5 Elements to Orthodontic Marketing Sales Success
I've seen it over and over... Orthodontists, treatment coordinators and team members who are nervous and uncomfortable when it's time to assume the role of salesperson when promoting their practice. New patient referrals and sales are the backbone of your business health, and most entrepreneurs (or orthopreneurs) and their staff are not trained in sales or marketing. In fact, most business owners and their support staff are reluctant, resistant sales people, worried about being perceived as pushy or worse yet, sleazy. As a result, they don't go out of their way to sell who they are and what their services are all about to perspective patients. It seems to be a universal, ever-present, nagging...
One of the best and most critical secrets in business, whether operating online or offline, is the value of advertising. It is important for a business to effectively advertise or promote its products so that it will generate revenue out of sales. With respect to online selling, the advertising of product, say through word of mouth can be thought of as affiliate marketing. Affiliate marketing is an internet-based marketing practice where a business rewards its affiliate every time a product is sold or every time a potential customer is referred to them through the marketing efforts of the referral. Products sold via the affiliate's marketing efforts form part in sales. These sales are accomplished...
Plumbers, carpenters and salespeople have at least one thing in common: they love to fix things. Plumbers will fix a leaky pipe, carpenters will fix a loose board and salespeople will fix a customer's needs. Motivation is important in selling, and for most sales people the number one priority is to make oneself rich. But the most successful salesperson will have the number one priority of helping the customer solve their problem, whether it be a broken copy machine or an failing advertising campaign, the salesperson will go to great lengths to help their client. In some ways, the salesperson is like a private investigator, always digging and looking on behalf of their customer. matching their...
Many years ago I was sitting in a big hall, with a lot of people, listening to a famous speaker, salesman, and marketer named Larry Thompson. He said that there is a little state in Mexico called Sinaloa and that before we left that room we would lock that into our brain and never forget it. I thought, "Oh yeah, as if!!" but more than a decade later I still remember. It represents one of the most basic lessons in sales that anyone who is going to sell anything, or who works with marketing, needs to know. He said it is the name of a town but also an acronym, S.I.N.A.L.O.A, It stands for Safey In Numbers And Law Of Averages. What does it mean? It means that you will never be secure in sales if you do...
Improve Your Sales Skills, By Observing Lawyers
If you know your strengths and weaknesses in personal productivity (also available at EzineArticles) you also know what to do about it. This is not about choosing to improve your weaknesses rather than your strengths, but about learning how others "manage". Lawyers are not born salesmen I assume, yet how do they manage? How do they get there? You can win a case only by stake heavily on sales. Who could ever image that lawyers are the best salesman in the world, probably without knowing it (?). Bye the way, I'm not a lawyer. I'm just an observer: First of all they are always dressed well. Fine suits, quality, knowing that it is the form that defines much of the content. Words matter. Probably in no...
Sales Skills Using Emotions: How Do You Build...
At a management seminar the other day, I was asked to define why EQ is important in a small business context. I defined a high Emotional Quotient as indicating ease in perceiving what others feel: - Communicating effectively (two way). - Listening actively (with attention). - Speaking a shared language (and words). - Making strangers welcome (across cultures). As I listened to myself, I was shocked how academic, superficial and false this sounds. A more practical approach is to note that communication consists of thoughts, words and feelings and that when you get the mix right, your clients will be happier, making you more successful and more profitable. So let me give you three examples of how you...
One of the great things about a sales career is that you don't need a college education or a PhD to master your profession, but you do need to have a few basic skills to be not just competent but great. Perhaps the first skill that you need is to be an effective communicator, and this is more than just simply talking. You have to know some of the key elements of persuasive speech. Tip one: practice your sales presentation in front of a mirror everyday. You probably should even write it down. There is tremendous power in being able to speak smoothly and confidently, and practice is one of the best ways to do this. Tip two: join a speaking club. One notable organization is known as Toastmasters, which...
