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#1
03-07-2012, 04:29 PM
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Sales Tips
Sales Tips
Know your product or service like the back of your hand. There's nothing worse than a salesperson that's uninformed. Potential customers are going to be asking all kinds of questions and you don't want to be caught with your pants down. You also don't want to be caught bluffing. People can usually sense when someone doesn't know exactly what they're talking about and/or is making it up as they go. Know the product or service "very" well so that you're fully prepared to answer any question. 
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#2
03-07-2012, 05:27 PM
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Cold calling
If you are in an industry that still values face-to-face cold calls, walk in with nothing but your business cards. Carrying your sample bag, brochures, etc. is offputting to receptionists. When you leave, leave behind ONLY your card with a QUESTION written on the back. You'll increase your odds of talking to your prospect!
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#3
03-07-2012, 05:43 PM
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Closing
A "direct method" close is one that requires a "yes" or "no" answer about the purchase. "May I take your next order?" or "Would you like to use us for the renovation?" Use it to avoid misinterpreting the buyer's intention.
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#4
03-07-2012, 05:47 PM
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Leaving Messages
When leaving a message for a prospect, keep it to 30 seconds or less. Keeping it short communicates that you are focused, clear, and articulate.
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#5
03-07-2012, 05:50 PM
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Questioning
Eighty percent of your sale should be in asking questions NOT in describing your product.
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#6
03-07-2012, 05:54 PM
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Opening the conversation
Open your sales conversations with preliminary pleasantries. More quickly on to an agenda of the meeting. This will signal to the prospect that you care for their time and are clear about where you are heading with the meeting.
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#7
03-07-2012, 06:00 PM
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What buyers are thinking.
There are four questions that your sales presentation have to answer in the mind of the buyer:
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#8
03-07-2012, 06:06 PM
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Selling to a group
Keep in mind that when selling to a committee or a group, your solution must address the dominant buying motives of EACH of those participants.
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#9
03-07-2012, 06:09 PM
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Networking quota
When going to a networking function don't try to collect cards from everyone present - focus instead on meaningful conversations with no more than 3 - 5 people. It not only leaves a better impression but it also gives you a better chance of a follow-up sale.
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#10
03-07-2012, 06:12 PM
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Follow-up from a networking function
After a networking function, follow-up with your new contacts within 24-hours. It solidifies you in their memory.
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#11
03-07-2012, 07:00 PM
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The Single Best Form of Service
When someone is calling you - they are, de facto asking for help. Return ALL calls the same day that they were placed to you. You will create a reputation as a service-driven sales person.
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#12
03-10-2012, 02:39 AM
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Keeping Current
Enter all of your clients into Google Alerts. Whenever there is a news story about them, you'll be automatically notified. This keeps you right on top of things!
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#13
03-10-2012, 02:43 AM
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Barrier questions
Barrier questions are any that ask a prospect about the constraints of their purchase: timing, budget, influencers. Ask these further into the sale rather than earlier in order to preserve trust.
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#14
03-10-2012, 02:45 AM
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The Opportunity Close
The opportunity close creates urgency because of some fleeting circumstance: last of the product in inventory, sale ends in a day or two, etc. You must make sure that it's TRUE or you risk your credibility when the client finds out.
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#16
03-10-2012, 02:50 AM
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Agenda
Always begin a sales call with preliminary pleasantries to build rapport and an agenda to build trust. The agenda can be either written OR verbal.
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#17
03-10-2012, 02:51 AM
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Time Management
If you are new to a territory or just building a new one, the majority of your time - 80%+ - should be prospecting. Once a territory is established, prospecting should never drop below 20% of your time.
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#18
03-10-2012, 02:54 AM
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Staying sharp
It's hard to impagime a pro football player coming to camp out of snap or not having memorized the play book. Why are professional sales people any different? Read at least one (1) book on sales every month of your career.
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#19
03-10-2012, 02:58 AM
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Success Stories
Forms of evidence to prove your case should include success stories. They should be no longer than a minute in length, have specificity (a name or a company), and make the client the hero, not the product.
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#20
03-10-2012, 03:01 AM
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Using analogies
High impact sales people have mastered the use of the analogy to make difficult aspects of their product or service easy to understand.
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