Sell at the top -- enjoy greater success!

Written by Frank Williams


Continued from page 1

Other on-going ‘myths' surrounding senior level decision makers:

I'll never get byrepparttar screener to gain an appointment. These people have more important things to do. These are smart people with Yale or Harvard MBA's. Most high-level decision makers hate salespeople. Successful sales people I know don't buy-into these or other myths. Remember, that high-level decision makers did not reachrepparttar 127147 top by being aloof. Many organizations promote from within and these top people usually recognizerepparttar 127148 importance of meeting with key decision makers. Besides, in today's business, most organizations are flatter makingrepparttar 127149 key decision maker more accessible. However,repparttar 127150 bottom line for any solid sales approach is to bring something of value torepparttar 127151 high-level decision maker - this will ensure you will always get their attention.

Working and connecting with high-level decision makers takes a practice and a willingness to plan your sales call. Recognize that you must understand how high-level decision makers operate. Typically, they are more direct. No long-winded chat-chat for these guys. They like to control meetings and are more strategic in their thinking and decision making. Something that may take lower-level contact months to decide may be acted on immediately byrepparttar 127152 high-level decision maker. They take measured risks and make calculated decisions, so don't waste their time by presenting canned presentations, or lack an understanding of their business -- usually these high-level decision makers are looking for you to make a difference in their business, not just make a deal.

As a young salesman, a person I came to respect gave me some sage advice -- "begin as you mean to continue". Have your salespeople start atrepparttar 127153 top. Your business will achieve more and your competitors will envy you.



Frank Williams is a marketer. With many post graduate courses in management, leadership, marketing and technology to his credit, Williams is a widely respected speaker, author and technologist. He has significant knowledge in marketing strategies and is the founder and CEO of Global Marketing, Inc. - a leader in business, marketing and sales consulting

Other valuable articles can be found at: http://members.cox.net/glmarketing/glmarketing/index.htm




Understanding the sales process to close more sales

Written by Andre Plessis


Continued from page 1

Purchase

Once allrepparttar information has been evaluated, a purchase is made, and your customer walks hopefully happy.

Why people really buy.

People buy for their own reasons, NOT FOR YOURS. Until you know your customer’s reasons for wanting, or not wanting, to buy your product/service...you are inrepparttar 127146 dark! It doesn’t matter how many reasons you give for believing your product/service is a great buy, they will mean nothing unless your customer has VERY GOOD reasons to buy from you. Customers face new challenges every day that can alter their needs for your products/services. The key is to stay in contact with your prospects...and ALWAYS ask questions to learn where they are in terms of needing your product/service.

If a prospect avoids makingrepparttar 127147 decision to buy from you, it’s typically because they have no sense of urgency to buy or they may not be convinced that your products/services will solve a problem they have. Your challenge is to prove torepparttar 127148 prospect that buying now is best for them and you must be able to offer support and real reasons why. What will they miss if they wait even one more day? What will they miss if they don’t buy from YOU? Make sure you emphasize onrepparttar 127149 potential opportunities if they go ahead and get started onrepparttar 127150 program NOW. WHY is it important for them to buy now? In other words, what’s in it for them? Remember...the reason a customer buys your product or service is because of what it can do for ´them´. JUST TELL THEM.

Know Your Competition

We all have competition. When you call on a prospect, you will likely encounter a situation whererepparttar 127151 prospect knows your competitors. In order to sell allrepparttar 127152 reasons why YOUR product or service is best forrepparttar 127153 prospect...you need to know as much as possible about your competitors. This allows you to explain why your product/service is better thanrepparttar 127154 rest to solve a specific need of your client.

Why is my product/service best?

In order to make a decision to buy your product and/or service, a buyer will need specific information about you, your company, your products, services, etc. Provide them with specifics on your reliability, special features of your products and services and where you stand in your industry. Tell a complete story of why they should buy from YOU rather than your competition. TESTIMONIALS ARE POWERFUL. CREDENTIALS ARE IMPORTANTL. If you belong to a specific organization such as BBB, it may help you tremendously close a deal.

What about those prospects that is not ready to buy?

Simply follow up regularly with them through direct mail, phone calls, or newsletters. That allows you to build credibility which you may not have been able to build earlier. Many individuals are not ready to buy right away but after, 6, 7, 8 follow up they may be ready. Understanding each step inrepparttar 127155 buying process can help you structure your selling process and your marketing materials to cater torepparttar 127156 prospects. Takerepparttar 127157 time to consider what your customer goes through when makingrepparttar 127158 choice to buy, and alter your business accordingly. In doing so, you will increase your chances of making more sales.

Inrepparttar 127159 sales profession you arerepparttar 127160 company,repparttar 127161 product,repparttar 127162 service. What you do and how you do it will impact your success. Perfect your sales skills by asking and answering questions, overcoming objections, and provide reasons to buy your products/services. Tell your story, create a need, solve a problem, handle follow-up procedures correctly and you will be on your way to great success.

Golden rule: PEOPLE BUY FROM PEOPLE THEY LIKE AND TRUST.

Andre Plessis Author & Marketing Expert SmartBizConnection http://smartbizconnection.com The Smartest Way To Grow Your Business!

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This Newsletter was submitted By Andre Plessis -- Marketing Expert. Get your monthly dose of Email newsletter, marketing tips, promotion, by joining our free Newsletter "The Smartest Way To Grow Your Business": visit http://smartbizconnection.com. Andre Plessis Author & Marketing Expert SmartBizConnection If you think this article is valuable, please pass it on to your friends and colleagues. If you have any question regarding this article please feel free to email me at: andre @ smartbizconnection.com subject: advertise To advertise with us visit: http://smartbizconnection.com/advertise.htm To submit an article send email at: andre @ smartbizconnection.com subject: submit article Copyright 2003 - 2004© SmartBizConnection. All rights reserved. Phone: (888) 872- 2285 / Direct: (818) 341- 2972

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