Those Little Extras Make A Big Difference
Highly successful salespeople take a few extra steps to ensure their travel pays dividends: Meet a new person every time you call on an important customer. Network with all the key contacts at each customer. The more people who know you, your company, and your merchandise, the better chance you have of making the sale from […]
10 Sales Mistakes You Don’t Ever Want To Make
1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Using poor opening statements. Buyers today want to purchase from people they trust, people they know, and people who excite them. When on the phone, sit up, shoulders back, […]
Recognize the Stages of Customers’ Decision-Making to Sell More Effectively
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is in will help your sales strategy. Deciding to decide. Before customers select a product to purchase, they have to make up their minds to buy in the […]
How to CAPTURE Business
C – Customize: Create an individually targeted presentation and solution for each potential customer. A – Analogies: Find a sales situation in previous sales in which the buyer made a decision similar to the one you need from this buyer. Remember that adults act on precedent. P – Perceived value: Your buyer’s perception of your solution must […]
Ten Steps to Closing Every Sale
Closing sales doesn’t take magic. Just follow this simple 10-step plan: Get your prospect to say “yes” right away. As you talk to a customer, ask questions to which he or she will answer yes. This helps to establish the right frame of mind. Keep digging for the reasons behind the prospect’s objections. To every objection, […]
