Dramatically Improve Sales with The KISS TestWritten by Frank J. Rumbauskas, Jr.
We've all heard term KISS at one time or another - "Keep It Simple, Stupid." However, majority of salespeople violate this basic principle more often than not.Let me start with some examples of what I'm talking about. At one position I held, I sat next to someone who could have been a top salesperson. He and I both operated much same in that rather than cold call, we ran our own personal marketing programs to generate leads and simply took calls that came in as a result. The problem is what he did with calls. When someone called me, ready to buy, I immediately went into closing deal and making arrangements to either come out with paperwork or to fax it over. He, on other hand, went into a full-length company story and a lot of other information that he absolutely should not tell a qualified prospect unless they ask for it. The end result is that people who called ready to sign up for one of our services lost interest and didn't buy anything at all. Another example is what happens every time I try to make a business purchase. Here I am, saying "Yes, I'm going to buy," and sales rep lauches into a company story about how long they've been in business, who their big clients are, and on and on. Lucky for these salespeople, product usually sells itself and I still buy. However, I'm willing to bet that a lot of people don't. Nothing is more frustrating than picking up phone saying, "Hi, here I am ready to buy," and having some rep go into a story bragging about how great company is and all that they can do. That comes off as pure arrogance to a business owner. What's more, talking about your big enterprise clients alienates most small business owners. They assume their needs will be placed second to those of big dogs and that they'll be treated as just a number when calling for service.
| | Selling Your Way to SucessWritten by Geoff Payne
Sales. I wonder when we decided to become a sales person. I know when I was at school all I ever wanted to do was join Navy and see world. My best mate wanted to be a truck driver or Fireman, Policeman, Soldier, Banker, Doctor, Pop star, Football player and so list went on.I have yet to meet anyone who knew when they were young that they were going to be a salesman or woman. So where do we learn our trade? Most of it will be through mentoring, reading and actually learning ‘on job.’ Here are a few tips to help you continue to grow your wealth and personal happiness through your sales efforts. 1.When cold calling sell yourself and appointment. Do not even try to sell your product or service. Your purpose for call is to find out if there is a need for you product or service. If it seems likely there is then make an appointment to introduce your product or service to your prospect. 2.You have two ears and one mouth. Selling is about solving problems. Solving problem is easy if you listen. Rule of thumb: listen at least twice as long as you talk. 3.Your prospect is more interested in themselves and there problems. Most really do not care too much about you and what you have done. Give your prospect time to talk about them and you will have ample opportunity to find out real problems, needs and wants and what you need to do to make your prospect desire you, your service or product. 4.At your first appointment find out if prospect can make a buying decision. A simple question like “is there anyone else involved in decision making process”? Works great If there is, ask if they can be included in this and further meetings. Doing this one thing at every appointment will save you hours of wasted time selling to someone who can’t buy!
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