Sales Information |
First, Fast, And Foremost . . .
First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. Wouldn't you like to be first, fast, and considered foremost in your business. Obviously, the correct answer is yes. Here are nine tips, hints, and practical ideas to get you on your way. These sales tips work. 1. First - All potential customers have needs. All potential customers have problems. All potential customers are never 100% completely satisfied with their current supplier. A professional salesperson recognizes these simple facts and uses prepared questions to uncover the hidden needs, problems, and dissatisfactions that every potential customer has. Once these have been uncovered, always try to have your potential customer quantify them for you in dollars. Every quantifiable problem is begging for a solution. That's where your products and services come in. 2. First - The way to achieve number one is based on your ability to ask rock-solid and open-ended questions. Develop and use a minimum of ten questions. Your questions should get your potential customers to talk about their business, responsibilities, challenges, priorities, current supplier, current product, criteria for making a decision, the decision making process, expectations, and how they measure success. Note, that the person asking the questions is usually in control of the sales call. 3. First - Make every customer presentation a personalized one. If you ask enough questions, you'll learn about your potential customer. The more you learn, the better your opportunity will be to tailor your presentation. The goal is to get the customer thinking your presentation is awesome. Run-of-the-mill presentations are neverawesome. When your product fits the customer's specific needs it then becomes awesome. 4. Fast - Today more than ever, our biggest challenge is too much to do and not enough time to do it. Moaning and groaning aren't solutions. Learn to prioritize everything. Start each selling day with a six-pack. No, not that kind. Have a written list of all the things you want to do each day. Prioritize your list by writing the numbers 1-6 next to the six most important things. If this is so easy why do so few people do it? 5. Fast - In sales we tend to over promise. We're so anxious to get the business we make commitments based on perfect alignment and unreasonable assumptions. Every broken commitment, regardless how small, is a credibility deduction. Be slow to commit and quick to deliver and you'll have a significant reputation. 6. Fast - Someone once said, "If you always do what you've always done, you'll always get what you always got." Pledge from this day forward you will never utter these words again, "I've always done it this way." They are limiting words during these rapidly changing times. Ask these two questions often: How can I do it better? How can I do it faster? You headed in the right direction if you're always attempting to do things better and faster. 7. Foremost - There are V.I.P.'s and F.I.P.'s. You don't want to be the latter. A F.I.P. is a formerly important person. To remain a V.I.P. in your customers mind, mix high touch with your high tech. Buy and use an old fashioned fountain pen. Send two handwritten notes everyday. (10 per week, 500 per year, 5,000 per decade, and 10,000 over twenty years). It's a real touch of class during these busy times. Also, go to egreetings.com if you want to send (free) greeting cards suitable for any occasion. 8. Foremost - You don't have to be a lot better than your competition to win more sales. You need only be a little better. Having an edge doesn't give you a lot, it gives you a slight advantage. Join the 1% club. Seek to do everything that affects your business 1% better. Imagine the consequences if you were 1% better in these areas; your questions, your prospecting, your networking, your telephone, your time management, your communication skills, your negotiation skills, your closing skills etc. Big things happen when you focus on being a little better. 9. Foremost - The principle tool for salespeople is words. You use words to make appointments, to build rapport, to ask questions, to make presentations, to handle objections, and to ask for the order. Words are the real key to success. To avoid getting mugged by your own mouth, choose your words carefully. You will take your skills to the First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. If this isn't your style, you could always be last, slow, and lagging. Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: http://www.meisenheimer.com
MORE RESOURCES: Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting |
RELATED ARTICLES
Challenge Yourself!!! Evaluate Your Selling Skills! This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales. Forgive All Ebay Sins! Over the years, I have been amazed at the "blinding" greed and reckless approach to commerce that some business owners have employed. Lying to customers, selling inferior merchandise, and not offering refunds, left a firestorm of irate customers in their wake. Use Pain To Get Commitments Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. How To Sell Your Products or Services on Value And Stop Selling On Price Alone Have you ever met with, or talked to a prospect that wasn't ready to buy what you had to offer? What did you do with that prospects? Most sales gurus of the 1980's and 90's wrote books that told you to move on to the next prospect who is ready to buy now, and not waste your time on those that aren't ready yet.Here's the wrong assumption to make in that situation. Lessons Learned At Gunpoint "If you do anything foolish or try to get out of the car we will shoot you" were the terse words which hung in the air like a bad smell.The small car was being driven at over 120 KPH down the dark roads and highways. Cracking The Billable Hours Ceiling How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too many hands out there. The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills "THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the top five most important steps in the selling process?Answer: 1. Rapport. How to Sell Your Products Without Competition Selling your products at shows can be difficult when you have a lot of competition. Although some show organizers are careful to have a good mix of vendors, it's not uncommon for other shows to have 20% or more of the booths filled with vendors in the same niche - which is a buyer's market and a seller's disappointing show. Value Based Pricing, Not Price Cutting Special Requirements for Reprint: we ask only that you include Paul's name and resource box, and keep all hyperlinks as live links.Complete Article with Resource Box at end:Value Based Pricing, Not Price CuttingThe oldest tactic in the world to get a sale moving is to cut the price. Whats Your Clients Style? When it comes to effective selling, one simple fact never changes: Selling is a relationship business. You already know all about your company's products and services - and you've learned the fundamental aspects of the sales cycle. Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions There are many tactics and techniques that go into converting visitors into buyers. However, this article will prove to you why creating an "interactive" sales letter will be the most critical weapon in your modern marketing arsenal to accomplish this. How To Take The Right Steps To Increase Your Selling Results Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. What Should I Charge? People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. The Problem With Technology At The Point Of Sale In Financial Services BackgroundThere's a conundrum that currently exists between the customer and the seller in financial services. The customer buys and the seller sells. Why People Use Long Sales Copy Have you ever wondered why some people use long sales letter? Here is the answer: These people newer bothered to find out what the potential customer wants. If you know exactly what your potential customer wants, you can be short and to the point. Peak Performance - What You See Is What You Get! Would you like an easy way to track the performance of your sales SuperStars? Will a large sales activity board really make a difference? You bet! This article will give you three easy ways to improve the performance of your sales team because what you see is what you get!Setting up your sales activity board: Start by ordering a large erasable board from your local office supply store, the bigger the better (hint, a big board = assumed big results!) and mount this board on a wall easily seen by your sales team but not visible to your current or prospective clients. Use this sales activity board to track the performance of your company, highlighting the "critical" factors for your sales success. Referrals: Getting Good Business By Doing Good Business Whether you're a conventional sales person, a professional - such as a dentist or lawyer or doctor - or a business owner, you've got to have clients to stay in business. There are several ways to do this: either continue to find new customers, keep all of the customers you've ever had, get old clients to return, or get customers to send in referrals. 60 Ways to Increase Your Mail Order Catalog Sales This article is meant to inform. Please don't construe this as legal advice. It Isnt A Sale Until Youre Paid Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until you're paid." Most salespeople absolutely HATE calling their customers to ask for payment as they feel like the GOOD GUY and BAD GUY rolled into one!Hey - we have all been there. Marketing Conversations, And Conversation Stoppers Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing activity. |
home | site map | contact us |