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Casual Articles - People Knowledge Your Number One Asset - Sales Training Volume 1
If you want to plan for a year, sow rice, if for a decade, plant a tree and if for the lifetime, then train your work force. - Chinese proverbIn these days of global competition, if organizations dare to ignore this saying jus
Are you planning to open your own business but do not have enough start up capital? Have you always wanted to run your own show and be your own boss yet you can?t seem to get enough money to get the ball rolling? There are business loan brokers who will take care of all that.Starting a business these days is not so hard anymore. Gone a
One of the biggest misconceptions in selling today is that product knowledge is your best asset. Now I must tell that I am not saying you do not need to know your product but if product knowledge is all you rely on and you first haven’t leaned your people skills you are going to be very disappointed with your paychecks.
I will give you an example and I’m sure many of you have had similar experiences. Back in my days as a car salesman I used to hear several of the other sales people discussing all of the features of our line of products not to mention many other makes and models Oh they could tell you what type of tires every model had and they could recite curb weight, towing capacity you name it. But guess what I out sold them all every month why? Because while they were busy learning about product I was busy learning about my customers.
You see inevitably a lot of prospects already have a very good understanding of your product and what they don’t know I’m sure you are going to educate them but the first thing you need to do is to get to know them. Here’s a fact for you. All people make buying decisions based on emotion. You as a sales person can greatly appeal to these emotions by being genuinely concerned about them. Remember I said genuinely nothing will turn off a perspective customer more than insincerity. You know we have all met the disinterested sales person who you would never buy from.
I am going to tell you something that may leave some of you scratching your head. Don’t try and sell your customer! That’s right I said don’t try and sell your customer. You may first want to express an interest in either their business or some personal interest you have discovered about the customer. Most people will be on their guard when you make a sales call anyway by taking this approach you will catch your customer off guard
Winning Customer ExperiencesMuch research has been done on what the makes a winning customer experience. What is it that makes customers come back to your business instead of going to someone else's? If your repeat business is low, what is it that you are doing to drive your customers away? There is a consistent theme
I will give you an example and I’m sure many of you have had similar experiences. Back in my days as a car salesman I used to hear several of the other sales people discussing all of the features of our line of products not to mention many other makes and models Oh they could tell you what type of tires every model had and they could recite curb weight, towing capacity you name it. But guess what I out sold them all every month why? Because while they were busy learning about product I was busy learning about my customers.
You see inevitably a lot of prospects already have a very good understanding of your product and what they don’t know I’m sure you are going to educate them but the first thing you need to do is to get to know them. Here’s a fact for you. All people make buying decisions based on emotion. You as a sales person can greatly appeal to these emotions by being genuinely concerned about them. Remember I said genuinely nothing will turn off a perspective customer more than insincerity. You know we have all met the disinterested sales person who you would never buy from.
I am going to tell you something that may leave some of you scratching your head. Don’t try and sell your customer! That’s right I said don’t try and sell your customer. You may first want to express an interest in either their business or some personal interest you have discovered about the customer. Most people will be on their guard when you make a sales call anyway by taking this approach you will catch your customer off guard
You should always have your cards with you so that you will be ready to hand them out at any stage. Never leave home without them. Every time you meet someone leave a card with them. Distribute them in any public place where you might find yourself. The bus stations, train stations or shopping malls.Leave a card wherever you have b
You see inevitably a lot of prospects already have a very good understanding of your product and what they don’t know I’m sure you are going to educate them but the first thing you need to do is to get to know them. Here’s a fact for you. All people make buying decisions based on emotion. You as a sales person can greatly appeal to these emotions by being genuinely concerned about them. Remember I said genuinely nothing will turn off a perspective customer more than insincerity. You know we have all met the disinterested sales person who you would never buy from.
I am going to tell you something that may leave some of you scratching your head. Don’t try and sell your customer! That’s right I said don’t try and sell your customer. You may first want to express an interest in either their business or some personal interest you have discovered about the customer. Most people will be on their guard when you make a sales call anyway by taking this approach you will catch your customer off guard
When someone mentions mold it brings to mind visions of green bread or cheese that has been left in the refrigerator too long - things you just throw into the trash without much thought. However, molds are an essential part of our environment. They break down trees, leaves and other types of organic matter; and mold is responsible for some of
I am going to tell you something that may leave some of you scratching your head. Don’t try and sell your customer! That’s right I said don’t try and sell your customer. You may first want to express an interest in either their business or some personal interest you have discovered about the customer. Most people will be on their guard when you make a sales call anyway by taking this approach you will catch your customer off guard
Many small business owners today act like lemmings following each other into a sea of choices when it comes to advertising only to drown in the murky waters of minimal return. Do you believe if the world's best artist painted a copy of the Mona Lisa that it would create a buzz? Not really....It would always be just another copy. So why do so
Many of your sales will take more than one visit to close. If you are not persistent and don’t do a good job of following up you are not going to make to many sales. I truly believe that if you treat a customer right the first time they will remember you as the guy that didn’t press for the sale and be glad to see you again.
In the next volume I will discuss some techniques for “Not trying to sell your customer” and still getting them to warm up to you. Happy selling.
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