Archived posts from this Category
Archived posts from this Category
What do you do if you are not a natural seller, and you can’t currently afford to hire a pro salesman?
Today I am going to show you the four key areas that you can focus on to help you start selling today.
Step One - Research
This is a key area and is a great way to build your confidence and knowledge. You will need to get your product and really get to know it… play with it, break it, bend it, really get to know it inside out.
Also look at your competitors, what have they got that you don’t? What do they do differently? What do they do better?
Then look at your customers, who are they? What do they need?
Time spent researching these areas will vastly increase your confidence. You should also set an exact time frame for this stage.
Step Two - Connecting
Now it is time to get out there and connect with people.
Cold Calling - This often gets a bad reputation, but if done correctly, it can be a good way to get started. The key is often to not try and sell on the first visit. Just introduce yourself and leave some material, then pop back a month later and show them your hot products.
Trade Shows - Virtually every industry has trade shows. Ideally you should get your own booth and use this as a way of networking, selling, promoting and branding. Bear in mind that you may need to bring 2 or 3 more people with you to help out.
Get Attention - Getting attention and getting noticed are going to be key to making your sales easier. Advertising is the most obvious way of doing this, but you can also use press releases and the media to help. Try and think of a unique angle about you or your company, and use that to get a story to the press.
If you are looking for extra tips on getting attention and creating buzz, then get a free copy of this case study: Free Marketing Case Study
Step Three - Get Organised
The less your customers have to do to complete the sale, the better. Make it easy. Do the work so they don’t have to. If they have to do more than fill out a credit application and write you a check, that’s too much.
If you need a bunch of technical information, sit down with them. And YOU fill out the questionnaire while you go through it with them. If you can make everything as organised as possible, it will make your life easier, and will increase your sales.
Step Four - Close Close Close
Once you have got a signature from the customer, you are only half way there. You are only fully there once the money is in your bank account.
Always focus on closing the sale, and If you get a half-baked commitment and then no promised phone call, follow up. Show up. Bring a freebie. Be accessible. Invaluable. Available. And ready.
You now have four key areas that can help you orgnaise and become more effective in sales.
When it comes to sales, there are three distinct styles. Every sales person on the planet fits neatly into one of these styles.
* John Mclane - You live for the thrill of the hunt. You’re aggressive, competitive and impatient with paperwork. You know your production to the penny. As soon as a sale is clinched, you’re looking for your next conquest. You are the John Mclane of the sales world.
* James Bond–You’re a people-person and a relationship builder. For you, the sale begins at the time of the close. You take pride in providing strong customer service and it shows in your high persistence ratios. You believe a bird in the hand is worth two in the bush.
* Robocop –You’re the Energizer Bunny, the Robocop of sales. You’re relentless. While you’re not flashy like James Bond or warm and Rugged like John Mclane, you get the job done through sheer perseverance. Rejection doesn’t wear you down. Repetition doesn’t bore you.
They say you can’t sell ice to an eskimo. I believe you can! But there is no doubt that the key will be in using a killer closing technique.
If you can learn and eventually master these closing techniques, then you could quite literally sell ice to an eskimo.
Below are the 4 most powerful closing techniques that any sales person, business person or website owner should know:
* A Direct Close - Simply ask the eskimo for the order when you are sure your prospect is ready.
* A Deal/Concession Close - Using this closing technique gives the prospect the feeling that they are making a smart choice and saving money (or getting more value). Use it with phrases like “Order today and I can add an extra 3 bags of ice for only 10 percent more.”
* A Time-Driven Close - This one works well with statements like, “Ice caps are likely to melt next week, so you should go ahead a let me place your order today.”
* Trial Offer - You can let the prospect use the product at no risk for a trial period. This works well if you’re selling products that make people’s lives easier. They aren’t likely to want to give it back if it has saved them a lot of time and effort during the trial period. On the other hand, if they haven’t had the experience with the product you told them they would then you probably won’t get another chance. Note: This method won’t work too well with ice.
So there you have it, with enough practice and development of these techniques, you should be ready to launch your ice company in the North Pole.
It is not easy condensing the entire sales process into one template or cheat sheet. But if pushed, I would point towards the format that has been the industry standard since the early 1950s.
It goes a little something like this:
1. Attention: The first step should always be to grab attention, this can be done via adverts, headlines, a catchy opening line etc. If you can grab attention and prospect the customer, then even better!
2. Interest: Build their interest by using an emotional appeal such as how good they will look to their boss when they make this deal that will save the company thousands of dollars!
3. Desire: Desire can be built by showing the features and benefits. A great example of this is a test drive in a car.
4. Conviction: At this point you need to give them logical ammo to help them see the purchase as a logical and intelligent one. This can be done via testimonials, facts, stats etc…
5. Action: Without action, nothing happens. You really need to finish by encouraging some form of action. This may be an order, an address, their email details etc..
This sales process will be just as effective in offline and online worlds, so make a note of it, bookmark this page and use it as your sales template for future sales.
Today we are going to look at a problem that affects many sales people who have been in the business for over a year.
It is called Skipping details, and it is something that will eventually sneak its way into your presentation if you are not careful.
The problem here is that you have done the presentation hundreds of times, so naturally it is going to be a little boring and repetitive.
