Persuasive, Persistant Selling Pays Off…
Today more than ever, it is important to have a good sales force. While closing sales is key in business, having a pushy sales person can sometimes backfire. Often times, a more persistent, persuasive approach is more beneficial in the long run. I recently read, “Don’t Pressure, Persuade,” an article found in the Januray/February 2010 issue of Selling Power magazine that had some interesting information I thought would be useful for those people out there in sales.
- Make sure you listen 80 percent of the time and talk 20 percent. Try and use open ended questions that will keep prospects talking to you.
- While it is important to open new accounts, keep in mind that the close should be the beginning of a long-term selling relationship, not just a one time commission sale.
- Be persistent, and let your prospect know that their business is important, and that you’re ready to serve them now, or later.
- It is important to present product features selectively, based on each individual customers needs.
- Don’t just talk discounts. Real sales professionals talk about value and emphasize how the quality and durability of their product will benefit the customer.
Thanks for reading!
Barb
Posted in Marketing, Uncategorized on February 12th, 2010 by Barb | | 0 Comments
Learning Links: 01/28/10 Best Books To Read in 2010
Today as I was paging through my January/February 2010 issue of Selling Power magazine, I came across a section titled, The Best Books to Read in 2010, that I thought might be of interest to some of you out there. Although I haven’t read any of them personally yet, it looked like a good list to share and might be of value for business owners, sales people, etc.
Following is the list:
- ProActive Sales Management
- The Optimal Salesperson
- Coaching Sales People Into Champions
- The Market Has Changed Have You?
- The Funnel Principle
- Playing Bigger Than You Are
- B2B Street Fighting
- Becoming The Vendor Of Choice
- Listen To The Dinosaur
- http://www.sellingtozebras.com/
Thanks for reading!
Barb
Posted in Learning Links, Marketing on January 28th, 2010 by Barb | | 0 Comments
Mastering The Closing Process…
Most people in sales know that, selling is a numbers game, and… “The More You Tell, The More You sell.” While this is true, and beating on doors and making calls is important, being able to master the closing process is key to successful selling.
Mastering the selling process however, takes time and practice. I recently came across, “A Checklist For Mastering Closing,” in my November/Decmber 2009 issue of Selling Power magazine that I liked and found useful and wanted to pass along to readers.
A Checklist for Mastering Closing
- Did you describe all the benefits your product, or service offers and what they can do for the client?
- Did you ask the client to buy? (Did you outright ask for the sale?)
- Did you discover the key issue in your client’s buying decision? (You’re too new, or too much like XYZ company.)
- Did you uncover the key benefit that your client wants from your product, or service?
- Did you attempt to make lots of little closes, so the client had the opportunity to make small decisions before making a large decision?
- Did you try one more time when you thought the sale was lost?
Thanks for reading and happy selling!
Barb
Posted in Marketing, Uncategorized on December 7th, 2009 by Barb | | 0 Comments
Rules For Success…
Today, as I was paging through my October 2009 issue of Selling Power magazine, I came across, “10 Rules For Success,” by Howard Rackover, that I found interesting and useful and wanted to pass along. Although I beleive the rules were geared for those in Sales, they can be used by anyone in all facets of life.
10 Rules For Success
- Believe that you have already succeeded before you even begin the task. (Act, dress, and speak the part.)
- Replace negative statements with positive phrases. (Make sure you practice this everyday—morning, or evening, or both.)
- Take responsibility for your actions and your life.
- Think positively about all of your accomplishments, no matter how small they may appear to others.
- Formulate a mission statement and keep it with you.
- Remember great stories of successful people and the difficulties they had in accomplishing their goals. (Helen Keller, Thomas Edison, etc.)
- When taking on a new project, ask yourself, “What is the worst that can happen?” (This should help you get going on your path.)
- Allow yourself to make mistakes. It is an essential growth component. (This is how we learn, and improve.)
- Strive to be the best you can, not the best there is.
- No one was born a great doctor, lawyer, or salesperson. (You have to work at it and you can choose success!)
Thanks for reading!
Barb
Posted in Marketing, Uncategorized on November 17th, 2009 by Barb | | 0 Comments
Why Buy?
Everyone has different wants and needs, especially when it comes to remodeling, or decorating a home. Not everyone however, buys the same thing for the same reason. I recently read, “How to identify the six basic buying motives,” an article found in the September 2009 issue of Selling Power magazine that I found interesting.
Some people buy for enjoyment, or improvement, while others may buy something to save money, or reduce their costs, etc. For example, some people may be interested in granite countertops for their kitchen because they want a larger area to entertain guests and enjoy the company of family and friends, or they may want to show off their home. Others may want to add granite countertops to their home to add resale value. Still others may buy granite countertops because of their durability and low maintenance features. Whatever the reason, it is important to identify motive, and then gear your products benefits to the persons circumstances.
Following are Six Basic Buying Motives mentioned in the article:
- Profit or Gain: The buyer may be looking for quality, saving money, or making a profit.
- Fear of Loss: Buyer wants to reduce costs, save time, reduce risk, or blame.
- Comfort and Pleasure: The buyer seeks enjoyment, comfort, attraction, etc.
- Pain Avoidance: The buyer may want less work, protection, or may want to save time.
- Love and Affection: The buyer values beauty, prioritizes family and friends, or may want social approval.
- Pride and Prestige: The buyer has a desire for fashion, or style, or acceptance from others. They enjoy a good public image.
Thanks for reading!
Barb
Posted in Granite, Marketing on October 27th, 2009 by Barb | | 0 Comments
