Humanize the Sales Process
Q & A
Q. Sometimes when I'm presenting to clients, I sense that the customer tunes out. Is there a better way to communicate with a customer or engage them?
A. Salespeople get caught up in the hype of their own product and lose touch with their client's reality sometimes. You may be an expert in your field, but you have to assume the client is not. Most clients do not speak tech-ese, so you have to couch the conversation in language that is familiar.
Q. In high tech sales situations, what are some ways of obtaining better results on sales calls?...
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.
Once you've persuaded someone to move away from something, it becomes much easier to provide them with something desirable to move towards....
Separating Yourself from the Crowd (Part One of Two)
Warren Buffet says that insurance is a commodity and price is the main factor in the market place. It seems that nowadays, lowest price wins, regardless of the other factors. More and more people are turning to direct writers because they believe that 15 minutes and a catchy commercial with a dancing lizard can save them some money. Forget the relationship, forget being able to actually see your insurance agent and forget you if you are $0.01 higher than the "other" guy.
So how do we as insurance agents take a stand and be able take back some of our customers?...
How to Sell to the Devils Advocate
There is a car commercial running were a husband is sitting in a car with the salesperson. The wife is standing outside the vehicle looking in on her husband, but unable to hear the conversation inside. Though the husband has a "I'm beating up the sales guy for the best deal" look on his face, he's nicely asking the salesman to just "play along" to make his wife think he's working the salesman over in order to get a great deal on the car.
This commercial is a great example of how people THINK they are supposed to behave in sales situations or when negotiating a deal - especially men....
Knowing Your Customers; Closing the Sale
Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage.
The key to closing the sale quicker and easier than you ever imagined is to understand your customers. Below you will find some advice that will help you get to know them a little better....
Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch
Why are some sales pitches more persuasive than others? Arethe salespeople just naturally more convincing, or do theyknow secrets about creating a sales pitch that the rest ofus don't?
Well, in most cases, convincing salespeople use specialelements within their pitches to help increase theirpersuasiveness. These elements are not heavily guardedsecrets, though they are not commonly discussed in generalconversation either.
Two of the most overlooked and forgotten elements to aneffective sales pitch are:
Get More Clients Now!
Although David has been a graphic designer for a decade, he's only been a business owner for a little over a year. He was becoming increasingly discouraged with his clientele. "I'm the only person in the business, and even though I've been in business for a whole year, I'm still having to spend a lot of time marketing to get new clients. And the ones I do get usually only have one small project for me for the entire year. To top it off, I don't even get to do the kind of work I really enjoy They all just want the basic logo, business card, letterhead job....
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.
Evaluate Your Sales Process
There are many aspects that effect your sales process online and it is possible to track the effectiveness at each stage:
Phase 1 is your advertising....
What Does It Take To WIN A Sale?
What to do when you win or lose.
You have given your elevator pitch, you have met with the customer, and you have identified their business value proposition and their business pain as well. Now you have jotted down your proposal, detailing all of the information you have gathered. The proposal outlines the way you see the problem and the way the client sees the problem (if you used a consultative approach, you will be able to see the problem from the client's point of view). You have also given them three options for proceeding on the project....
Increase Your Selling Confidence
1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own.
2. Ask specific questions. Find out exactly what the prospect needs and wants from your company's product. If you get the details early, than you can avoid possible misunderstandings and delays later on.
3. Dress appropriately. Your first impression is extremely important, so always dress in a professional manner....
How To Stop Chasing Prospects Forever!
Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.
I once heard Donald Trump say, "In selling, you must never appear desperate. As soon as you look desperate, it's over."
A friend and I were talking about the dynamics of a cold call the other day. When we make that call, we usually hope and expect that the prospect will be receptive to hearing what we have to say....
Sales As A Positive Experience
No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"?
It starts with you. Check your own attitude about the word. What does "sales" mean to you? How do you feel when you're the one being sold?...
Pages: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20