It Takes C.A.S.H To Make Cash
It Takes C.A.S.H To Make Cash
It Takes CASH To Make Cash - To learn more about this author, visit Dave Peck's Website.
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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.
It Takes CASH To Make Cash - To learn more about this author, visit Dave Peck's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle'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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