| |
| |
|
Sales Training Information |
|
|
|
Probe Before You Sell
When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. This is commonly referred to as "needs based selling." The most effective way to find out about your customers needs, is to ask probing, open-ended questions. An open-ended question does not allow your customer to give you a "yes" or "no" answer, it makes them explain to you what their needs are, and why they would need a particular product. Here is an example, if you were a sales associate at a furniture store, and a customer walked in looking for a dining room set, an open-ended question you might ask would be: "Tell me about the particular type of pattern you are looking for," or simply put, "tell me more about what you are looking for" This puts your customer in a situation where they cannot say "yes" or "no," they must go into detail. On a personal note . . . Not to long ago, my wife and I were in a department store looking for a coat for me. I spotted one that I like hanging on a discount rack. It was brown, with a removable liner, and a zipper that ran the length of the collar, to protect your neck. I liked it so much, I took it from the rack and tried it on. As I stood admiring myself in the mirror, a sales associate came over and complimented me on my appearance in this jacket. I smiled politely and thanked her. She than proceeded to tell me that the best part about the jacket was that it smelled like real leather. Taking her word for it, I put my nose to the sleeve, took a whiff, and sure enough, it smelled like real leather. The only problem was . . . I don't like the smell of leather. Needless to say, I put the coat back on the rack, and the friendly sales person lost the sale and the commission. The mistake the sales person made was assuming that I liked the smell of leather. It was a safe assumption on the part of the sales person, because most people like the smell of leather. This doesn't mean it should be taken for granted. The point I am trying to make, is that it is essential that you ask probing and open-ended questions, find out as much as you possibly can about your customer before you present them with a product. You'll end up with a lot more sales. Believe me! Jay Conners has more than fifteen years of experience in the Banking and Mortgage Industry, both as a Loan officer and a Sales Manager. He is also the owner of http://www.jconners.com, a mortgage resource site, and http://www.callprospect.com, a mortgage lead company.
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities. Sales 101: Asking for the Order "Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business. Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. The Clock is Ticking on Your Leads Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. Quick Tips On Handling Rejection Looking for a way to handle rejection?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice. How A Dancing Horse Can Increase Your Sales "Yeah right!" I thought to myself as I started to turn off the TV after hearing that the show was about a dancing horse.I couldn't imagine watching a documentary about a dancing horse and its rocky road to success. 10 Blockbuster Ways To Ignite Your Sales 1. Sign-up to win web site awards. Assumptions - The Hidden Sales Killer Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. How To Master The Art And Science Of Super Salesmanship In 3 Minutes Flat! Dear Friend,You #1 weapon in advertising will always be.. Build Rapport by Mirroring Traditionally, salespeople look for something in the office that begs a question. For example, "Is that your sailfish on the wall?"How many times do you think that prospect has been asked that question? How often do you think the prospect hears a salesperson ask about the family portrait on the desk, last night's baseball game, etc. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. Prep Your Customer When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. Why More Sales Training Comes Before More Marketing Expenditure In most businesses, when sales are slow or low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. Hello! I Cant Sell! What's that you say? You can't sell?Oh, you must be right, although you are selling me right now!A good friend of mine once said to me, "Life is sales."What a profound statement! Think about it! Life IS sales. Simple Technique for Isolating Objections To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:1. Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. Achieving Sales Goals Requires Drive & Motivation How did you do this past year on your sales goals? Did you write your goals down? Did your review them frequently, and revise them as conditions changed? Or did you set them at the beginning of the year, and forget about them by February? What do you most want this coming year? The first and most basic step to getting what you want is to know what that is, and to constantly remind yourself of that. Goal setting is an important skill.
|
| home | site map |
| © 2006 |
