| |
| |
|
Sales Information |
|
|
|
How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you're selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number of steps involved in making a sale. If you want to make more sales, more quickly, more profitably, and do it more often you need your own personalized selling model. This model consists of all the steps beginning with the identification of a sales opportunity and ends with the customer's commitment to buy. Each step must be clearly defined and as a professional salesperson you must know each step like the back of your hand. How would you answer this question: what are the routine steps you take to generate sales for your company? If you're answer isn't quick, crisp, and concise it means you need to do some homework. In step - there is only one major way to get in step with your customers and potential customers. The single best way to get in step with your customers and potential customers is to ask rock solid questions. Assume nothing question everything. Remember, the more experience you have the more assumptions you'll make. People are unique and so are your customers. It's not too early to start asking your customers this question. "What are your priorities for the year 2005." Don't assume you know until you ask the question and listen to their response. Out of step - do everything you can to be out of step with your competition. From your customers perspective you don't want to look like your competition. Do everything you can to be different. Small differences create big advantages for you. Example, attach a small ribbon to literature whenever you send it or leave it behind. Your promotional pieces will always standout from the rest of the stuff on your customer's desk. The road to success is paved with differentiation. Watch your step - personal and professional goals (in writing) determine who you are and establish very clearly where you're going. Imagine you are on one really giant and humongous stairway in life. If you could jettison yourself to the last step on that stairway and sneak a peek back down, what would you see? Probably lots of small steps. One step leading to another. Always remember every step you take is moving you up or down on the stairway called life. View the steps as action plans on your way to achieving your next goal. Step down - if the walls are starting to move in on you and you are feeling edgy and stressed you probably have too much on your plate. Translation - you're trying to do too much at one time. When you have so much to do it makes you dizzy just thinking about it, change your focus to doing less instead of more. Try this; write down three things that are low value time busters. Take the list and toss it away. Forget about doing these three things. Why would you even think about doing low value, time busting, time wasting, aggravating, annoying, and pain in the butt things? Try checking voice mail and e-mail less frequently. The messages will still be there. Your life needn't be lived on a treadmill that's going full throttle 100 percent of the time. Step down periodically to enjoy the journey called life. Step down if you want a change of pace. Step on it - time matters most. Watch your watch and keep track of your time. Don't waste your time on anything frivolous. If what you're doing doesn't add value to your customer or make you money, why are you doing it? Today is the most important day of your life! Are you living it that way? Being busy isn't the same as being productive. Perspiring and getting results are two totally different pictures. The former feels good while the latter is good. Step up - and take action on all the things you are meaning to do. Procrastinators aren't born they're made from a lifetime of putting things off. Invest two hours this week to clear your desk. Create two stacks, MATTERS MOST and DOESN'T MATTER. Take everything you've been meaning to do and put them into one of these stacks. Once done, prioritize the MATTERS MOST stack and get rid of the other one. Do first things first and always concentrate on doing what matters most. Small steps - it's been said that a journey of a thousand miles begins with a single step. My guess is the philosopher who penned that wants us to take a single small step. The first step is seldom the big one. It is however the most important one. Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com
MORE RESOURCES:
Sales - Google News |
|
|
|
RELATED ARTICLES
Challenge Yourself!!! Evaluate Your Selling Skills! This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales. Qualifying Your Prospect How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What is your marketing strategy?" "Do you own or rent?" Even, "How are you today?" Are you annoyed and put off by these questions? Do you respond, "I already have a vendor," "I'm not interested," "Send a brochure" or "What are you selling?" (These days my response is to tell these callers to order Cold Calling College!) This question-asking strategy does not work. It does not work to qualify your prospect, and it does not work to set your prospect at ease. Handshake Intimidation In some situations, attempting to intimidate the other person will actually increase the amount of rapport you gain with them. CEO introductions, meeting other salespeople (and competitors), and sales job interviews come to mind. YOUR Future Profits -- Protect Source With CARE At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships. Value Based Pricing, Not Price Cutting Special Requirements for Reprint: we ask only that you include Paul's name and resource box, and keep all hyperlinks as live links.Complete Article with Resource Box at end:Value Based Pricing, Not Price CuttingThe oldest tactic in the world to get a sale moving is to cut the price. Understanding The Corporate Buyer Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. How to Leverage Your Influence Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that we like working with other people. The History of Sales: Dale Carnegie is Still with Us I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. 101 Ways to Improve Your Direct Mail Response 1. Mail to your customers more often. Exporting to Europe: Not the Challenges You Think If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls - until it's too late. Mindset Over Materials: The Secret Weapon of Sustainable Sales Success Long-term sales success has less to do with skills or knowledge than you might think. Nor are stunning brochures or excellent products guaranteed to make one iota of impact over time. Stop Telemarketers, Do Not Call List or Not American consumers have spoken and have done so loudly registering 50 million telephone numbers with the FTC's National Do-Not-Call list since the registry debuted in July.This new telemarketing sales rule, which was scheduled to take effect October 1st, recently encountered two legal battles which could diminish the rule's intent - to allow consumers to fight back against annoying telemarketing calls. Sealing The Deal Over The Business Meal Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. Going the Extra Mile and Getting Referrals Successful salespeople have the ability to turn the customers they serve into advocates. They don't directly ask for assistance, they do it by going the extra mile when providing service. Now Is A Great Time To Sell! Its official. The news just came out. Are You a Cultivator or a Harvester? As a result of providing marketing consulting, training and coaching to a variety of individuals and industries over the years, I have come to recognize that people generally approach the business building process in one of two ways. Everyone tends to be what I identify as either Cultivators or Harvesters. Powerful Words Hi, I'd like to discuss the most powerful words you can use during the selling process.Quote: Words are the most powerful drug used by mankind. The Struggle to Decide: The Paths Customers Take to Solve Problems Usually my essays discuss the issues that the 'sales' method initiates, methods such as over-long buying cycles, product and brand differentiation problems, price competition, and objections. This article focuses on the buyer: what, precisely, is the real problem they face; and how you lose differentiation/competitive edge/time through your faulty assumption that a sale can be achieved through a clear-cut equation:problem + appropriate product + professional sales effort = sale. Ten FAST Ways to Sell Your Products Always give a reason for the sale for credibility. 1. 10 Mistakes That Reduce Profitability In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the following mistakes that reduce profitability.
|
| home | site map |
| © 2006 |
