Tags |
|
|
Links |
|
|
Casual Articles - Resistance Training for Sales People
Although I understand that this can be very difficult to do, you must view the popular published law school rankings skeptically. These rankings are not only untrustworthy, but mislead students into thinking they need to attend a highly ranked school or they will be second rate lawyers do to their "substandard" law school education. This is simply not true. What is true, in my opinion unfortunately,
7. Listen some more. See #5
8. Propose solutions based on buyer needs. If you’ve listened, this should be easy. If it’s not easy, there may not be a good fit between your product and your prospect. If you’re looking for a long term relationship, sell only to needs. You’ll make more sales in the long run.
9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the co
Unfortunately, not all, especially newly opened, businesses are destined to succeed. Most of them fail. About ninety-eight percent of all start up businesses in the world today do not live until their second birthday. And it happens not because their idea is bad or poor but because most business owners miss out on what truly makes the business SUCCESSFUL.There is only one, critical SKILL that outstands above and beyond any other skills a successful business owne
Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. And yet by using some simple steps we can reduce this resistance to increase our sales performance.
Here's an analogy: many people exercise using resistance training. It's good for you. Encountering resistance during the sales process can also be good for you. It lets you work your sales muscles, enabling you to become a stronger sales person. Too much resistance may not help you achieve your goals, though. Plan for resistance in advance and you can help eliminate or reduce it.
Create a planned presentation that takes into account, step by step, all concerns and objectives your prospects may have. Look at every point in the sales process. Examine them and look for ways to make it easy for a prospect to say “yes” to you. Here, then, are 12 steps to decrease resistance and increase sales:
1. Sound confident. Your voice gives you away. Your voice is an emotional barometer. If you're not comfortable, your prospects will hear it in your voice. There's a hesitancy, a slight stutter or stumble when we're not confident. Your confidence will give your prospects confidence to do business with you.
2. Rehearse names beforehand. Nothing says I don’t know you faster than a fumbled name.
3. Do your homework. The number one complaint buyers have about sales people is that they don’t know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the price to ___” and “You don’t need another 25, do you?” Drop the words "no" and "not" from your vocabulary. There's no need to suggest a negative.
5. Listen. People will tell you everything and more if you let them. Listen actively and objectively. Focus on what is being said as well as what is not being said. If you're on the phone, don't multi-task. Multi-tasking is the enemy of good listening.
6. Ask questions to discern needs. Use open ended questions to generate information. Open ended questions start with words like who, what, where, when, which, why, and how. Use closed ended questions when you need to get “yes” or “no”. Closed ended questions start with word such as: is, are, can, may, have, and do.
7. Listen some more. See #5
8. Propose solutions based on buyer needs. If you’ve listened, this should be easy. If it’s not easy, there may not be a good fit between your product and your prospect. If you’re looking for a long term relationship, sell only to needs. You’ll make more sales in the long run.
9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the con
Many small companies are trying to empower their employees and alleviate some of the hardships of over regulations, taxation and paper work. Often these small businesses will attempt to make their employees Independent Contractors. Where this might sound like a good idea it is also a very gray area of law and can get you into a real bind if not done correctly.Even so for some types of businesses it does make a lot of sense. For instance those types of businesses
Create a planned presentation that takes into account, step by step, all concerns and objectives your prospects may have. Look at every point in the sales process. Examine them and look for ways to make it easy for a prospect to say “yes” to you. Here, then, are 12 steps to decrease resistance and increase sales:
1. Sound confident. Your voice gives you away. Your voice is an emotional barometer. If you're not comfortable, your prospects will hear it in your voice. There's a hesitancy, a slight stutter or stumble when we're not confident. Your confidence will give your prospects confidence to do business with you.
2. Rehearse names beforehand. Nothing says I don’t know you faster than a fumbled name.
3. Do your homework. The number one complaint buyers have about sales people is that they don’t know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the price to ___” and “You don’t need another 25, do you?” Drop the words "no" and "not" from your vocabulary. There's no need to suggest a negative.
5. Listen. People will tell you everything and more if you let them. Listen actively and objectively. Focus on what is being said as well as what is not being said. If you're on the phone, don't multi-task. Multi-tasking is the enemy of good listening.
6. Ask questions to discern needs. Use open ended questions to generate information. Open ended questions start with words like who, what, where, when, which, why, and how. Use closed ended questions when you need to get “yes” or “no”. Closed ended questions start with word such as: is, are, can, may, have, and do.
