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Sales Tips 21) Understand your customer's business. Some questions u might ask: Why do ur customers buy from u rather than from ur competition? What differentiates u from everyone else in the marketplace? What are some of your key challenges right now, & what are u doing about them?
Sales Tips 22) Understand how your product or service fits into the customer's needs. visit retailers that sell the company's merchandise. Ask why products are displayed the way they are, what sells best & what's not moving. The retailers' answers will help you customize ur Sales presentation
Sales Tips 23) ask "what if" questions, such as: If we were able to do X for you, would that help you meet this challenge you told me about? If there were a way we could provide a service that eliminated this problem for you, how would that impact your business? These questions make sense to the prospect because they'...re based on your real-world knowledge of the prospect's problems & challenges.
Sales Tips 24) Close the sale, or move to the next step. Once you understand a customer's needs & goals, & know how your product or service can solve his or her problems, simply ask, "What's our next step?" z question invariably gets the customer thinking in terms of implementing z solutions discussed in talks and meetings
Sales Tips 25) Qualifying Fast to Avoid Wasting Sales Time...Do u chase after ur prospects until they tell u yes or no? Do u ever tell ur prospects "No", as in "No, I am not going to sell to u"? There are many things in selling that u do not & will not be able to control. z 1 thing that u do have control over is your ...time & how u choose to use it.
Sales Tips 26) To qualify fast u must have a set of criteria describing who you will and will not sell to. u want to sell to the prospects likely to buy ur products, & drop z prospects unlikely to buy (so that you can find more good prospects).
Sales Tips 27) Develop a list of sales qualifying criteria that prospect's must meet in order for you to invest your sales time with them.
Sales Tips 28) z big 7 worst habits of communication; 1-Contacting others only when u need something 2-Not following up, or closing z loop 3-Not returning telephone calls or email messages 4-Foregoing basic courtesy 5-Not listening 6-Telling lies 7-Spewing chronic negativity
Sales Tips 29) z 2 most powerful sales words r (synergy & priority) *Synergy= z process of matching between a prospect's needs & z supplier's capabilities *Priority=is what leads a prospect to buy today, not tomorrow, not in the future…today!
Sales Tips 30) To master synergy, 1-study ur buying players & make sure you fully understand them & How does ur solution help their profitability? 2-fully study ur company & understand its capabilities. 3-develop a template needs analysis program with questions that expose z prospects' perceived challenges & positio...ning; questions that expose opportunities where ur firm can improve upon z present situation.
Sales Tips 31) Synergy gets z prospect into z pipeline...Priority leads a prospect to become a client. z same 3 tools earlier referenced for synergy r also necessary for priority. A sales person's ability 2 facilitate effective needs analysis discussions r z key 2 mastering priority.
Sales Tips 32)................. Go z extra mile .......................................... do some extra efforts, do something more, visit more customers, read more books, attend more training courses, make more, u will get more
Sales Tips 33) z must read book; Rich DAD Poor DAD; R.Kiyosaki is comparing what Poor Dad & What Rich Dad r telling & teaching their kids.Poor Dad: z love of money is z root of all evil. Rich Dad: z lack of money is z root of all evil. Poor Dad: I can’t afford itRich Dad: How can I afford it?Poor Dad: Study har...d so... u can find a good company 2 work for.Rich Dad: Study hard so u can find a good company 2 buy.
Sales Tips 33) Poor Sales Rep=Poor Dad: z love of money is z root of all evil. Rich Dad: z lack of money is z root of all evil. Poor Dad: I can’t afford itRich Dad: How can I afford it?Poor Dad: Study hard so u can find a good company to work for.Rich Dad: Study hard so u can find a good com...pany to buy.Poor Dad: sa...y “Money doesn’t matter”.Rich Dad: say “Money is power
Sales Tips 34) dress well for success; dark blue & grey is the best, get a nice car, not to expensivee, not too cheap, but it must kept clean, u dont know who will ride with u & when?, be friendly & always keep smiling, spread z positve attitude between ur team & b optimistic with a backup plan all z time
Sales Tips 35) u never fail, till u give up, Success comes from good decisions, which comes from experience, which comes from , which comes from Failurebad decissions, more u work, more u fail, more u learn, so what r ur lessons learned from anything.
