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
When It Comes To Cold Calls—Timing Is Everthing
Cold calling has always played a big role in the sales process, no matter what the business. A new study by Dr. James Oldroyd from the Kellogg School of Management, however, indicates that an individuals success rate may have little to do with their sales skills, and more with the timing of a follow up call, including specific day and time, according to ”The Science of Cold Calling,” an article found in the July/August issue of Selling Power magazine.
“The study examined the electronic logs of more than a million cold calls made by thousands of sales professionals and 50 companies.” When the study was concluded, various patterns of success and failure were revealed and some conventional thinking in regards to cold calling was disputed.
Following are some interesting findings from the article and Dr. Oldroyd’s study:
- Thursday is by far the best day to contact a lead, and Friday is the worst.
- Contrary to popular belief, the best time to call and qualify a lead is 8:00 am to 9:00 am, or 4:00 pm to 5:00 pm.
- The best way to contact a lead is still by telephone.
- The worst time to contact and qualify a lead is right after lunch, between 1:00 pm to 2:00 pm.
- The best odds of qualifying a lead is within 20 minutes of a shown interest. In fact, 5 minutes is the most effective.
- Hiring inside sales reps, over outside sales reps has become the new trend.
Thanks for reading!
Barb
Posted in Business, Marketing on August 19th, 2009 by Barb | | 0 Comments
Creative Ways To Innovate…
The other day, I stopped at a local Walgreen’s to pick up a birthday card for my daughter. While paying for the card, the cashier pointed out a display of M&M’s and asked if I’d like to purchase some to maybe go along with the birthday card. I said, “Oh-no thank you.” She went on to say, “Are you sure? They have some new flavors including peanut butter and jelly and coconut.” I said, “Peanut butter and jelly? That one really doesn’t sound too good to me, but the coconut one, sounds pretty good. I still think I’ll pass, but maybe I’ll try that one the next time I come in.”
As I left the store, I thought a little more about the M&M’s, but more about the two companies, (Walgreens and M&M Mars Corporation) trying something different to boost sales and to be innovative, and thought…”Good for them!”
The practice of suggestive selling has been around for quite a number of years, and is often used by fast food restaurants, as well as many retail chains. While many businesses incorporate the practice, not every business does, but probably should. Add on products can add up fast and help increase revenue.
In todays market, it is more important than ever to stand out from the competition and raise sales. How is your business doing? Maybe it’s time to get those creative juices flowing.
Thanks for reading!
Barb
Posted in Marketing, Uncategorized on August 11th, 2009 by Barb | | 0 Comments
