Selling Skills - 5 Simple Steps Towards success
Selling Skills - 5 Simple Steps Towards success
2. Make sure you treat each current and potential Customer as an important entity. It may be true that selling is – to some extent – a “numbers game” (the more calls you are willing to make to genuine Prospects, the more sales you are likely to achieve). But, it’s vital never to treat an individual as part of that numbers game. How do you feel when someone treats you – the Customer – as unimportant i.e. “Just another Joe”? It’s up to you to help each of your potential Customers to feel special; and to keep that impression going throughout all your on-going dealings with them. If you don’t, there is a danger they might look for someone who will!
3. Appear to know less than you do. This doesn’t mean that you give the impression you don’t know everything about your products and services! It does mean that you don’t appear a “know-it-all” to your Prospects or Customers. Let them be an expert too. Because, in reality, they are always more of an expert in their business and its needs than you can be. So, let them provide that information; then you can use your “complimentary expertise” to help them!
4. Present your price at the right time – and in a confident manner. If you appear almost to be “apologising” for the price, one of two things will happen. Either your Prospect will know you don’t have confidence in your product’s delivery. Or, the person you are dealing with will take this as an invitation to “make me an offer” and start negotiating a “deal”
5. Avoid “desperation selling” – or, to be more accurate – avoid letting your Prospect see that you are desperate! It’s okay to put time pressure on them to encourage a commitment. It isn’t good to show that you need an “instant yes” to help you achieve something e.g. your target!
Selling Skills 5 Simple Steps Towards success - To learn more about this author, visit Gordon Veniard's Website.
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1. Whilst sporting stars often denigrate their opponents (to drum up interest) – it’s something to avoid when selling. What you can do is provide accurate delivery comparisons between your product or service and those of your competitors. You can show your Prospects how you deliver more of whatever it is they are looking for. And, if your competitors bad-mouth you – well, take it as a compliment (they’re simply showing their fear)
2. Make sure you treat each current and potential Customer as an important entity. It may be true that selling is – to some extent – a “numbers game” (the more calls you are willing to make to genuine Prospects, the more sales you are likely to achieve). But, it’s vital never to treat an individual as part of that numbers game. How do you feel when someone treats you – the Customer – as unimportant i.e. “Just another Joe”? It’s up to you to help each of your potential Customers to feel special; and to keep that impression going throughout all your on-going dealings with them. If you don’t, there is a danger they might look for someone who will!
3. Appear to know less than you do. This doesn’t mean that you give the impression you don’t know everything about your products and services! It does mean that you don’t appear a “know-it-all” to your Prospects or Customers. Let them be an expert too. Because, in reality, they are always more of an expert in their business and its needs than you can be. So, let them provide that information; then you can use your “complimentary expertise” to help them!
4. Present your price at the right time – and in a confident manner. If you appear almost to be “apologising” for the price, one of two things will happen. Either your Prospect will know you don’t have confidence in your product’s delivery. Or, the person you are dealing with will take this as an invitation to “make me an offer” and start negotiating a “deal”
5. Avoid “desperation selling” – or, to be more accurate – avoid letting your Prospect see that you are desperate! It’s okay to put time pressure on them to encourage a commitment. It isn’t good to show that you need an “instant yes” to help you achieve something e.g. your target!
Selling Skills 5 Simple Steps Towards success - To learn more about this author, visit Gordon Veniard'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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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens'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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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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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander'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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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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