| |
| |
|
Sales Information |
|
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!) People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients. This may seem obvious but it is a fact that's often overlooked by most salespeople. This is a shame because it's a fact that we can use to great advantage when selling. Most clients are worried that you are going to push something onto them that they don't want. Why? Because we've all experienced salespeople in our lives who do this. By focusing on the relationship and not on the sale you start to put your clients more at ease. This allows them to stop worrying that they are about to get "pitched". When I teach this simple technique to delegates and they get on the phones and try it they are always amazed at just how effective it really is. Objections: "We've got no need?" The "Building Relationships" Answer: "That's fine. At this point most of my competitors would ask you when you do have a budget and arrange to call you back then. We at ? (name company) ? believe that business is built on relationships and I would still like to invest the time in getting to know you now. Tell me John, how??" For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success. Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.
MORE RESOURCES: Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting |
|
|
|
RELATED ARTICLES
Planning to Realize Your Goals Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is important to have a goal written down, and it is equally as important to the write down the reasons why you want that specific goal. Selling the Difficult: How to Sell What People Dont Understand How to Buy I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you. 3 Tips For Getting Through The Voicemail Screen How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Solution-Sell is a Myth! Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange for me, the author of the book "Up Your Income! Solution Selling for Profitability" to cast aspersions on the merits of this approach. Mindset Over Materials: The Secret Weapon of Sustainable Sales Success Long-term sales success has less to do with skills or knowledgethan you might think. Nor are stunning brochures or excellentproducts guaranteed to make one iota of impact over time. Caring - The Secret Sales Strategy Sales information resource Just Sell, calls caring "sales love". Here's the meaning:Sales love ('sAlz - luv): noun: 1: unselfish and loyal care for the good of a customer, prospect, reseller, and/or team member. Are You Scaring Your Customers Away? "Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in marketing. It was Saturday afternoon, and started like a typical telemarketing call. Incentive Dilemma: Manufacturers and distributors are rolling out more sales incentive programs for their channel partners than ever before.Some of these programs are not as successful as they could be, however, because they fail to appreciate fully what motivates salespeople and drives them to overachieve. Sales 101: Handling The Angry Customer I am often reminded of the following true story whenever I encounter a hostile customer or prospect, witness a scene where someone is losing their cool or observe someone getting chewed out for something that they may or may not have done.No one enjoys being yelled out, cursed at, bullied or manhandled in any form, whether physically or verbally. 6 Steps on How to Install Confidence Into Your Clients What methods can we use to install confidence into yourclients ?1. Give abundant value in everything you sell. The Benefits of Display Mannequins Mannequins are primarily used in stores to display clothing. A display mannequin is usually a full-size dummy in the shape of a person. Selling Is Not A Dirty Word Selling--a word that strikes terror in writers and professionals. We love to write. 6 Creative Questions To Move From HOW Are You To WHO Are You Imagine you just met someone new. The formalities of names, jobs and the like have been exchanged and you seem to be getting along famously. How Many Ways Do You Have To Justify Your Price? If you were selling a mansion, and you were selling it for 25 cents, some wiseacre would inevitably respond, "It costs too much."When that happens, are you prepared?As an excercise, make a list of 20 "reasons why" your services are worth your fees. Asking The Right Questions On an introductory call, how do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. Winning Sales Proposals Your proposal is selling for you when you're not there, so it must reflect your standards of professionalism.Like it or not, sales proposals are a tool of the trade, and writing a well-crafted proposal can mean the difference between winning and losing a client's business, especially if you are selling to major accounts. How To Profit From Initial Consultations "I'd love to work with you, but?"How many times have you heard these words? As a professional service provider looking to grow your business, isn't it sometimes frustrating to hold an initial session with someone who you'd love to work with but the potential client has a whole list of reasons why s/he would love to work with you, but??As in, "I'd love to, but.. 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. Diverting the Flow of Customers to Your Business I was a lucky kid when I grew up. Lucky, because I had a big back yard for playing. Building an Action Plan Going into your workday and waiting for things to happen, and then reacting to them is not a very productive way of doing things. You may as well be going into your workday blind.
|
| home | site map | contact us |