Sales Tips 36) in nowdays; we have 2 run faster 2 keep ur same place & same sales. to grow more; u need to run more & more & more to get a better place; when ur competitors wake up & put his feets on z ground, u should be on step 3 of ur 2 Do List
Sales Tips 37) ur role in any sales call; is 2 listen not 2 talk; u just initiate discussion & let them talk, & listen, if they about 2 finish; stimulate z discussion again; so u can let them talk & keep talking, u r just a triger 4 them 2 talk; so u can understand their needs & motives, so u can easily satisfy their needs profitly
38) Basic Selling Skills r; 1=Effective Questioning 2=Active Listening 3= Need Identifications; 4= Faetures, benefits & advantages differentiation; 5= Handling Objections 6=Buying Signals 7= Closing Deal...... so practice all of them as much as u can each one alone then complete role play all together
39) u r Just a number in z ur managers' Eye, we all r just Numbers;...... simply Achive ur Number & u r z star; Don't Achive ur Number; u r in a big Problem; so do ur best; try all new ways; new approaches;ask 4 ur friends' help; ask 4 ur manager's Help; read more in Sales 2 b an expert theoritically & Practise 2b Professional Expert.
0) one way of Selling is (SPIN) S=Situation P=Problem I= Implication; N=Need
AIDA Sales Model =Awarness, Intrest, Decision, Action.
41) Sales Man never Quit, if u maje right targeting, Right Psitioning, Right Message, Right Customers, Right Frequency, so never Quit,u just change ur way not ur target ; change ur approach, ur ice break, ur market research, ur data collecting methods, ur feedback , ..... Change b4 being Changed
42) as per herman models; there r 4 types of people, with 4 colors, blue, green, yellow & red; Blue; Ask what, need data, to z point, need numbers, dates, driver, KOL,....Green; Ask How, Analytical organized, planned, need details, never take risk,..... Yellow; Ask Why, Innovative, intrested in New ideas, takes risk
43) KYKO; Know Yourself, Know Others; know ur color; what turn u on & know others what turn them on & off; deal with ur customer as per their color; Blue; Fact, Green; Details; Yelow; New; Red; Relation, this will faciltate ur sales calls & make u z best sale Rep, ALSO TRY IT WITH UR MANAGERS & UR FAMILY
44) Best Rep shoud b a usuer of the 4 colors charachters & must not turn off by any one of them; so as to b able 2 deal with all types of customers; so try to develop intrest in z color u miss; if u r Red & Yellow like me; u must develop more blue & green intrest; ask 4 more details, b more organized, more planning o.
45) ur customers & all people having z 4 herman model colors but they have 1 or 2 dominat color ; also not all people know about this charateristics of each color, so if u identify their personality color, they will like u , feel u r close 2 them, u r from z few who understand them & u will build more friends while u r closing ur business deal with them.
Sales Tips 1) Go the extra mile, .....Do some thing more,..... do something different........ what is the difference that make the difference between u & other Sales People
Sales Tip 2) Tone of Voice: A Hinderance or a Help to Your Success Do not underestimate the power in the tone of your voice. How well do you use your voice to express emotion and emphasize the importance of your message? In today's world where more business is done over the telephone rather than in person it's importa
Sales Tips 3) Expected or Earned? If you are a waiter or waitress you have now entered the job of sales. How you perform, what you do and whether or not you keep a smile will determine how well you do in the services industry. A tip should never be expect, but earned. If you keep that in mind you will do well. If you forget it you may just go home empty handed
Sales Tips 4) Nurturing the Relationships that Matter We all run out of time. We are expected to increase our sales in numbers, but we often sit spinning our wheels wondering how to do so. It today's economy it's important to nurture the relationships that matter. That doesn't mean just nurturing the potential client
Sales Tips 5) Companies don't buy the people do. Have you lost your human touch? If so, it's time to get it back. Make a phone call, send a card or take just a few moments to send an email to see how they are.
