| |
| |
|
Sales Training Information |
|
|
|
You Dont Love Your Kids if You Dont . . .
"You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and didn't even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum. Now it was a good vacuum cleaner, but I wasn't buying one that day, already said so before his demonstration. To make things worse, he had a young assistant with him, training him. The only reason I let them do the demonstration was the new kid said he needed a place to "practice", didn't matter that I wasn't going to buy one, "let me give you a free carpet shampoo". So I looked right back and told him exactly what I thought of his sales tactic. I also said that I didn't even think it was very effective, I'm sure he'd made many people angry. I could not believe it when he said that it did not matter since many would buy out of guilt or whatever. It had a lifetime warranty, thus no repeat customers. I guess he didn't want any referrals either, nor did he care about his reputation. Recently, I got a call from a person I do not even know. "If you are serious about your business, you will take 45 minutes to listen to my call. I promise your business will explode." (From a person who didn't know me and had never heard of my business) Now I admit, there are times when I get frustrated, blowing up things could be tempting, but no thanks. I declined. Now the vacuum cleaner was good, so I'll keep an open mind, maybe the program they are selling is good. I do care about my kids and my business. But the sales tactic still stinks. And we wonder why people hate sales. I'm betting that they met someone like that particular vacuum salesman. I suggest that he didn't understand sales. I didn't buy. Neither did my neighbors, amazing the power of word of mouth. But what if, after his demonstration, listening to me when I said I wasn't in the market for a cleaner, he was kind, thanked me for my time, left a couple of his cards for referrals? What if the person on the phone, instead of saying "Have I've got a deal for you, give me 45 minutes of your time or else . . ." introduced themselves, asked questions about myself and my business. There is no way they can know whether or not they have something that I need, unless they know a bit about my business. When and if they saw that they had something that would truly benefit me, then they could ask. I'm not going to give a total stranger 45 minutes just because they ask for it, nor do I want to learn better ways to market my business from anyone using this guilt trip technique. I'm not fond of the "If you don't buy now, you'll be sorry" deal either. I can remember looking at cars, and I'd hear "You can only get this deal if you buy this car right now." I bet if I showed up with cash the next day, that I could talk them into the same offer. But I do appreciate the car salesman who explains that since the '06 model is out, they have a great deal on the '05, but once it is sold they can't promise to find another. I always appreciate truth, even if there is some fear of loss involved. Don't pressure. "This deal may be gone, but I will see what I can do for you, whenever you come back." You have to admire Dr. Suess's "Sam I Am". He was persistent marketing his green eggs and ham. "Will you try them here or there?" "Will you try them in a box with a fox?" In the end, the character tried the eggs just to get him to shut up. Worked in the story, but I'd have hung up on the guy. I believe that try it to see if you like it is a great way to go, samples, money back guarantees, etc. But don't shove it down my throat. Consumers are bright. Find a nice way to get their attention without insulting them, show folks what you have to offer. Address any objections they have, clear up misconceptions, listen, and show concern for their needs. You don't love your customers if you don't treat them with respect and show that you care. Copyright 2005 Heidi Caswell Heidi Caswell, along with her accomplishments in raising seven wonderful children; operates her own business, Connect Simply which is dedicated to helping others stay in touch. Contact Heidi at heidi@connectsimply.com
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria. Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody! I know you've heard this a thousand times, but from the looks of things few businesses are following the advice?Far too many businesses (online or offline) define their target market as "anyone with a pulse and a wallet." (Not always in that order. Make More Sales By Airing Your Dirty Laundry There's an old saying, "Don't air your dirty laundry".If you're selling any product or service either online or offline this is horrible advice. Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. 10 Expressions to Avoid in Sales Communication Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. More Customers! Less Work! Wouldn't it be nice if there were an inexpensive method for creating more customers? There is!Many businesses spend a lot of money in an attempt to increase sales and generate a larger customer base. They use online advertising and print ads. Start Your Sales Engine! Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort. Are You a Sales Professional? Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional?Professional sellers conduct themselves in such a way that buyers respect and trust them. Professional sellers work with buyers, they don't sell to them. Dont Close Your Eyes Or Let Deaf Ears Fall Upon You To listen to your customer is important, and to hear your customer is critical. But, to see what actions they take is the lifeline to your business. Increase Your Selling Confidence 1. Be on time. A Great Sales Technique: Be Aware of Sales Myth #5 A myth can best be described as somebody or something whose existence is or was widely believed in, but is in reality fictitious. Based on this description I have created a series of articles entitled: Sales Myths. Customers Do Not Know How To Ask Good Questions - That Is Your Job Customers will ask you a question and you'll proceed to talk about your product. That is why you are not making more sales. Transforming Problems into Sales My silent fish tank was no more. Enough water had evaporated to make the filter gurgle. Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. 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. 7 Quick and Easy Ways To Multiply Your Sales There are always some great, fast and easy ways to multiply your sales without paying more for extra advertisements.There are a lot of simple and effective ways that you can implement instantly to multiply your sales. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Elearning Is Dead - Long Live Blended Learning! There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are:1.
|
| home | site map |
| © 2006 |
