Its Easy To Double Or Triple Your Sales if you know this
Its Easy To Double Or Triple Your Sales if you know this
All too frequently, a sales call will comprise of the salesperson "delivering their pitch" to their prospective buyer. This process will vary in length depending upon the product of course, but generally it's just a pre-packaged description of everything there is to know about the product delivered at break-neck speed.
At the end of this "pitch", the salesperson asks something like "What do you think?" and the reply is "Hmmm, I'll think about it". The salesperson retires to their office and writes on the sales report "Client impressed and will give topic serious consideration".
Meanwhile, the client has made a mental note to ignore your calls in future and when you strike it lucky and reach him, he just replies with something indistinct like "We've got no funds" or "Still thinking about it".
So the merry-go-round of call / avoid goes on until the salesperson gives up on that client and writes them off. Meanwhile, the client has struck up a relationship with another supplier and does some business.
You hear about it and wonder why.
How much better would it have been if, as the salesperson, you had spent a few minutes with your potential buyer identifying some of the issues involved in the purchase? Asking questions, listening for the answer and then discussing how your product / service meets those needs.
You should then relate to your buyer exactly how your what you're offering would address the issues, pointing out the necessary attributes of the item along the way.
Here are a couple of examples:
You run a picture-framing business. A customer comes in with a piece of artwork and wants it framed. Instead of immediately showing them every frame and every matt board you have, why not say something like this "Tell me where you're going to hang this" and wait for the answer. It could be for the bedroom, the study, dining room, office ...
Then ask what the decor in that environment is, if there are any other framed items and wait to hear what they say. Now, based on the information you have, you can make a relevant suggestion about how you think the artwork can best be framed.
Instead of guessing, you're able to provide informed, consultative recommendations. By also identifying the degree of importance of the item, gained by again asking about the item's background, you can talk about how to protect it with acid-free mounting paper, etc. What a difference!
If you're selling shoes, you could ask for what purpose they're being bought. When answered, the information will enable you to make a recommendation about the most suitable shoes for that purpose.
I experienced this recently when I wanted a pair of black business style shoes. I'd always bought heavy shoes with thick leather soles because I thought they offered longevity, but the salesperson identified that I spend a great deal of my time on my feet doing workshops and training sessions and recommended I buy a lighter pair with synthetic soles.
Let me tell you, those shoes are the most comfortable I've ever worn and still look and feel like new eighteen months later. They haven't needed to be resoled and they are great in the wet. I've back to that shop again and again because they identified my need and responded to it. The need? A comfortable, long-wearing business shoe. They created a long-term customer and isn't that we all want?
Too many business fail to identify that they are in the business of selling. Let me again refer to my pet example, the restaurant. There’s a cafe near my office where I often go with clients or with friends. There's parking right outside and they make great coffee, but they could do so much more. Basically, you go to the counter, place your order and they bring it to you.
When you've finished, they clear your cups and plates and leave you to make your own way back to the counter to order. I was there today and was engrossed in a conversation with a client. We finished our coffee in less than 15 minutes but sat there for nearly 90 minutes. If they had come and asked me if we'd like a second cup, we both would have said yes.
Just one question to double their return. Yet in the dozens of times I've been there, they've never asked me those questions (and despite my attempts to suggest they should, they still won’t).
I went to dinner with a friend with the simple intent to order a steak and a beer. We sat down and straight away our hostess said "Two beers?" They went down quite quickly and then she brought the menus, she simply asked "Two more?" Yes, we replied.
A few minutes later, she returned, pulled a chair to the table and asked if we'd like to hear about the specials for that evening. We had only intended to get a steak but we ordered oysters, herbed bread, salads and a bottle of red wine as well. (We weren't driving!).
When they had cleared the table, out came an attractive tray loaded with small display portions of each of the deserts on offer. Our hostess explained each of them to us and of course, we ordered.
The point is that what should have been about a $60 meal turned into $150. The difference? Our hostess knew how to ask questions that sell. (It was a great meal, too!)
By learning how to ask effective questions, you will experience far fewer objections and you will make more sales more easily. It’s that simple.
Its Easy To Double Or Triple Your Sales if you know this - To learn more about this author, visit James Yuille's Website.