7. Listen some more. See #5
8. Propose solutions based on buyer needs. If you’ve listened, this should be easy. If it’s not easy, there may not be a good fit between your product and your prospect. If you’re looking for a long term relationship, sell only to needs. You’ll make more sales in the long run.
9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the co
When printing, the first dilemma that you usually encounter is what printing service to use for the completion of your project. Especially now that there were many printing services available, choosing which one to use is quite hard. There are so many things that you should think about when selecting a printing service. But you see there’s a big difference in the quality, printing process and the pricing.If you don’t want to experience more headaches in the futu
2. Rehearse names beforehand. Nothing says I don’t know you faster than a fumbled name.
3. Do your homework. The number one complaint buyers have about sales people is that they don’t know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the price to ___” and “You don’t need another 25, do you?” Drop the words "no" and "not" from your vocabulary. There's no need to suggest a negative.
5. Listen. People will tell you everything and more if you let them. Listen actively and objectively. Focus on what is being said as well as what is not being said. If you're on the phone, don't multi-task. Multi-tasking is the enemy of good listening.
6. Ask questions to discern needs. Use open ended questions to generate information. Open ended questions start with words like who, what, where, when, which, why, and how. Use closed ended questions when you need to get “yes” or “no”. Closed ended questions start with word such as: is, are, can, may, have, and do.
7. Listen some more. See #5
8. Propose solutions based on buyer needs. If you’ve listened, this should be easy. If it’s not easy, there may not be a good fit between your product and your prospect. If you’re looking for a long term relationship, sell only to needs. You’ll make more sales in the long run.
9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the co
Most everyone spends a good portion of their days putting their hand to something that will generate the resources they have decided they need, to live the life they have decided they want.What puzzles me though, is why so many people pick something to put their hand to that leaves them feeling empty inside.It is really the state of things that we all must grit our teeth and go to work? It is really the state of things that we die a little each mornin
5. Listen. People will tell you everything and more if you let them. Listen actively and objectively. Focus on what is being said as well as what is not being said. If you're on the phone, don't multi-task. Multi-tasking is the enemy of good listening.
6. Ask questions to discern needs. Use open ended questions to generate information. Open ended questions start with words like who, what, where, when, which, why, and how. Use closed ended questions when you need to get “yes” or “no”. Closed ended questions start with word such as: is, are, can, may, have, and do.
7. Listen some more. See #5
8. Propose solutions based on buyer needs. If you’ve listened, this should be easy. If it’s not easy, there may not be a good fit between your product and your prospect. If you’re looking for a long term relationship, sell only to needs. You’ll make more sales in the long run.
9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the co
Most people die from the neck up at age 25 because they stop dreaming, some people are managing their dreams after age 25 because they have been busy making their dreams their reality.A step at a time is progressToday I will give you a quick summary of the 5 key steps you need to take in order to make a career move that will change your life for the best. You can get the full content from our website. Each step has been carefully thought out, tried
7. Listen some more. See #5
8. Propose solutions based on buyer needs. If you’ve listened, this should be easy. If it’s not easy, there may not be a good fit between your product and your prospect. If you’re looking for a long term relationship, sell only to needs. You’ll make more sales in the long run.
9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the conversation.
10. Ask for agreement. How often have you spoken with a salesperson who doesn't come to the point and ask for the order? Make sure that's not you. Don’t forget to ask for agreement in order to close the sale. When you ask for agreement, the “yes” from the buyer closes your sale. A “no” says you’ve more work to do.
11. Follow up. You’ll close as many sales on the 8th try as on the 1st. It's been said that the fortune is in the follow up.
12. A positive attitude. If you think you can, you will. It’s a simple tool but it works.
If you think in terms of decreasing resistance, if you build it right into your presentation, you’ll find it easier to get "yes's".
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/40222/casualarticles-Resistance-Training-for-Sales-People.html">Resistance Training for Sales People</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/40222/casualarticles-Resistance-Training-for-Sales-People.html]Resistance Training for Sales People[/url]
Related Articles:
Finding and Expressing Your Voice
Reduce Medical Billing Time and Overhead Costs for Your Medical Practice
Starting a Mobile Oil Change Business in Ventura County - CA
Bookmark it:
|