Selling techniques - Cost Justification
Posted by John Arington in closing, presentation on April 17th, 2009
Selling anything becomes much easier when you know how to justify the price of your product or service. Cost justification is the art of making your transaction appear financially feasible to whoever you’re selling two.
For example, if you’re selling a car you might mention that the car will save the money on gas. If the payment on the new car will be lower than the payment they are currently paying, you can also add this in the equation. Perhaps the insurance for this vehicle is cheaper..
Make a list of all of the ways that your product can save your prospect money. Does your product or service reduce expenses? Tally up all of the numbers and keep adding ways that it saves a prospect money until it is equal to or greater than the total cost. When done properly, this technique will allow you to make your product appear to be free. As a tip, you have to make sure that your prospect agrees with you and get them to commit to the money saving figures you are presenting.
Once you justify the cost of the product, the sale will close itself.
Note: Of all the sales training materials available online, this Lead Generation Course will make the biggest difference in your income, and is the ONLY sales training course we endorse.
Tips For Selling To Consumers
Posted by Steve Holland in presentation, selling consumers on April 17th, 2009
Selling to the general public as one of the more fun areas of sales. It can also be exhausting, as many consumers tend to be rude and belligerent. When you’re working with the consumer base audience, remember to smile.
Also, with most inbound sales scenarios like selling cars, it’s important to remember that most people are there for a reason. They are already interested in buying what you sell. This is often forgotten by salespeople with a bad attitude.
With these things in mind, here’s a list of good things to do when selling to consumers.
Remember names
It’s important to not only remember your prospect’s names, but to use their first names often. Maintaining rapport is critical to building trust.
Be assertive
Keep your prospects in line by reminding them that the reason there there is to purchase. Consumer audiences tend to feel threatened in a sales scenario, so if they express any hesitation or fear, you should justify your position by saying something like, “I understand that, but I also know that you wanna put all of the shopping behind you. That’s why I want to make sure to understand your needs so that I can help you make the best decision possible. This is an important decision.”
Focus on communicating value
This sounds basic, but everything in sales is “basic”. Many salespeople simply talk about what a product IS rather than what it will provide for the consumer. It is far more important that the buyer understands what the product will mean to him or her than understanding how it works.
By remembering to focus on these few simple things, you should easily be able to improve your numbers this week.
Note: Of all the sales training materials available online, this Lead Generation Course will make the biggest difference in your income, and is the ONLY sales training course we endorse.
Selling Techniques For After-Hours
Posted by Steve Holland in organization, professional selling on April 17th, 2009
If you truly want to increase your sales, you’ll need to take certain habits. It’s all too easy in sales to overlook the little things. Here’s a list of things you can do after hours to help keep your income healthy and steady.
Send follow up emails
Although the average low earnings sales Rep does these during work hours, it’s far more productive to do this miscellaneous task after hours. You can even send your follow-up emails from home.
This will even become an enjoyable activity. Get home, crack open a beer, and cut and paste your follow-up message and email it to whoever you spoke with during the day.
Write prospecting letters
Usually, you’ll want to just print these out. You can even set up a mail merge with Microsoft excel and Microsoft word. Browse through a local business directory to find people to mail these to. Or, if you sell to consumers, try using salesgenie.com.
Miscellaneous tasks
Try to keep all of your non selling tasks confined to after-hours time. This way you’ll get them done faster. For example, every single sales job is filled with plenty of paper shuffling. These things may include: activity reports, order form changes, and a variety of other mind numbing, nonproductive busy work.
When you keep all of these activities confined to their own 1 hour space after normal business hours, you’ll be able to maximize your productivity during the day.
Note: Of all the sales training materials available online, this Lead Generation Course will make the biggest difference in your income, and is the ONLY sales training course we endorse.
The Easiest Way To Close
Posted by Clay Herrera in closing, presentation on April 15th, 2009
The best closing strategy is a good presentation. So here are a few pointers for making your presentation “knock it out of the park”.
Make Them Say “Yes” Throughout Your Demonstration
Ask closed ended, “say yes” questions. Maintain eye contact and nod your head when you do this. When done properly, this will get your prospect in a yes mood.