Prior Research + Customer questioning + Tailored proposal = A Sale A good salesperson will make their product and pitch fit their customer. They will take the time to learn about their customer, whether it be through initial research or through questioning they will assess what is important to their potential customer before going in for the sale. There are some rules of sales that should not be ignored. Prior Research Research is an essential part of any sales role, the opportunity should be taken to research a potential customer before they are approached, learn as much as possible from all resources such as the internet or even colleagues. This will help a salesperson to build initial rapport...
Sales Training Tip - Most Sales Come Down to...
It's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale before the day has even started. If you are the company owner or senior sales manager then this is nothing short of criminal. This is the attitude that you feed back to your staff and employees. How on earth can you expect staff to sell at healthy profit margins and sell on value if your whole company mindset is built on price. This is an attitude that says - "we are rubbish - get out there and sell on price!" This...
Tele-selling Training Materials
When teleselling training material to corporations or midsize businesses it is very important to make sure you are talking to the decision maker. Generally in a large corporation there will be someone who is head of training and they will have things that they need. Since training is the key to the survival of any large company you will have the exact audience you need to pitch your products. One of the best ways to do telephone sales for training materials is while you have the customer or potential client on the line have them go to the web site and walk them through a demonstration and a video. By doing this they can see exactly what it is that you are selling and this will increase sales...
The 7 Irrefutable Laws of Sales Success
Sales training methods all have varying levels of success in the sales world. While sales training consultants and sales training articles debate on methods, behaviors, and appearance, the important laws of sales success will get results. These seven irrefutable laws of sales success will get results, and should be in the forefront of your efforts in all phases of your business developments. Law 1 - Find Your Customers Sales training speakers preach that you must find your customers. In the first way of seeing this sales law, the process involves identifying who your customers are. Make sure you know and understand what your target market(s) are for your products or services offered. Once you are...
Bank Sales Management - Balancing Growth and...
How would your sales teams respond to this challenge? - Grow loans and DDA balances 10% (for the third year in a row) in a fiercely competitive market (never mind the recession), - Retain 100% of the customers designated as "high value" when customer attrition has been averaging 17%, and - Maintain current sales team head count - no additional resources. Many small business and commercial market sales teams face challenges like this. If they don't panic a little, they probably don't understand the goals. And, since (typically) 85% of sales people have no documented plan and 73% have no plan for their top 5 accounts, serious panic and fresh resumes might be more likely. Whether you divide your sales...
In my mailbox this week was a message from a young guy in Australia who has just taken his first step up into management: His question was quite simply - "What is the most important management trait I should consider developing first?" Very interesting question, because there are several essential traits that need to be developed as early as possible, but choosing just one - the most important, was a "no-brainer" for me and this is an extract of my response to him. Nothing puts you in the "bad manager" category more swiftly than poor communications skills. Staff view an inadequate communicator as someone who is unclear, ambiguous, says too little, speaks up too late, or not at all (keeps secrets...
Working with many different sales organisations, teams and managers I have found that most of the problems that they face on a regular basis are due to the lack of planning by the sales manager. As the old adage states, "Fail to Plan, Plan to Fail". So why don't sales managers plan? Well over the years of training, my students have given me many reasons why they don't plan and these are the most common: - I don't know how to plan; - I don't have the time to plan, I am way too busy; - I prefer to be spontaneous and reactive and planning stops me from doing this; - I spend so much time addressing problems, I don't have time to plan; and - It isn't part of my job description so why should I do it...
When I was sales manager I sought ways to boost morale and applaud the small things my sales people were doing right. There were also times when I wanted to successfully communicate a message of encouragement without engaging in a conversation. Big achievements were easy to acknowledge and celebrate but the small things were a bit more challenging to recognize without sounding trite. Celebratory cakes and flowers were simple compared to finding the right words to recognize successful handling of an irate customer or convey a "this too shall pass" sentiment. In today's economic conditions, where already stressed workers are taking on more tasks with little appreciation, the proverbial "pat-on-the...