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There's an old adage that humans have two ears and one mouth and should use them in that order. I think that should apply universally to salespeople. Let me explain ...
All too frequently, a sales call will comprise of the salesperson "delivering their pitch" to their prospective buyer. This process will vary in length depending upon the product of course, but generally it's just a pre-packaged description of everything there is to know about the product delivered at break-neck speed.
At the end of this "pitch", the salesperson asks something like "What do you think?" and the reply is "Hmmm, I'll think about it". The salesperson retires to their office and writes on the sales report "Client impressed and will give topic serious consideration".
Meanwhile, the client has made a mental note to ignore your calls in future and when you strike it lucky and reach him, he just replies with something indistinct like "We've got no funds" or "Still thinking about it".
So the merry-go-round of call / avoid goes on until the salesperson gives up on that client and writes them off. Meanwhile, the client has struck up a relationship with another supplier and does some business.
You hear about it and wonder why.
How much better would it have been if, as the salesperson, you had spent a few minutes with your potential buyer identifying some of the issues involved in the purchase? Asking questions, listening for the answer and then discussing how your product / service meets those needs.
You should then relate to your buyer exactly how your what you're offering would address the issues, pointing out the necessary attributes of the item along the way.
Here are a couple of examples:
You run a picture-framing business. A customer comes in with a piece of artwork and wants it framed. Instead of immediately showing them every frame and every matt board you have, why not say something like this "Tell me where you're going to hang this" and wait for the answer. It could be for the bedroom, the study, dining room, office ...
Then ask what the decor in that environment is, if there are any other framed items and wait to hear what they say. Now, based on the information you have, you can make a relevant suggestion about how you think the artwork can best be framed.
Instead of guessing, you're able to provide informed, consultative recommendations. By also identifying the degree of importance of the item, gained by again asking about the item's background, you can talk about how to protect it with acid-free mounting paper, etc. What a difference!
If you're selling shoes, you could ask for what purpose they're being bought. When answered, the information will enable you to make a recommendation about the most suitable shoes for that purpose.
I experienced this recently when I wanted a pair of black business style shoes. I'd always bought heavy shoes with thick leather soles because I thought they offered longevity, but the salesperson identified that I spend a great deal of my time on my feet doing workshops and training sessions and recommended I buy a lighter pair with synthetic soles.
Let me tell you, those shoes are the most comfortable I've ever worn and still look and feel like new eighteen months later. They haven't needed to be resoled and they are great in the wet. I've back to that shop again and again because they identified my need and responded to it. The need? A comfortable, long-wearing business shoe. They created a long-term customer and isn't that we all want?
Too many business fail to identify that they are in the business of selling. Let me again refer to my pet example, the restaurant. There’s a cafe near my office where I often go with clients or with friends. There's parking right outside and they make great coffee, but they could do so much more. Basically, you go to the counter, place your order and they bring it to you.
When you've finished, they clear your cups and plates and leave you to make your own way back to the counter to order. I was there today and was engrossed in a conversation with a client. We finished our coffee in less than 15 minutes but sat there for nearly 90 minutes. If they had come and asked me if we'd like a second cup, we both would have said yes.
Just one question to double their return. Yet in the dozens of times I've been there, they've never asked me those questions (and despite my attempts to suggest they should, they still won’t).
I went to dinner with a friend with the simple intent to order a steak and a beer. We sat down and straight away our hostess said "Two beers?" They went down quite quickly and then she brought the menus, she simply asked "Two more?" Yes, we replied.
A few minutes later, she returned, pulled a chair to the table and asked if we'd like to hear about the specials for that evening. We had only intended to get a steak but we ordered oysters, herbed bread, salads and a bottle of red wine as well. (We weren't driving!).
When they had cleared the table, out came an attractive tray loaded with small display portions of each of the deserts on offer. Our hostess explained each of them to us and of course, we ordered.
The point is that what should have been about a $60 meal turned into $150. The difference? Our hostess knew how to ask questions that sell. (It was a great meal, too!)
By learning how to ask effective questions, you will experience far fewer objections and you will make more sales more easily. It’s that simple.
Its Easy To Double Or Triple Your Sales if you know this - To learn more about this author, visit James Yuille's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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