Sales Tips 6) Be an advisor not a salesperson. A trusted advisor will always win more sales than a hard-core salesperson
Sales Tips 7) Is your customer here today and gone tomorrow? Let me give you a new way of thinking..................... A customer is for life...................................... Are you willing to invest what it takes to get their business?
Sales Tips 8) It isn't just the first impression that counts. ...................................... It's every impression that you make......... Be consistent always
Sales Tips 9) Be personable. Your clients should want to talk to you - if they don't you might be trying to hard to get the sale rather than develop the relationship. If they are dodging your calls or not answering your emails you may want to evaluate your approach.
Sales Tips 9) Be personable. Your clients should want to talk to you - if they don't you might be trying to hard to get the sale rather than develop the relationship. If they are dodging your calls or not answering your emails you may want to evaluate your approach.
Sales Tips 10) Your Tone... What does the tone of your voice sound like?. Does it reflect confidence? Strength? Assurance? Perhaps your tone reflects fear? Boredom? Immaturity? Be honest with yourself, do you need to work on your tone?
Sales Tips 11) get a close friend or co-worker - ask their honest opinion in ur tone .... It's important to find someone who will give you just that. ............... Listen to what they have to say & ...... take their criticism as constructive to help you develop a voice that will get you where you want to be in life.
Sales Tips 12) Voice Inflection......When speaking and thinking about the key points you want to emphasis,..... make sure the inflections of your voice does just that. ..... Inflection alone can change the meaning of a sentence
Sales Tips 13) Delivery........Practice, practice, practice. The delivery of your message when training your voice is key. Don't be afraid to rehearse a pitch a proposal or even just a phone call...... You won't always have to do this, just long enough to where a good delivery is natural and you can do it with confidence.
Sales Tips 14) Sound .....What do you sound like?...... Have you ever really just listened to your own voice? For example, when you record your outgoing voicemail message what do others hear? ...A smile?... Joy?... Authority? ...Don't be afraid to use a tape record as you train your voice. A tape recorder will allow you to hear exactly what others hear.
Sales Tips 15) Energy ....Similar to tone, but different. The energy in your voice allows people to feel like they are in the room with you. Does your energy make them want to be in a room with you? Put it in check.
Sales Tips 16) One thing that I have to watch is....... the speed at which I speak........ I can rattle things off faster than most people can keep. .I always know when I'm doing this because I often get asked to repeat myself. .......Breathe,..... think about what you are going to say and fill it with the right energy for the moment.
Sales Tips 17) give customers enough choices more than 1 of 2 or yes or no but not so many as to confuse customers so they believe that they have made the best decision, If u didnot , they will delay their buying until they find the right options for their needs (giving customers a “marketplace” where they c what the...ir options r...,in time, location, space, size, color, material, effort, services, or money...etc.)
Sales Tips 18) Handling complaints;1-Make sure the complainer is sitting down, it calms him.2- Get out a pad and pencil, ask the complainer to state the problem. Write down what they are saying as they are saying it. First, the Customer's complaint is intangible until it is put down in tangible form.
Sales Tips 19) Handling complaints; Secondly, by writing down , u calm him,....... since the listener cannot write as fast as the complainer talks, the complainer while waiting for the writer to catch up will be slowing down their presentation, hence causing a calming effect.
Sales Tips 20) Process z complaint as soon as u can & tell him when he get a reply. get back 2 them before that time. If the service or Products is defective, do not argue! Make it right, right away. Do not hesitate to replace it, or give a refund. If the reply is negative, sell it 2 him gently. Lastly, discuss z problem & z solution with ur coworkers
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