their intelligence while speaking with them. Avoid phrases that may sound condescending. After all, knowing every intricate detail of your product is your job, not theirs. Your mockery and disrespect will be evident to your customer, and will be sure to end the possibility of their friendship and business. Treating your customer like a friend also means letting go of many of the techniques typical salespeople may use. Do not fall into the trap of trying a manipulative sales trick on your customer. You do not like it when it is done to you, so do not do it to your customer. If you are focused on your customers needs, there will be no need for finding a manipulative way to close the sale. Employing manipulative sales processes and formulaic closing techniques insults your customer's intelligence and paints you in a shadowy light. This is obviously not good when it comes to earning their trust, their respect, and, most importantly, their business. Making friends with your customers is an easy way to ensure a sales experience where everybody wins. Your customers will feel confident buying from a friendly and trustworthy business, and you will enjoy the benefits of new friendships and continued sales. Tom Richard is the author of Smart Sales People Don't Advertise: 10 Ways To Outsmart Your Competition With Guerilla Marketing. You can subscribe to Tom's Weekly Ezine at http://www.tomrichard.com
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Coaching Closing The Sale So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still did not end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to have a hard time turning those leads into paying clients. Perhaps you are approaching the situation from the wrong perspective. Maybe you are focusing too much on the sale and not enough on the potential for a RELATIONSHIP with this person. Customers For Life Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the more global question: Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar! Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more. Do You Have to Be Aggressive to Make Sales? A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach. 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 Get Clients To Take Immediate Action Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense of urgency and get your clients to want what you have now! How to Build a Repeat Client Base in Automobile Sales Here is a question I recently received from a young automobile salesperson: The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? Attitude Insurance Everyone knows the importance of having a positive attitude, especially in the health insurance industry. Even negative people say that they have a positive attitude. Increase Your Selling Confidence 1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own. 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. Dont Close Your Eyes Or Let Deaf Ears Fall Upon You To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business. 7 Keys to Turning Cold Calls Into Warm Calls Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me? 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? How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. Order Takers vs. Sales Professionals As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals? Firstly they are two completely different animals. Lets face facts order takers are less likely to be skilled in sales technique. This includes the ability to easily up sell, cross sell or add on services. Order takers are by there very nature just waiting for the phone to ring and do not work on a pro active basis. If we left everything to the client then so many additional products would never have been sold. 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. Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- 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. 7 Quick and Easy Ways To Multiply Your Sales There are always some great, fast and easy ways to multiply your sales without paying more for extra advertisements.
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