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  #1  
Old 03-07-2012, 04:29 PM
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Default 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  
Old 03-07-2012, 05:27 PM
PatrickBMorin PatrickBMorin is offline
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Default 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  
Old 03-07-2012, 05:43 PM
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Default 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  
Old 03-07-2012, 05:47 PM
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Default 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  
Old 03-07-2012, 05:50 PM
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Default Questioning

Eighty percent of your sale should be in asking questions NOT in describing your product.
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  #6  
Old 03-07-2012, 05:54 PM
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Default 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  
Old 03-07-2012, 06:00 PM
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Default What buyers are thinking.

There are four questions that your sales presentation have to answer in the mind of the buyer:
  1. Will your product do what you say it's going to do?
  2. Is it worth the price you're asking me to pay?
  3. Am I justified in buying it right now?
  4. Who says so besides you?
If you don't answer these four questions, you'll get an objection.
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  #8  
Old 03-07-2012, 06:06 PM
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Default 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  
Old 03-07-2012, 06:09 PM
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Default 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  
Old 03-07-2012, 06:12 PM
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Default 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  
Old 03-07-2012, 07:00 PM
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Default 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  
Old 03-10-2012, 02:39 AM
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Default 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  
Old 03-10-2012, 02:43 AM
PatrickBMorin PatrickBMorin is offline
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Default 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  
Old 03-10-2012, 02:45 AM
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Default 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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  #15  
Old 03-10-2012, 02:47 AM
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Default Competitive info

Use Twitter to keep track of your competitors' activities. Subscribe to their updates and those of their sales team.
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  #16  
Old 03-10-2012, 02:50 AM
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Default 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  
Old 03-10-2012, 02:51 AM
PatrickBMorin PatrickBMorin is offline
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Default 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  
Old 03-10-2012, 02:54 AM
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Default 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  
Old 03-10-2012, 02:58 AM
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Default 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  
Old 03-10-2012, 03:01 AM
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Default 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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