SALES … the 7 most important facts every salesperson, including you, must know …
(Original article by Brad Sugars- www.bradsugars.com)
1. You’ve got to qualify the decision makers quickly and simply… I’m sure you’ve had the experience of running through your whole sales pitch only to hear, “I’ll have to ask my partner about this…”
Put a system in place to make sure you’re only ever selling to decision makers… and most importantly STOP wasting your time… it’s valuable.
2. Learn how to contact those so called ‘hard to reach’ decision makers… They’re only hard to reach because you haven’t found a way in yet… Of course, timing has a lot to do with it but your marketing is your foot in the door, and it’s then, that your sales skills are put to the test…
Strategically the fastest way to contact a ‘hard to reach’ decision maker is to send them a marketing piece about yourself and your business that has a little yellow post-it note attached with this message, “Thought you should read this… CK.” By the time they’ve thought about who sent it to them they’ve read your letter.
Or, send them a letter that promises you’ll give them a call, and then when you speak with their secretary you can say that you promised to call them personally…
Speak with the right person, find out why they buy, and help them do it NOW…
3. How to create literally hundreds or new and qualified leads each and every month … Stop wasting your time working hard and chasing blind leads and get your marketing working for you and have your leads call you. That way you’re only dealing with people who ‘want’ to work with you … I know in our franchise this is vital …
4. Price is Never a Concern… Unless YOU believe it is first… The only sales people I’ve ever met who get heaps of price concerns are the ones who focus on it themselves… Get over it; make your customers focus on value and service instead…
Ask your prospects questions that focus on service, value and their needs, never price…
5. Ask more questions… The key to selling is having your customers sold before you ask them to buy. And, the best way to do that is to have them sell themselves by answering your questions…
6. Listen and give positive strokes… After every question listen well, don’t jump in and make your point, just stay quiet, nod your head and agree, then ask another question…
Put bluntly, you don’t have to make your point every few minutes, just let them speak for a half hour or so and then bring everything they’ve said together to make your sales argument… Remember, it’s things they’ve said that makes your sales pitch to them…
7. Never ask for the sale… Assume that they want to buy and just confirm details of the sale, like their address, the color, etc. Too often people just forget to assume the sale, our franchise is built on the fact that people want to buy …
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