Your Extended Shadow And Successful Sales...
In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years. But, this league, designed to spot talent early and then feed the high school basketball program, did nothing to produce the state title. There is also an open gym at the high school every Tuesday and Thursday night to encourage the young men in the community to play basketball. But like the city league, this open gym contributed nothing to the team in its championship bid. A local banker, a former college all-star, has volunteered his services for one dollar a...
Sales Management Neglect - The Real Cost
Have you ever wondered what the real cost of mediocrity within your organization might be? Sales managers must wake up! Has there ever been a time when a mess-up by someone internally, proved to be quite costly in both money/resources and time/energy? Has there been a time when a mess-up by someone in your organization caused a huge toll on an outsider, i.e. supplier or customer? In the world of selling, mediocrity can demand untold costs. In selling, there are generally two categories: hunters and farmers. The hunters are the sales people, both inside and outside, that specialize in going after new business--their thrust is the hunt, bringing in new customers. Farmers on the other hand specialize...
Powerful Presentations - Impress Clients With...
Presentations are a very effective way of compressing large sums of data into intelligible, digestible morsels. They have the capacity to shape opinions, build relationships, bolster staff development and procure new business. For these reasons, not to mention the cost of staff downtime for those attending, it is vital for a presentation to be concise and effective Interestingly enough top presentations adhere to the same principles as prolific advertisements. Both need to consider the target audience, be easy to understand and capture attention. Here are 5 hot tips to fortify your presentations and impress your audience. Know thy target market Do not bamboozle colleagues with terms and graphs that...
Powerful presentations are the cornerstone of most sales careers. In this article, we'll explore some of the ways you can make more impressive presentations. As a result, you'll win more business... impress current customers... and maybe... even get a raise. Here are a few things to work on to develop presentations that stand out. First of all, let's talk about your appearance. As obvious as it sounds, a good presentation begins with how you present yourself. Although you don't need to wear high-priced designer suits it's a good idea to be well groomed. A neat haircut, neatly trimmed beard or clean shave for men and a professional decorum go a long way to making an impressive presentation. Of course...
Presentation Skills & Public Speaking - 10...
Top 10 Tips to help you Plan and Design and Prepare for your Presentation Next time you are faced with the daunting prospect of having to write a presentation, try out these tips from Skillstudio and you'll be surprised at just how effective they can be at helping to design and prepare for a presentation. 1. Prepare Prepare Prepare - The more time you spend preparing your presentation beforehand the more confident you will be on the day. 2. Get to know your audience. Put yourself in their shoes. What's in it for them? What understanding do they currently have? Do they want a detail or strategic level talk from you? 3. What's the one key goal you want to achieve by giving this presentation? Make...
Presentation Skills - Setup Your Meeting Room...
What sabotages your speech before you even start? What causes your audience to tune you out? What creates a huge obstacle for even a great speaker? The answer is: the wrong meeting room setup. Different room layouts create different group dynamics. Choose the right layout and have a successful speech or training session. Here are the recommended room setups for various group sizes and presentation types. For an interactive training session with 10-30 people: Use several small round tables with 3-5 people each. I use this room layout when I need maximum interactivity. It is great for exercises, role-plays and simulations. It allows participants to network with each other. It builds relationships and...
Four More Hypnotic Selling Techniques
And and But Vicky Pollard is making the word "but" celebrated in comedy circles. Yeah, but, no, but yeah, but no.... Surprisingly the word but has enormous powers as it draws your attention. Unfortunately we use the word "but" to draw someone's attention to a negative. "The product will work here but the feature set isn't quite appropriate." "The benefits are numerous but my fee is £x" The trick is to replace the word "but" with "and" to minimise the impact, or turn the sentence around so the word "but" illustrates the positive. For example: "The feature set isn't quite appropriate but the product will work here." "The benefits are numerous and my fee is £x" Simple but extremely...