Explain all of the reasons that your prospect will benefit on all levels from your transaction. When you do this, remember that the most important things to a business owner are:
- To increase profits
- To save time
- To reduce expenses
That’s it - these are the only things a business owner cares about on a logical level. Focus on these three areas, and these three areas only when speaking to a “logically minded” person.
When you focus on these main motives, you won’t have to worry about anything else - you will be speaking the language of the business owner, and they will generally start saying “yes” automatically.
So when it comes closing time, if you have done everything else, the close is just about taking everything to its natural end. In other words, you are only asking for a decision, for finality.
Keep these things in mind during your next presentation.
Note: Of all the sales training materials available online, this Lead Generation Course will make the biggest difference in your income, and is the ONLY sales training course we endorse.
Top Ten Tips For Cold Calling
Posted by Clay Herrera in cold calling, prospecting on April 15th, 2009
Ah, yes. The wonderful world of cold calling. When all is said and done, cold calling isn’t the fastest way to increase your income, but applied consistently between appointments, these techniques can help you forge ahead.
10. Never “Leave Your Card”
I know it sounds basic, but this is an absolute must that is very often overlooked. Tom Hopkins refers to a card as a “dismissal slip”, and it’s no wonder. I can’t tell you how many sales reps I know who will tuck in their tail when they hear, “just leave your card and we’ll call you”.
Instead, pull out your card immediately when introducing yourself, and focus on the other nine steps. This makes your card an “introduction slip” instead of a “dismissal slip”.
9. Practice “Power Prospecting” When Making Your Runs
Print out a stack of “direct marketing” style flyers. They should have a headline, followed by a 3-line paragraph, followed by 3 bullet points, followed by another 3-line paragraph, followed by a “fax back” form. This sounds overly simple, but can be a highly effective method.
Simply walk in, introduce yourself, hand the gatekeeper your card, and quickly go over the flyer. Before the gatekeeper says anything, say, “I don’t mean to bother you at all, obviously if your business is interested in (increasing your income, saving time, etc) you’ll call me. Have a nice day!”
If you want to try this technique, your goal should be to spend only 30-60 (polite) seconds in each business. This method is a “turn off” to lots of “old school” sales reps - but the fact is it works. In one day, you can run over 200 calls. Just be sure to take a business card at every stop along the way.
8. Make Eye Contact
I know it’s a fundamental principle of sales, but this is often overlooked - especially after a grudging day of being screamed at and rejected. Don’t forget to wear your smile and look everyone straight in the eye.
7. Get The Name Of The Decision Maker
Again, basic. But everything in sales is basic, and the only part of sales that is advanced is remembering all of the basics consistently.
6. Learn The Personal Details Of The Gatekeeper
If the gatekeeper says she has a cat named Billy, remember that, and take a note of it when you leave.
5. Determine If The Business Has Any Need For Your Product
Although your sales manager may say otherwize, the truth is that not every business has a need for what you sell. If they don’t have a need (be objective here), don’t waste your time. Move on to those who actually do have a need.
4. Ask For An Appointment
Be results oriented. If they have a need for your product/service, then make sure to schedule a meeting. When you meet resistance, attempt to communicate to the prospect that you have something of real value for them and that your goals are consistent with their goals.
3. Be Assertive
Don’t forget to sell. After a day of being rejected, it’s easy to stop pushing for your desired result. Although cold calling is not the best way to sell, when you are cold calling, be committed to it. Be as aggressive as you need to be.
2. Move Quickly
There’s nothing worse than a 10 minute discussion with a receptionist. Remember your objectives, and get out as quickly as possible. You want to be memorable, but not intrusive.
1. It’s A Numbers Game
This goes back to #2, but make as many cold calls as you can. The saying “quality beats quantity” is an absolute lie. It’s easier to go fast and find the “lay down” than it is to grind yourself against an unwilling partner. Get out, get moving, and sell quickly.
All in all, cold calling is one of the most dreaded “facts” of a sales rep’s existance. It is also, in truth, not the fastest way to win business. However, with proper training, cold calling is no longer a necessity. So if you are in a position where you have to cold call, fear not - “this too shall pass”.
Note: Of all the sales training materials available online, this Lead Generation Course will make the biggest difference in your income, and is the ONLY sales training course we endorse.