| |
| |
|
Sales Training Information |
|
|
|
Order Takers vs. Sales Professionals
As business owners we all know that in a ideal world prospects would just pick up the phone and give us an order - but for most of us sales is not like that! Yes it would be utopia however have you considered the difference between order takers and sales professionals? Firstly they are two completely different animals. Lets face facts order takers are less likely to be skilled in sales technique. This includes the ability to easily up sell, cross sell or add on services. Order takers are by there very nature just waiting for the phone to ring and do not work on a pro active basis. If we left everything to the client then so many additional products would never have been sold. Before I am told that they probably were sold something that they didn't want, lets examine the motivation for buying. If you were looking at purchasing software to run on a Windows based platform maybe it would be important to ensure that it worked with every release or version of the software. Some companies still have Windows 98 and have not (for whatever reason) upgraded to XP. If this particular prospect came through and presented the company with an order and found out later that the software was incompatible with Windows XP it is my belief that they would have expected the seller to let them know prior to purchase. The same could be said for printers. Imagine an real estate agency that wanted to print thousands of property particulars. If they bought a bottom of the range ink jet printer as opposed to a colour laser they would possibly be feeling cheated when the printer just didn't meet expectations. Salespeople are taught (or should be) to manage expectations and recommend appropriate products and services. Money is tight for everyone (I think it always has been) and I believe that nobody is tricked into buying something that they don't want by some smooth talking sales person. Unfortunately apart form the very basic advice that may be given at the point of purchase most order takers won't even recognise an opportunity. That could be an expensive mistake if you were considering the value that the prospect brings over the buying cycle. For many companies this is measured in years. A bookstore can attract buyers whose buying pattern is measured in years (say 5 years at 12 purchases per year). A trained salesperson will recognise this and ensure that they are helped with the current order and try to anticipate future buying habits. Some of the big companies on the internet have employed this - when you order a book another window may popup suggesting other books to purchase thus increasing the order value at the point of purchase. Lastly remember this, order takers shine when the market is buoyant in a declining market sales people have built solid relationships that they leverage and still make or exceed targets - the choice is yours. © The Sales Academy 2005. You may include this article in your ezine or on your website or distribute it to others, provided you include the copyright statement and the bio information tag line found at the end of this article. Mike Palman, is a Global Master Sales Coach and Author. Mike helps people and businesses do more, do it better and get results that they want. Mike had a successful career in sales for over 25 years and now helps other salespeople get the sales edge. Mike lives in both the UK and South Africa. For more articles by Mike Palman, visit http://www.thesalesacademy.com
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a shed-load of them?It's called the year-end appraisal. Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar! Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more. The Most Underused and Powerful Method of Lead Generation Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients?I'm going to show you the easiest, quickest and most effective lead generation method to grow your business, using word of mouth or referrals.Referrals are the most effective way to create a steady stream of customers for your product or service. Invite Questions to Boost Your Sales Do you invite your prospective customers to ask questions .. 5 Ways to Increase Business Sales by Contacting Your Existing Customers One of the best ways to increase your sales and one that won't cost you a lot or take a huge amount of time is by selling more to your existing customers. This can be a lengthy process and expensive to win over a new customer between advertising, sales calls, and approvals. Sales and the City It's all about relationships!Here is how a popular TV show looks at it:In a city filled with more than its fair share of players, predators, losers, and creeps, these people need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. Is such a thing possible in New York City?Here's how your customers may be seeing things:In a vocation filled with more than its fair share of players, predators, losers, and creeps, these customers need all the help they can get in order to find the one thing that eludes them all - a real, satisfying and lasting relationship. How to Make Training and Development a Power Agent for Change Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you're not sure if it was worth the investment. Youre Hired... I Think I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Sales Tips from Sales Masters Dogs are great teachers of how to sell easier and better. And if you think about a dog's life, it's quite a pampered and easy one. How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat! Dear Friend,You #1 weapon in advertising will always be.. Top Ten No Money Promotion Ways That Create New Clients and Fast Sales Better than offline promotion such as press releases, talks, or networking? Better than search engine placement, banner ads, ezines and news groups? Yes! The number one way to promote your service and your products is through informational how-to articles that you send to top Web sites and dozens of no spam opt-in ezines. Content is still King on the Internet. The Changing Role of the Sales Consultant "Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. How To Achieve Excellence In Sales Most people are always striving to better themselves. It's the "American Way". Generate Sales with Lead Generation Marketing Tools One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. Sales Strategies: Its Not Who You Know - Its What You Know We are all in sales. We all selling in every role we have. Business Appointment Success or Failure One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site.. Closing The Sale So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still didn't end up hiring you. The 6 Secrets To Sales Success There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. The Top 7 Sales Blunders We all make mistakes when selling our product or service. Here are the most common mistakes people make.
|
| home | site map |
| © 2006 |