If you sell face to face in an environment which is supposed to be helpful, warm and friendly, it would serve you well to learn the power of touch and it's power to close deals successfully. It's all about involving - or including - your prospect. A study conducted by psychologists Morton Goldman and Gerry Fordyce involved an experiment using street researchers whose job involved asking complete strangers questions to complete a questionnaire. This experiment involved the researcher 'dropping' their papers as they started to question people. This experiment proved people were more likely to offer their help in completing the questionnaires after they'd helped the researchers gather their papers back...
Have you ever been into a store to buy something only to be disappointed when it is clear none of the assistants can answer your questions simply because they do not know the products? I know I have, product knowledge or lack of it makes a huge difference between those who make the sales and those who miss out. In fact I would have to say that an insanely important element of any sales persons skill set is their product knowledge. Without having a good understanding of what you are selling you are going to fail. With this in mind let us take a look at practical ways in which we can build our understanding. 1) Back to the floor - Now for me personally I have always sold a service based product...
Secret Keys to Closing Sales - Profit,...
Welcome to your successful sales career. If you are already successful we will take it up a notch. If your just beginning your career, your off to a great start by starting here. Let me just state from the get go that I firmly believe that sales is a profession and not just something that you do between jobs. Further more there is growing evidence that the world could come very close to coming to a stand still if every salesperson decided to sleep in for the day. So let us always keep our chin up in this great profession of ours we call sales. Let us begin this wonderful journey, shall we? Great, profit, protection, pride and pleasure, these are your 4 keys to success. Implement these keys into your...
Closing Sales Conversations
Closing a sale is so often presented as if it were an end-game. However if you use sales conversation effectively your closing conversation will be woven into everything you say. There are three things you need to know about closing. 1. Getting off the fence. 2. An organized agenda is not a hidden agenda. 3. A call to action is not springing a trap. Whatever you are trying to sell, the first thing you have to ask yourself is: How can I deliver value with my sales conversation? That means the real focus is on the conversation and not on the sale. The sale is to be a result of an effective exchange of questions and ideas. Now it's true that you can engage in a meaningful and enjoyable conversation...
5 Steps to Closing Sales the Right Way
Having difficulty closing leads? You are not alone. This is one of the most difficult tasks entrepreneurs face with their business today. While it is important you get out and network, you have to understand how to deal with prospects upon facing them. For this reason, here are five steps to help you close leads the right way. 1. Show you are on their side In order to open the conversation the right way, you want to show you are on the prospect's side and that you do actually care. The last thing people want to hear is another recruiter rambling about what they have to offer. Instead, ask questions and get to know who they really are. 2. Listen Upon asking these questions, truly take in what...
There is a research which states that it takes basically 5 to 7 times of follow-ups with a potential customer before a sale is closed online. If you have just a page which pitches your product, it will not be good enough. So how do you actually follow up with your potential customers online? Usually, what most people do is to get their potential customers to fill in their personal information like full name and email address first If you do not capture your potential customers' information, when they do not buy on their first visit to your sale page, you may lose the chance to contact them anymore in the future. So do not pitch your product right away. Tell your customers that you have some free...
Your FAQ Page - A Key To Closing Sales
If you own an e-commerce website a key component needed to help you close sales is a Frequently Asked Questions (FAQ) page. Although most of the questions that will be answered on your FAQ page should be answered elsewhere on your site such as within product descriptions or on your policies page, this is often the first place visitors will go to find answers to questions they might have about your products, business or website. In this case redundancy is a good thing. Having one of these pages goes a long way to building the credibility you need in order to close the sale. Many ecommerce business owners are unsure what types of questions to answer on their FAQ page. Here are six categories of...
