You Won’t Overcome All Sales Objections

In the business of selling products and services, you’re bound to hear objections or concerns that interfere with or slow down the sales process. When it comes right down to it, most objections or concerns can be addressed or overcome. Usually, it’s just a matter of clarifying information about the product. Sometimes it can involve switching gears to another product entirely, but most challenges can be overcome. [Read more…]

What’s the Decision Process You Need to Match by Charlie Cook

Charlie Cook Marketing Expert“I hate sales pitches!” You may have felt this way yourself or heard others say it. If it’s such a common response, what’s the best way to organize your marketing to attract new clients and customers?

While getting all aspects of your marketing right can be complicated, the simple truth is that you can attract many more clients and be far more successful by doing just one thing. [Read more…]

Closing Sales = Sweet Success

In the selling profession, closing is the winning score, the bottom line, the name of the game, the point of it all. If you can’t close, you’re like a football team that can’t sustain a drive long enough to score. It does you no good to play your whole game in your own territory and never get across the other team’s goal line.

Many salespeople are afraid to close. They’re afraid of asking for the order. They’re so fearful, you would think they were having to personally reach into someone’s pocket for their money. To have any kind of success in sales, you have to get over that fear because this is where the money is.      [Read more…]

Be Aware of Unique Cultural Needs in Sales

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those from other countries who have relocated near your place of business. If you want their business, you have to understand their needs on many levels.

Also, if you are building a web site for your business, you need to consider who the viewer might be and their cultural situations. Some words and phrases just don’t translate to have the same meaning that you may wish to impart, thus, confusing the visitor.  Or, worse, the translation may unintentionally be offensive when made.

Here are a few things you need to be aware of when dealing with clients from different cultures than your own.

* Be patient when building trust and establishing relationships. People from countries other than the U.S. generally need more time to build trust. It is important to observe a greater degree of formality when becoming acquainted than you would use with a client who was born and raised locally.

* Speak more slowly than you normally do, but don’t raise your voice because you think the other person can’t understand you. Volume doesn’t usually increase comprehension. Also, don’t speak down to them as if they are children.

* Avoid slang, buzzwords, idioms, jargon, and lingo. These can all be easily misunderstood by those who may not speak your language as their primary language. Just use simple language until you can get an idea of what level of your language they understand.

* If you’re using an interpreter, make sure the interpreter meets with the people for whom they are interpreting before you actually begin to sell them your product or service. This will allow the interpreter to learn the language patterns, special terminology, and numbers used by the people they’re translating for. If you’re business sells to other businesses, you need to be certain you are both using the same product identifiers or other codes specific to that company or industry to ensure that you both understand the needs and terms of any transaction.

* Pay attention to nonverbal interaction cues. The word yes or an affirmative nod often means, “Yes, I hear you,” in Asian cultures, not, “Yes, I agree.” If you see a nod and move on to closing the sale, you may frighten them off with what appears to them as over-zealousness.

Culture is as much an influence on people as their personal experiences, so knowing about your clients’ customs and traditions only makes sense. That way, neither you nor your client will be made to feel uncomfortable and selling can be done.

If you need or want to find out about another culture, some wonderful resources are available to steer you in the right direction and tell you everything you need to know. Spend some time browsing through your local library or bookstore to see what’s out there. Or go online and look under the topics of “protocol,” “diversity,” or “cultural awareness.”

Depending on your product and how much business you might be doing with clients from cultures unfamiliar to you, a good source we found is: http://www.usaprotocol.com/. This where you’ll find the 25th Anniversary Edition handbook for U.S. diplomats on proper etiquette and protocol for engagements with people from diverse cultures around the world.

Remember: Knowledge is power when properly applied to the right situation.

Learn more now>>

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

 

 

The Top 10 Killers of Sales

Any veteran in business can tell you a story about the one that got away. Veterans who are successful in business today learned valuable lessons from those situations and, hopefully, never repeated them. As challenging as the business of selling might be for some, losing sales is unbelievably easy. Learn from the mistakes of others so you won’t have many of the sad stories to tell.

