Most novice or untrained salespeople make the same three mistakes. In brief, they are; 1. They don't identify their target market and end up trying to sell to anyone and everyone 2. They are in too much of a hurry to show off their product 3. They try to "close" the sale without establishing if the prospect is even interested Now we know the common mistakes, here are three quick tips anyone can use to improve their sales performance...
1. Make sure that the person you're selling to has some interest in what you offer.
The easiest way to do that is to ask "What problem does what I offer solve, and who has both the problem and the willingness to pay me to solve it for them"
Once you've answered that question, approach people you suspect have that problem and ask if them if they have that problem, would they spare a few minutes for you to discuss your solution with them.
You may not see as many people; nevertheless, the ones you see will be interested in talking with you so you won't be wasting either your time or theirs.
2. Now you know that they have the problem and are open to a solution, ask them more about the problem and how it impacts on them. Get them to explain it to you in detail by asking open questions.
3. Now you understand the issues and how they impact on your prospect, tell them how your solution will help them move forward. Explain the costs or fees so it shows they make a financial gain by engaging you or buying your product.
All you have to do now is agree to a timeline for implementation.
Easy really, isn't it?
How to Become a Better Salesperson - To learn more about this author, visit James Yuille's Website.
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James Yuille
(Visit James's Website)
James Yuille is best known for taking a
straightforward approach to customer
generation and retention. His sales career
started when he sent a direct sales letter
to a potential employer who hired him
without even interviewing him. For 33
years he has generated new business in a
variety of markets; representing
multinationals and small business with
both products and services. He has sold
the 'unsellable' and has taught hundreds
of salespeople how to improve their
results. He provides practical, sensible
cosultancy services to small and medium
sized businesses and has been responsible
for many successful on and offline
marketing campaigns. More than a marketing
consultant, yet not a business coach,
James partners with his clients to see
things from their side of the desk.
He is a trainer, consultant and copywriter
who is interested in two things; helping
you identify what works and keeping you in
focus.
Find out more about James Yuille at www.Jam
esYuille.com
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I wonder if the sales call has a lot of life left in it.