How To Improve Your Sales Skills

Written by Chuck and Sue DeFiore


Continued from page 1

Give in. Sometimes an objection can't be overcome. But unless it's a one-time sale, you're looking to build a long-term relationship. Understand thatrepparttar client isn't currently in a position to make a purchase or that your service doesn't match their present needs. Letrepparttar 117691 customer know you'd like to help them inrepparttar 117692 future and stay in touch. Again, for those in Lease Purchasing, remember sometimes you can't be a part of a deal, this is where following up with a brochure or seeing if a consultation is possible, may work.

After addressing an objection, always finish by asking "Does that answer your concern? This does two things: One, it lets you know whether you've satisfactorily answeredrepparttar 117693 objection. If you haven't and don't ask,repparttar 117694 person may have decided to forgetrepparttar 117695 sale. Two, it movesrepparttar 117696 process along. You've finished withrepparttar 117697 objection, and you're ready to move on from there.

Sometimes it helps to personalizerepparttar 117698 benefits for a particular customer, so know your stuff. This shows your client you know their needs, and again stressrepparttar 117699 benefits to them. Remember, you need to think like your customer.

Some additional tips when dealing with objections.

Always askrepparttar 117700 customer to explainrepparttar 117701 objection in more detail. Inrepparttar 117702 explanation you may find an answer to that objection.

Stress whatrepparttar 117703 client likes. If an objection comes duringrepparttar 117704 closing - for example delivery - go overrepparttar 117705 quality, price or other thingsrepparttar 117706 customer likes. This give them a positive feeling aboutrepparttar 117707 product/service andrepparttar 117708 objection is less important.

Compromises. Price is negotiable. If objections are other than price, make them negotiable too. For example, ifrepparttar 117709 objection is service, offer other ways they can reach you, a private number, as opposed to your office number.

However, remember sometimes a client is going to be unreasonable. They want you to cut your prices too much, want more than you can give, or you don't have a good feel aboutrepparttar 117710 person or forrepparttar 117711 deal. In that case, walk away. Be professional, thankrepparttar 117712 individual for their time, but walk.

Copyright 2000, DeFiore Enterprises.

Chuck and Sue have been helping folks start successful home based businesses for over 17 years, and they can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses.


Staying Focused

Written by Chuck and Sue DeFiore


Continued from page 1

Use that To Do List to keep you focused. Make it up atrepparttar end of each day. Use that last half hour ofrepparttar 117690 day to set up your work schedule forrepparttar 117691 next, put your work and To Do List in your tickler file, check your daily scheduler, check your goals forrepparttar 117692 day, did you meet your goals forrepparttar 117693 day, if not, why not, and what do you need to do to be sure you meet them forrepparttar 117694 next day, and forrepparttar 117695 week. Use your goals to keep you focused on your work day and what needs to be accomplished.

What time of day is it when your focus is wandering. Is it late afternoon, early evening? Maybe you need to get up earlier, and adjust your schedule so that your work day is done sooner, and your down time coincides withrepparttar 117696 periods of time you are having trouble focusing.

We all go through periods when we need to get away or take time off, even from our own businesses. I don't care how passionate you are and how much you love what you do, sometimes you just need to get away from it all. We say DO IT, have your fun inrepparttar 117697 sun, pool, golfing, whatever. Then come back with a vengeance to that business with renewed purpose and energy.

Copyright DeFiore Enterprises 2001

Chuck and Sue have been helping folks start successful home based businesses for over 17 years, and they can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses.


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