Closing Sales Through Negotiation Techniques
Surprising at it may sound but powerful negotiators are those who act weak while negotiating. They are those who would often request time to analyze propositions before making decisions even on small details. Most powerful negotiators would even ask time to check with his personnel or for expert's opinion acting as if they are uncertain to make any decision yet. What they get from acting a little weak is the opportunity to get the sympathy of the person they are negotiating with. It also reduces the intensity of competitiveness of the business deal which could often result to the other side acknowledging your weakness and giving in to your propositions. However, if you are going to act weak, make...
The Assumptive Close in Sales Training
Now, all of my readers know by now that I am not a big fan of "closes", especially taken out of context. Everyone knows how I feel. You should be closing continuously from the time you meet someone, forever. Now I am going to elaborate and incorporate a style in the process of continuously closing... "The Assumptive Close". Quite the contrary to popular belief, the assumptive close is not just about assuming the sale and going for the paperwork. That is a small part of it. The real art of the assumptive close is to make EVERY WORD in your small talk and presentation imply that the sale is already done and that you are just discussing formalities. It is all about attitude. I had the opportunity to...
Welcome to our 7th article on Becoming an All-Star Sales Person. Today, we will discuss probing and as J. Douglas Edwards once said, "Questions are the Answer." There are four different ways to probe or ask questions-1) open-ended, 2) close-ended, 3) the phrase, "I'm wondering," and 4) question mark questions. Today we'll focus on open-ended questions. Use open ended questions when you want to get an unlimited response. An example is, "What do you think of our new healthcare laws?" Now, this is just an example. I never recommend using politically oriented questions. Here are some more examples of open ended questions. What's important about that to you? What makes that a priority? You're allowing...
"> A client recently shared her story: in an effort to write more effective marketing content, she immersed herself in the tips, tactics and techniques of the most acclaimed copywriters alive today. She said some of it literally upset her stomach. The recommended tactics for increasing sales didn't resonate with her and she knew they wouldn't resonate with her audience either. She's wise; she recognizes there's something that won't work for her readers, but what does she do about it? It's a very real circumstance; something to be reconciled. You cannot escape it. You must somehow bridge the gap between hardsell sales copy and light, fluffy, esoteric language. But what? Ask any mainstream copywriter...
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 wisdomabout the unique sales approach by walking through the Grand Bazaar in Istanbul. At least three unmistakable key sales components are apparent: ask questions, bepersistent and appeal to emotions. ASKING QUESTIONS As you revel at the array of products lining the street in the Bazaar, you hearsomeone say, "We have a great deal on leather coats today. How would you like tobuy one?" On it's own merit a question is one of the best ways to begin arelationship with a new customer. Questions early on show interest and allow you togather information...
If you are thinking about being a telemarketer, then you are going to need to know the tricks of the trade to get people to give you the time of day. As we all know, most people do not pay much attention to telemarketers. However, there are ways that you can get them to view you as another person and not just a guy trying to sell them something. Today we are going to cover these tips and set you on the fast track to get ahead in telemarketing. These are telemarketing tips that are used by the best of the best, and they work time and time again. The first thing that you need to do, is to have a pre-game call plan. Now, I know this makes it sound kind of like football, but you have to go in with an...
You've warmed your clients up, they're relaxed and comfortable, its time to get into some serious fact finding. The harder you work at this part of your presentation, the easier your sale will be. How can you possibly expect to sell anybody anything if you don't know what it is they want or need? Think back to the last major purchase you made. I'm not talking about small things you would buy without much thought. I'm talking about something that really took some thinking over before you bought it. When you did finally decide to buy it I guarantee your buying decision will have been based on one of two factors or a mixture of them both. You either needed it, or you really wanted it! There are only...
