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| Sales Training Information |
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The Unmentioned KEY to Selling
PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST. PERIOD! See for yourself. Let me start by asking you this. Have ever taken your business from one company and given it to another (which sells the same product or service) because you just did not like the person you were dealing with. Have you ever said, "I don't know what it was about him or her, but I just did not like them." Or, "I just don't trust him or her." Or, better yet, "I don't even know them." If you've ever said these phrases, as I suspect we all have, then you know E-X-A-C-T-LY how important it is to YOU, to do business with someone you know, like and trust!! In the beginning of any of my businesses, I knew people would do business with me if they only knew me. I also knew that once they got to know me, eventually they would like me, and more importantly trust me. Then I would be able to conduct business with them for years to come. The same will be true for you. Think about it for a second. The instant someone starts to trust you, you sense it, don't you? After that trust is established, moving forward becomes easier doesn't it? It can be with a friend, a loved one or in business. And it's peculiar because you can't really pinpoint it; you just know it's been verified. Stop for a minute and think of one person you trust completely. Can you explain why you trust him or her? It's hard to put into words isn't it? I know it is for me. There is nothing more powerful than trust. Nothing. On the other hand, we've all decided not to buy from a Salesperson because something just did not feel right. Maybe we suspected they weren't telling us the truth, or the salesperson was side stepping our questions. When we sense deception or distrust, a very powerful alert mechanism is somehow automatically triggered in our innermost being. We don't think about it, it instinctively happens. It's built into us. It's as automatic as gravity. And, if we fail to yield to this built in INSTANT-WARNING-DANGER-ALERT REACTION, we will remain unsettled and uncomfortable regarding our decision. Do you know WHY you businesses repeatedly advertise and market to people? Because they're attempting to establish trust and likeability, by continually placing their products/services in front of prospects. That's why repetition, repetition, repetition is so vital in marketing and advertising to people who have no idea who you are. However, that style of relentless marketing and advertising is not necessary, but is considered obnoxious, to people that already trust you. Plus it's a lot less expensive! It doesn't matter how many books you've read on selling, marketing, advertising, or prospecting, the most important reason people BUY is they liked, and or trusted the individual or company that was selling. So, to make your prospecting easier (note I did not say easy), wouldn't it make sense for you to contact people that you have already established trust with? You know who they are, and I promise you they'll be more open to your new venture than a complete stranger would be. You'll find your sales presentations, quotes, bids, estimates, and prospecting, easier if you will seek out those who already know, like and trust you. At the core of all transactions you'll find this truth to be the foundation. Scott Rauber
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Coaching 11 Secrets to Leadership in Sales In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. In reading this work, it appears that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives. Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain. How to Use Humor to Increase Sales Using cartoons can help brand your marketing and drive home important messages. Although surprisingly inexpensive to acquire, humor can be one of your most powerful marketing tools. The Quickest Way To Increase Your Sales The quickest way to increase sales is to make things happen - not to let things happen. Let me explain. The #1 Lead Generation System of Top Sales People Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. 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... A Great Sales Technique: Be Aware of Sales Myth #5 A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. Here is one of them. Sell Yourself, As Well As Your Product When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves. 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 Sales Marketing: 10 Explosive Strategies To Amplify Your Sales Marketing is a skill. Once you master it, you can succeed in promoting any product or services online. 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. Direct Sales and the Use of Clipboards Do you ever feel that when you are doing direct sales you find yourself not getting respect from the local businesses? They are busy and you are an interruption of course, yet at the same time, it does slow you down. Smart direct sales marketers carry clipboards into offices to sell and take orders. Clipboards come in many colors and styles; plastic, aluminum, clear, etc. These clipboards should have your company logo on the bottom. They should also have calculators on the clip. The logo should be made of vinyl lettering in your company colors. They should be durable or high tech plastic clipboard which can be dropped from six feet without breaking. They should also have a company pen attached which contrasts such as a yellow pen with blue ink or red ink inside. The sign-up sheets for orders or receipts should be on top and attached to the clipboard. 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process. Change Takes Time I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled. Multiply Your Sales When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred." Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website. Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now If you have problem attracting new customers, the sales marketing secrets that I am going to reveal to you below will make you smile all day. 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: Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales.
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