Tweet

It Takes C.A.S.H To Make Cash

Written by: Dave Peck

Article Overview: Sales Presentation Preparation- This article is about the four key elements of a sales person that need to be rehearsed and polished in order to be successful in sales. Introducing yourself to new potential clients requires you to plant the S.E.E.D.

It Takes C.A.S.H To Make Cash

No matter what you’re selling, or how you encounter prospects, you need to know how to start into your sales presentation. Preparation is key. This goes beyond knowing your product or service, it’s about having the right mindset. Let’s face it; you’re in the sales business to make money. If you’re not, get out now. However, in order to earn CASH there are four key objectives that you need to accomplish: • Control what you say • Analyze what you hear • Spend your time efficiently • Handle resistance effectively In order to be able to do these things, you need to make sure that you know what each encompasses. First we’ll tackle controlling what you say. The first thing you must do is to plant the seed. In order to not trip over your tongue you need to make sure you have four key behaviors in place: • Self Confidence • Enthusiasm • Empathy • Determination These behaviors can’t really be taught. If you believe in your product or service can truly help a potential customer, than you have the ability to find these behaviors inside of you. Next, a Question Plan needs to be developed. List the questions that you will ask most of your customers regarding your product in order to gauge their interest. Memorize them and know how to follow up with Features & Benefits of your product. Your questions need to be rehearsed time and time again to make certain you got them down. From asking about needs to asking for referrals, questions are the best way to get a potential client talking. Now let’s cover what you need to be listening for. While your customer is addressing your inquiry it’s important not only to listen but to listen effectively. You need to take note of specific things being said so that you can act or react to them appropriately. For example: • Buying Signals- Words that focus on your customer wanting to buy • Specific Needs- Things you hear that imply the customer has a want • Opinions/Concerns- Statements that the customer makes regarding product • Reactions- Listen for how they respond and adjust your delivery if needed Listening to your customer and responding with the appropriate verbiage is key. Listen for how your customer is answering or offering information. If they seem short and direct, make sure you in turn become less focused on building rapport. On the other hand if the customer is chattier in your conversation, look for connections in their words that can associate your product or service with their outlook. Nature gave us two ears and one tongue. This is a gentle reminder to listen twice as much as we speak. Next is time efficiency. Whether your cold calling or prospecting door to door, you need to know how to manage your time. • Who to chase • When to follow up • How much time to spend with each On top of all that, if you’re like most of us, you need to also juggle all of life’s other responsibilities. It’s important to make sure you understand that certain things have a certain time frame or block that requires certain actions. It’s important to then list what needs to be done within that block of time. It’s important to create your own motivation in order to stay productive. Inspiration comes in different ways. Find yours. Avoid burning out by staying inspired. Sales can be tedious if it’s not lacking inspiration. Time can wear away motivation and leave you frustrated. Avoid this by taking the time to motivate yourself. The easiest way is to reward yourself for accomplishing what you set out to do. Take the time to enjoy completing your tasks. Now comes the ability to handle resistance. It is the difference between being a successful “lifer” and stringing together a work history in sales that barely keeps you employed. What I mean is, if you don’t handle objections well, you may find yourself constantly looking for a sales job that offers the least resistance. Overcoming objections successfully can only be done if you have an understanding of the objection. Are you hearing “No.” because the customer is just not interested, he doesn’t believe you, he can’t do buy today or he just flat out has no need for your product or service. There are different reasons for why we hear resistance, but it’s up to you as a sales person to understand what you hear and why you are hearing it. The key is to check in and make sure that what you are hearing is being interpreted correctly. Ask them to clarify their statement by rewording their statement followed with a question. For example: “So what you’re saying is that right now you can’t afford to make a change?” This is best followed up by asking which part of the statement is the objection: • Is it a timing issue “Right now” • Is it a buying issue “Making a change” • Is it a pricing issue “Can’t afford” Clarifying objections with questions is key. Once you have determined the issue it is best to follow up with a key Feature and Benefit of your product or service that will address the issue. Next, make sure that you have spoken to the issues by checking in for understanding. Make sure it makes sense to them before you just continue on. Following these key steps will allow you to sell more. We are in this line of work to make money. It takes C.A.S.H to make cash. For more information on how to sell more or to identify more behaviors and opportunities in your sales presentation, visit our website.

Related Articles
  Rule #2 - Making Money In Business
  How To Work At Home With A Computer Taking Surveys
  Cash Advances For Small Businesses
  Three Sure Signs That Your Business Will Run Out of Cash – And What To Do About It
  CASH FLOW - You're Forgiven for Misunderstanding the Term!

Article Tags: asking for referrals, empathy, key objectives, mindset, money, presentation preparation, prospects, resistance, sales business, sales presentation, self confidence, signals, tongue



Related Forum Posts
Re: Improving Cash Flow - Thanks for your information. guide on how to avoid the problems of over trading. <-- Where is this guide? Any URL? guide on debt factoring and invoice discounting: the basics. <-- Where is this guide? Any URL? I just want to learn more about this. I am also looking for a good article on: What exactly is Cash Flow? Ways to improve cash flow at individual level and organizational level? I think it is a problem of thinking and mind sets problem. If we can change the way of spending, we can have more Cash. Robert
Building credit - Credit is like reputations, I suppose. Takes a lifetime to build, and only a second to destroy.
Re: Quote of the Day - "The only people witho - Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:- You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. regards, Mal.
Re: Should bad tippers be exposed on Social Media? - Should bad tippers be exposed on Social Media? No they shouldn't. I guess the customer must have used a credit card, or possibly a cheque (do people still write cheques nowadays? I haven't written a cheque since 2001 - after 7/11 my UK bank refused to send me a chequebook because they were tightwads hiding behind "the threat of terrorism" but I have done just fine without one) or maybe even an IOU. This is an excellent argument in favour of paying in cash... and I had almost been persuaded by the 4-Hour Work-Week argument that you should pay for everything with a credit card that earned you air miles... In a world of angry cry-babies, CASH is still KING!!
Patent Walk-Through - Hello everyone! My name is Alex, I'm 18 years old and I'm constantly drawing up new ideas and inventing stuff. I sketch stuff down everywhere I go and on anything I can write on. I'm a big member of our local Future Business Leaders of America chapter (FBLA). In the future I hope to work my way up to being a Venture Capitalist. I think of myself as a pretty creative person who is very motivated. Some of the ideas and inventions I come up with are pretty far out but others I consider marketable and to have great potential. Being 18, I have little to no connections and no resources. I've been surfing this site pretty frequently for the last year and have finally decided to join the forum group. Anyway, here's my question... Basically, I have no idea how to get a patent together the costs and the overall process. As of now, I think I have a great idea that, as far as I know has not, ever been done before. I'm really excited about this idea. I'm a total novice at this and am willing to learn all that I can. Any information that you can provide me with would be great. Again the main things I want to know are: 1.Overall Process. 2.How Long It Takes. 3.Costs. 4.Anything That You Think I Should Know. 5.Tips/Experiences. 6.Confidentiality. 7.Must I Make A Physical Model of My Idea? Thanks guys! -Alex


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Small Business Internet Marketing

What If You Had a 100% Success Rate?

Are You My Mentor

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.