Sales Killer #1 – Lack of professional appearance. If you want people to listen to you and heed your advice regarding your product or service, you have to come across both in appearance and demeanor as a professional expert. This means that you are appropriately groomed. You walk with confidence. People will buy from you based more on your conviction and enthusiasm for your product than they will your product knowledge. [Read more…]

Knowing When to Close the Sale

The actual closing of the sale is by far the most important step in the selling process. I teach lots of techniques for prospecting, meeting people, qualifying, presenting, demonstrating, and overcoming objections, and they’re all important. But, unless you can close, you’re like a football team that can’t sustain a drive long enough to score. [Read more…]

Real Estate: Selling with Emotions

From the moment we are born until the moment we die, everything we say and do is for the purpose of satisfying some want or need. A basic rule of selling is that a person will buy what they want, whether or not they need it.

One of the most common mistakes salespeople make is in assuming that a client will make the purchase because you have convinced them that your property is a great buy. Now, I don’t claim to be a psychologist, but in my selling experience, I have found that there are two basic appeals. We react from logic and emotion, and when there is conflict between the two, emotion will always win. [Read more…]

Ask!

Some salespeople are uncomfortable doing much more than presenting their offering. It’s their favorite part of the sales process. They get to show the product, handle it, and amaze their ‘audiences.’ If you’re great at presenting, that’s wonderful, but it won’t necessarily generage sales. You must ask for the business, directly and clearly! There can be no misunderstanding on the part of the client that it’s decision time. [Read more…]

Fear,The Greatest Enemy of a Closed Sale

Fear is the greatest enemy you’ll ever encounter as a professional salesperson. Your fear, the prospect’s fear, market and trend fears and so on.

What do we fear? As salespeople, we fear saying or doing things that may halt a potential sale. Hopefully, you’ll learn to recognize and conquer your fears through continual education, practice, drill and rehearsal of strategies and tactics that will keep you ahead of the pack.

A tough part of our jobs as salespeople is in helping others understand and overcome their fears so we can earn the opportunity to help them make decisions. Fear is what builds that wall of resistance we so often run into. You must master the skills to either climb over or break through those walls.

Here are some other common, normal and potentially paralyzing fears that many people face in decision-making situations and what you should do about them. [Read more…]

Arouse Emotions, Don’t Sell Logic

No skill that you can acquire in sales will enhance your earning power more than learning how to arouse emotions in your buyers in ways that are positive to the sale. The exact words you use will depend on your offering, your personality, your buyers, and market conditions. Positive emotions trigger sales; negative emotions destroy sales. As you work at developing the skills to evoke emotions in your potential clients, always keep that concept in mind. You can destroy sales as rapidly as you can create them through the clumsy use of, or the lack of control over, the emotional setting. Also remember that your actions, manners, words (and how you say them), your grooming, and your clothes are all things that trigger emotions in your future clients — whether you want them to or not.

The mere fact that you’re a salesperson may arouse negative emotions and people could start fighting you consciously or not. Your future clients are either emotionally for you or against you right at the get-go — and you can divide your chances of selling them by a hundred if they’re against you.

To understand the emotions that sell, sit down with your children and study the television commercials they watch. You’ll see advertising that goes for the emotions. Logic in sales is a gun without a trigger. You can twirl it all you care to, but you can’t fire it. Emotion has a trigger. You can hit a target with it. Every time you generate a positive emotion, you’re pulling the trigger on another accurate shot at closing the sale.

What is the emotional process that leads to a purchase? It begins with a new development in the buyer’s self-image. That is, the buyers see themselves in a new way — enjoying the benefits of your product or service.

If the projected purchase is small in relation to the buyer’s income, the self-image change need only be small. But if the purchase is a large one, the change in self-image that makes the purchase possible will be large. Such changes can occur very quickly. They can take place within a few minutes, or even in a matter of seconds.

Champion salespeople are adept at spotting these changes in self-image as they occur during sales presentations. They are quick to reinforce the buyers’ realization that they can have, enjoy, deserve, need, and are worthy of the marvelous new goodie they like. Do that, and they won’t just like your product; they’ll want it, need it, and realize they can’t get along without it — then they’ll buy it.

Excerpted from “How to Master the Art of Selling.”

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).