The Ice Cream Man's Top Ten Sales Techniques
The little truck pulls onto your street with bells ringing and people come running with smiles on their faces. This is as true today as it has been for more than half a century. People love to see the ice cream man (man, woman, or person). Don't you wish the same thing happened every time someone knows you're nearby selling your product? Do people come running when you're in town or on their block? Do they merely put up with you and avoid you when they can? Sure, you say, selling ice cold popsicles and ice cream on a hot day is one thing, but selling your multi-faceted widget week after week is another. I agree timing is everything, but still . . . if you could bottle the customer service of the ice...
Cold Calling done correctly can capture customers and clients for any corporation. For those who poo'poo the concept of cold calling, well, let me be the first to stand up in protest. You see, there is nothing wrong with cold calling or using the telephone to make sales, indeed, it is those who do it incorrectly, which give this process a bad name. Telephone calling is the ultimate leveraging of technology with a personal touch. There are some things that a fax machine, email or direct mail piece just cannot do. Telephone sales have been around for nearly a century now, and it is amazing the misuse and incorrect use that goes on. Before you pick up that phone as part of your cold calling efforts...
For many selling professionals and sales managers selling effectively has become a cumbersome task. The proliferation of the electronic media and instant availability of products and services allows more power into the hands of clients. However, there is one area where the selling professional can achieve more effectiveness by trends and social issues. One of the largest yet daunting areas of research today relates to the Millennials or aptly called Generation Y. To achieve greater selling effectiveness, professionals must realize that we operate in a multi-cultural, multi-gendered and multi-generational workforce. For purposes of this article, our focus relates to generational issues. Many selling...
Sales Techniques For Telephone Marketing
Telemarketing promotes the sale of a product or service of a company by enforcing direct communication of the customer with the sales representative. It is used to solicit the sales of certain products as well as for providing solution to the customer in an attempt to provide a larger sale. Sales Technique for telephone Marketing The representative employs certain specific techniques to gather greater success in sales: They Do Not Interrogate In order to cater to a specific group of services which is directed towards an explicit group of customers, you need to know certain information about the background of the customer. In order to do that, if the sales representatives shoots one question after...
When it comes to annuity appointment setting, the most effective technique by far is the Drop-By System. However, if you've totaled your car, broken both legs and must resort to a phone call, I've always taught my agents that the best way to engage your prospect on the phone is to open with a statement that is anything but your typical warm fuzzy, "How are you today?" Your statement must (1) make them sweat a little and (2) pose a problem which is at the same time a benefit of owning an annuity (without saying the word 'annuity'). Note: This formula works with any product. For example, "Hello, Mrs. Jones? My name is _______, from the _____ agency down the street, and I've been trying to reach you...
Four Hypnotic Sales Techniques
What do we mean "Under the Radar"? Getting under the radar is a way of sneaking in through the back door without anyone noticing. The Stealth Fighter plane is famous for evading the enemy's radar systems so it can drop its bombs with precision accuracy. Harry Potter is legendary for his invisible cloak which allows him to sneak anywhere un-noticed. Now if you, like me, believe wholeheartedly in ethical selling. In other words only selling something to someone who genuinely needs it and can afford it. Without a hesitation of doubt...then you need some selling under the radar tips because you can use them with the belief that you're legitimately helping the customer along the path of the sale. Now...
7 Sales Techniques to Differentiate You From...
You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. When selling there are three principle things you can differentiate: You, your products, and your company. My observation is that most sales representatives do an adequate job of differentiating their products and their company. They neglect, however, to develop a personal brand. Before a customer considers...
Have you ever been in a sales situation, thought you had a customer's commitment to do something and later discovered that they had reneged on what you thought was an agreement between you? Or have you ever given feedback to an employee, felt certain that he or she would change behavior only to later discover that nothing had changed? How do you know when people are committed to doing what you are asking them to do and not just pretending to agree to get you to go away? There are both verbal and nonverbal clues that will give you a good indication of whether people will, in fact, do what you have asked them to do. Some of these depend on the way you ask while others depend on the way they answer. 1...