However, remember that EVERY presentation is brand new for your customer, so you will need to maintain your enthusiasm, and avoid cutting corners.
There may be certain areas that don’t seem important to you, but to the customer, they may be the difference between making a sale or not.
One way to ensure your pitch remains fresh is to change it slightly every few weeks. Nothing drastic, but enough to keep it from going stagnant.
Have you ever heard the famous movie quote: “You had me at hello“?
You haven’t heard it before?
Ok, grab some tissues, this is going to be emotional:
Jerry Maguire: I love you. You… complete me.
Dorothy: Shut up. Just shut up. You had me at “hello.”
Many see this as a piece of cinematic history, but as a sales guru, I see it as a sales example.
You see, Jerry Maguire was about to go into some rant about how much he loved Dorothy, but she was already sold, and she probably just wanted a nice snog.
This is something that happens a lot in sales… no, not juicy snogs… I mean not knowing when to stop and close the deal.
It may be tempting to give your 45 minute demo and presentation every time, but you could save valuable time by knowing when to stop and focus on closing the sale.
So often I see customers showing a genuine and forceful interest in the product, but the sales person continues to blabber on about how many suction nosels the product has.
This can lose you the sale, but even worse, it can lose you a longterm customer.
“scuse me missus, is your fella in or owt? I have some gizmos I am looking to get rid, they ain’t knocked off nor notin”
Would you buy from this person?
I would personally beat him around the head with a frozen fish… yes, you heard me, a frozen fish.
Which leads us to today’s sales training guide. Today we are going to look at speaking all good n proper.
You see, a good grasp of the English language may seem like something for your local book club, but it is all part of the perception you are giving off as a human. You can look like Brad Pitt, but if you speak like the example above, then you will have the door shut in your face on a regular basis.
Now please don’t get me wrong, I am not saying that you should tickle the nether regions of the eloquent vocab structures, nor should you use hippopotomonstrosesquipedalianism words to sound impressive…. yes, hippopotomonstrosesquipedalianism is an actual word, and yes, I did use it in the correct context………
Where have you gone?
Ah, off to Google to search for hippopotomonstrosesquipedalianism are we?
Ok, I will wait for you to get back…….
Ok, let’s continue.
Being able to speak in a manner that doesn’t sound like a plumber from Essex (no offense plumbers from Essex), is a skill that should be practiced.
Remember, it is not what you say it is how you say it.
Welcome to our sales training guide.
Today we are going to look at one of the most common yet fatal sales mistakes…
Talking too much.
Some people go on and on and on and on and on and on and on and on…. annoying isn’t it?
When you are selling, you need to be asking questions. Questions are the key to discovering the needs and worries of a potential customer.
If you are not asking, then you are telling, and people don’t always like being told, especially by a complete stranger.
So try this rule… for every sentence you speak, the customer speaks two. If you can maintain this average, then you have succeeded in opening up the customer’s defenses.
If you speak more than the customer… well… you my friend are going to struggle to make a sale.
Remember, there is no sweeter sound to a person than the sound of their own voice!
Welcome to our guide to making a sale
Today we are going to discuss appearance.
Have you ever heard the phrase “perception is eveything“?
Well it is true!
People are never going to get to spend enough time with you during a sale to really get to know you, so they are going to go off their perception of who you are as a person. This will affect whether they trust you, like you, and are willing to buy from you.
So how do we give a good appearance?
Well, the easiest and often most overlooked method is your appearance.
It may sounds shallow, but people will judge you based on your appearance. I mean, we all do it, every time we go to a bar, or out in public, we use appearance as a guiding tool.
So there are three quick fixes to have you looking like a slickster in no time at all:
1) Dress well - This is an obvious one, but you would be amazed at how many people don’t so simple things like wear a suit or polish their shoes.
2) Groom properly - You may wish to look like Tom Hanks in the Castaway movies during your time off, but at work you should look presentable and well groomed.
3) Walk with confidence - Some people walk like their pet dog has just been shot through the head with a crossbow. If you don’t project confidence then the customers may think you are a bed wetter, and frankly, bed wetters are not good sales people. Ok, probably not the best, or visually appealing example, but you get the message.
Top UNDERGROUND TIP from a Super Seller
All of us in selling realise the importance of building rapport with clients – how often have you sold anyone anything with out rapport being present? Almost Never.
Would it aid rapport building if you could find out more about your prospect/s before meeting?
So often in selling, especially in Direct Sales of Home Improvements or Financial Services, you will know relatively little about your prospect prior to an in home meeting.
Next time you go to see a new client – try doing what the CRAFT SUPER SELLER does first:
Google Your Prospect
Search online for your customers name, address, and email address - in a high percentage of times you will discover information on your prospects.
For example, where they work? What their interests are? Hobbies? What discussion forums they post on (Very useful if their USERNAME is included within the EMAIL address, which it often is)
With this info - you know more about their triggers, passions and the prospect as a Human Being and with that info it will be easier to build rapport with the prospect, appear really interested in them, CONNECT with them and BECOME their FRIEND.
(Some people might think this TIP is a little underhand - but done with the right intentions and for the right reasons it is perfectly OK in my opinion)
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