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Sales Techniques to Help the Customer to Buy
Three times I have revisited Turkey after living in the country for two years in the 1970's. How could I ever forget? Salespeople everywhere can glean some wisdom about the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent: ask questions, be persistent and appeal to emotions. ASKING QUESTIONS As you revel at the array of products lining the street in the Bazaar, you hear someone say, "We have a great deal on leather coats today. How would you like to buy one?" On it's own merit a question is one of the best ways to begin a relationship with a new customer. Questions early on show interest and allow you to gather information. However, at the beginning of getting to know someone, you want to use what I call high fat questions. High fat questions will usually get more than a one word response from someone. This question, "How would you like to buy one?" is headed for either a "sure," or more likely "no" answer. Now a follow on question, "But, why?" is high fat. Sure, you could answer it with one word like, "because." More likely you will begin to explain why you are not interested or say what you are really doing is just browsing. Try using "How come?" in place of "why;" it does the same to inquire in a less heated way. Questions give the asker power. You can better control the direction of the conversation. Regardless of how a customer responds to a question you gather relevant information when you listen. This merchant is going to help one of us buy. BE PERSISTENT As a salesperson masters the art of questions, it's easier for that steadfastness of purpose you need to help the customer buy. When you ask questions, you nurture persistence. It becomes pleasing to discover more about your customer. Most salespeople give up way too soon. Brian Tracy, master sales trainer, states a statistic that 80% of salespeople quit just at the time when most of the sales are made. Consider persistence a necessity. You can't drive a nail into a block of wood with one try can you? Sometimes it takes more than one try to have your message take hold. If you sense your prospect feels pressure or keeps coming up with excuses, then tone things down. But at least, either state or agree on the next step, even if it means then the customer says no. Put energy into finding out what your customer needs and presenting what you have in a way it will satisfy those needs. One merchant knows that my son is going to buy a Turkish drum and he keeps helping him to decide which one. PEOPLE BUY ON EMOTION Get the customer involved. By engaging your customer you get to the emotion of how a product or service will make them feel. Their face shows it; their voice lets you hear it. At a more subtle level, even their breathing lets you know they are a buyer. The merchants in the Grand Bazaar of Turkey wisely and easily do this. Not only are you intrigued by their fondling of some products, you want to feel the silk as well. Between your fingers, on your face, you love the luxurious softness. People don't buy a car because of logic. They buy it because it makes they'll look prestigious driving in it. Or they love the sound of the stereo. Or they love the way the leather feels. Create situations so your customer can feel the emotion of wanting want you have. After tapping several different size drums my son begins to negotiate for the best price on the drum he's decided on. His emotion helps him to want to take this memory home with him. Whether you sell shoes or insurance, whether your products are tangible or
intangible, and no matter if what you sell takes a minute or a year, its questions,
persistence and getting the customer involved that move sales results from fiction
to fact.
Pat Weber is a coach, certified telelcass leader, and corporate trainer. With her incisive, effective communication skills, her services can help you to accelerate professional and personal results you want, by helping you increase your choices and build your self-confidence. With personal coaching, a teleclass, an online email course or on-site workshop, get what you want, more easily and more often. Visit her website at http://www.prostrategies.com. Contact her for a free coaching session.
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Coaching The Top 7 Sales Blunders We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. Three Essential Questions You Must Ask To Make More Sales Ignore Them At Your Peril There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet". The Truth About Sale Success! Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good. Sales Strategies: Its Not Who You Know - Its What You Know We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is you sell. When you are "selling an idea" or pitching a business proposal or offering a product or service it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple you just need to be in the "know". Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- Theres a Referral for Everyone I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically did not like each other, and spent most of the day avoiding one another. The Clock is Ticking on Your Leads Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job. 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. A Sale in 30 Seconds? Its all in the Greeting It has been said that a customer makes a decision to buy within the first 30 seconds of their experience at a retail store. That means that as a salesperson, you must create an environment that is comfortable for your customer and conducive to making a sale, all within 30 seconds of their arrival. 10 Amazing Ways To Jump Start Your Sales 1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects. 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing. Win More Sales With a 5-Step Sales Process Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the "next step". Essential Training Skills for Managers Today's manager lives in a world where change has attained Mach speeds. What holds good when you go home may not apply when you return in the morning to work place. Such a tremendous pace of change takes a heavy toll in terms of a dispirited and de energized workforce. Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act.
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