Learning the Psychology of Closing Sales
Learning to close the sale is one of the most important steps in sales. After you have given them a surprising pitch you need to give them the time to think things over. Closing a Sale: When you come to the closing you have already laid a great foundation for the call by gathering much needed information on the prospect. Learning to build the walls are very important in your sales. Knowing when to listen and when to wait are also important to the sales call. When you think of the closing you should think of it as your "Roof" the protective layer that sits on the "house" of sales. The perfect finish to a beautiful creation. You must remain persistent in you attempts to make the close and don't lose...
Sales Techniques - Using the Double-Bind Or...
The double-bind or alternative close is useful for helping your prospect make any decision, big or small. Very often, conversations flow without direction and end without accomplishing its purpose. This technique can direct your conversations to where you want them to go, and get you the commitment you need from your prospects. You can allow this technique to help you when making appointments, bringing the presentation to a close or to upsell your prospect. The possibilities are almost limitless. When using this sales technique it is important to offer your prospect only two options - no more, no less. This gives him the perspective of choice, yet it doesn't overwhelm his mental faculty with...
The exclusivity close is a wonderful sales technique that helps inflate the perceived value of your product. As you use it, you can also fan into flames a burning desire in your prospects to buy from you. This type of closing technique appeals to a person's cravings for a sense of identity. Truth be told, all of us need to feel belonged and also feel special (unique). Unless we find a way to satisfy this psychological need, we'll remain in a state of discomfort. Thus if you can satisfy your prospect's emotional need, you can get him to do your bidding. Combining this technique with another that appeals to the fear of loss, you can concoct a lethal combination that can potentially bring your...
Don't Abandon Proven Sales Techniques!
I try to be an astute observer of the literature that crops up in sales and marketing, and of course, I contribute my share. One of the things that I find astonishing is that there is always a huckster's huckster, someone who touts the idea that proven, conventional selling tools are old hat, obsolete, unnecessary, or outright harmful. For instance, you've probably seen the ad on the web that claims cold calling doesn't work, or that it's "dead." Horse feathers! It's as alive as we are. If the same purveyor of this pap said cold calling isn't as successful as contacting warm leads, people who have expressed interest in your product, then he'd be making a reasonable point. Instead, he overstates the...
Sales Techniques - Ask Your Prospect Questions...
Why is asking questions considered a sales technique? Because, too few sales people actually ask questions. Most salespeople just start their sales talk without any regard for what their prospects needs and wants are. How can you possible know what your prospect or client needs if you do all the talking? The answer is simply, you can not. As a salesperson, it is your job to get people to buy what you are selling. Period. To do that, you need to discover what your prospects problem is, this way you have the opportunity to help him solve it. Just spewing your sales talk does not allow you to get any information from a client or prospect. Let us say for argument sake, you are selling websites to...
Simple Closing Techniques For the Internet...
In this article, we are going to cover closing questions and much more. What is closing? Closing is the ability to ask for the order. What is Trial Closing? What Questions do you ask when closing? How to ask for the Sale? When do you ask for the sale? Closing is asking for the order and not talking afterwards. I have a couple of acronyms that I use when I talk about closing. ABC - Always be Closing and CEO - Close Early & Often. Closing is a series of questions that leads you to the closing question. Before you can close, you must know what to do or how to ask a series of questions to get your prospect to come to the conclusion that they need and want your products and services. How do you get...
Five Sales Closing Techniques, Guaranteed To...
class="googleright"> 1. Narrow people's options to two choices. Your job as a salesperson is to qualify your prospect so you have a clear sense of what it is your client wants or needs. After qualifying your prospect, start to narrow down the options to the two best choices. This gives your prospect a sense of empowerment, "I have the power to choose what's best for me." When people have too many options, it confuses them and then they worry about making the wrong decision; they are less likely to pick any of the choices you have presented to them, and it is easier for them to put off making a decision--I mean, there's no rush, right? Wrong--that's a good way to walk out without closing the deal. No...