Dramatically Improve Sales with The KISS TestWritten by Frank J. Rumbauskas, Jr.
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I think most training is at root of this massive problem. Every course I've taken has gone through steps of a sale. The problem is, what if all steps don't take place? Consider "objection handling." When I was working for that company I mentioned earlier, many of my prospects had no objections because my marketing pieces took care of them in advance. By assuming that each of these steps are going to take place, a lot of salespeople will cause something to happen when it really shouldn't have to begin with. If a prospect doesn't come up with any major objections, don't give them a reason to! I've seen a lot of managers require their reps to fill out a "lead sheet" that documents each step of sale. This assumes that each of steps will happen when they may not. If you're required to maintain these types of records, skip anything that doesn't happen naturally. Don't induce a prospect to enter a selling phase that may not only be unnecessary, but may cause you to lose sale entirely. Use KISS test when you're selling. Always ask yourself if what you're doing is actually necessary. Believe me, you'll save yourself a lot of wasted time and lost sales by doing so. I did.
Frank Rumbauskas is the author of Cold Calling Is a Waste of Time: Sales Success in the Information Age. He is the founder of FJR Advisors LLC, which publishes training materials on generating business without cold calling. For more information, please visit http://www.nevercoldcall.com
| | Selling Your Way to SucessWritten by Geoff Payne
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5.Dig, dig, dig. Find out what real needs and wants are. Never ever invent one, you will have a reluctant buyer and a difficult client for life of product or service. You will also start to make a name for yourself and company as hard or pressure sellers. This is now treated like a contagious disease in business world. Once tagged with this label you need to find another career or move on. 6.Ask for order. So many times sales people have order and then talk them selves right out of it. Once you have asked for order and they say yes. SHUT UP. Stop selling. Enjoy feeling of success and use those positive energies in providing best possible after sales service you can. These are a few of many ideas in a huge toolbox of strategies, actions methods and tactics, called “selling your way to success” Why not visit my web site www.totalmanager.net and have a look. You will even be able to download even more in an extract of book for FREE! Enjoy day and if selling really is your destiny, journey will be wild, amazing and very very profitable Read, learn and reap rewards!
After 18 years in the Royal Navy followed by 5 years in the police force getting into a sales role was totally accidental. I found it hard to understand the sales jargon and the dynamics of the sales process. The end result was that whilst I had a natural ability to speak to people I still did not understand how to sell. Selling your way to Success was written in an easy to understand jargon free manner for a broad spectrum of sales people.
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