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| Sales Training Information |
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9 TIPS: Dont Sell Me - Persuade Me
We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. One of the two major complaints from trade show attendees is about the booth staff that has a heavy sales pitch. You know that pushy salesman stereotype.. (FYI - the second complaint is staff that doesn't know its stuff - i.e. is not knowledgeable about the company products and services..) Trade shows have the disadvantage of compressed time. You might have 30 seconds or 30 minutes but it's not a regular sales call. You can't talk faster. Just listen closely to the attendees and try to persuade people that your firm can solve their problems. Here are nine conversation points, and examples, to consider when speaking with people at trade shows. 1. Authority - Why are you important? What gives you the authority to ask for clients? Perhaps it's your firm's expertise in a certain area, or a partner's experience. It's no longer because your company has a long history or is the newest dot.com. TIP - It has to be a proactive, not a reactive, reason. "We've taken the position that e-learning is critical. We developed a great program in-house that improved our sales productivity 45%, and now we're sharing it with others in our industry." 2. Conformity - Are you certified? In every industry, some form of certification carries importance and gives you and your firm authority. Knowing that as a consulting firm, half your staff are CPAs, lets me know that you conform to accounting standards. TIP - Don't just tell me why you are ISO9000 certified, tell me why it's important to your company. "We were the first HVAC company in this area to be certified and it really helps us focus our goals to service clients like you." 3. Commitment - Is your firm committed to your industry? Are you a leader or just in the middle of the pack? TIP - Don't say you are committed to customer service, tell me how. "We found that 85% of our customer service calls come during regular business hours, but we never want you to have to wait for an answer, so our 800 number and online help desk are staffed 24/7." 4. Consistency - Clients want to know you have a track record and that you'll maintain it when they remain with you. TIP - Explain how you maintain the consistency. "We're spending $5million in R&D this year for product improvement, but we'll always stock the MX49 that your firm uses, because we own that mold. " 5. Contrast - How are you different from your competitors? Avoid giving your competitor a plug and don't refer to them by name. TIP - Answer questions with a comment that shows your company's leadership. "We're aware other firms are taking the low road, but we've always preferred the high road because the vision is better." 6. Like #1 - This is personal - we all like to do business with people for whom we have a good personal feeling, so if there's a twinge of personality clash in your conversation, pass the visitor over to another staff member. TIP - You don't want to blow a deal because he or she did not "like" you. "You know, I think Sam has a better handle on your concerns, so let me introduce you to him now." 7. Like #2 - This is business - In today's fast, competitive world, not everyone is aware of the relationships on the business side, if there is a history your firm has with the visitor's firm. TIP - Be up to date on your company's status, ask about relationship problems before the show. "Yes, I understand we did not get the bid for the job in Chile, but since we added enterprise software our costs have reduced considerably. I know we'll be more aggressive on your next bid." 8. Reciprocate - Is this a potential partnership? Every client should be viewed as a partner. Sometimes, you have to give more in a partnership than you get. TIP - Don't view the reciprocity as a guaranteed 50-50 relationship. "We'll be happy to include co-op advertising in our agreement with you. All we ask is, when the advertising works for you, that you refer other wholesalers like your firm to us." 9. Scarcity - How unique are your firm's talents, products and services? What makes me have to choose you? TIP - Be certain of your facts before you boast - "Are you aware we are the only firm to provide secure internet access for coffee grinder repair shops?" Knowledgable conversation leads to persuasion which leads to sales. Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, Inc, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows. Julia is an expert in the psychology of the trade show environment and uses this expertise in sales training and management seminars.
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Coaching 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. Closing the Sale - It Doesnt Have To Be Uncomfortable "The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision. Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site... You Dont Need Health Insurance! Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together. Body Language, Five Key Ingredients When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well. 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! 3 Basic Secrets That Will Explode Your Sales This Year In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product. Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? Why More Sales Training Comes Before More Marketing Expenditure In most businesses, when sales are slow or low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. But is this always the right solution? Just Ask For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. But... don't let this style of 'short cut selling' sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson. (As a dealer or sales team leader, schedule a fall Skill Specific Coaching workshop for your sales team to get them back on track. Dave@Automotivator.com ) Whats Your Sales Training Goal - Exposure or Behavioral Change? When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior? 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling abilities. Say What?!? Sales is a Profession? What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful "How to" concepts defined and implemented within the sales profession? These "How to" concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we're doomed to non-professional status. Let me explain. 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. 7 Ways to Get to the Truth: When the Sale Disappears Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. How to Spellbind Your Prospects in 10 Seconds! You've got yourself 10 seconds to HOOK your prospects or LOSE them! 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:
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