As a corporate sales trainer, I am often asked about the traits and characteristics salespeople should develop in order to increase sales. Here’s a personal inventory test for you to determine how you stack up against a top champion sales closing professional. How many characteristics and traits can you say that you have? [Read more…]
A few months ago Nicki and I went looking at exercise equipment. I was experiencing sciatica in my left leg (I didn’t know it at the time, but it was caused by a synovial cyst pressing on the nerve between L4 and L5; after an MRI revealed the problem, microsurgery provided the cure), was getting physical therapy treatments at the hospital, and needed to purchase an item for my home exercises. We went to a number of places, including two sports-equipment stores, finally found what I needed at a top-of-the-line exercise-equipment store on Golf Road in Schaumburg.
There was only one salesperson in the store—a tall, lanky young man in his mid-30s. It took only a few minutes for me to realize I was in the presence of a real pro; I thought he was a terrific salesperson for the following reasons:
1. He was incredibly knowledgeable about every product in the store; the man knew his stuff. He answered every question like the late Ted Williams talking about the fine points of hitting a baseball; it was impressive.
2. He asked a number of excellent questions directly related to my condition; he wasn’t about to proceed without getting the information he needed to do his job properly.
3. When I asked about a $2,000 piece of equipment (a similar piece of equipment I was using during my sessions at the hospital), he smiled, extolled its virtues, and then told me a $15.00 exercise rope would do the job for me for a heck of a lot less money. He wasn’t interested in selling me something he didn’t think was in my best interest. He was far more interested in establishing a long-term relationship with us than making a specific high-dollar-amount sale. [Read more…]
According to Leads360’s latest report, The Ultimate Contact Strategy – How to Best Use Phone and Email for Contact and Conversion Success, “Lead response persistence is critical to maximize conversion. Making more than one call and sending even just one email can have a positive impact on lead conversion, yet 50% of leads are never called a second time and 59% of leads never receive an email.”
When leaving a voice message for a new lead keep it simple. Leave your name and number twice – once at the beginning of the message. Again at the end. Refer to the fact that you’re calling about the information they requested. Then, state a benefit of your offering to pique their curiosity to learn more (thus increasing the chances they’ll either return your call or accept your next follow up call.) [Read more…]
Most people don’t set out to waste their time. They want something for it. In fact, all but a few of us want every nickel we can get for our time when we’re selling it. This is as it should be. But most of us are less determined to wring all the other values from our time that are there for the taking. In other words, most of us don’t work as effectively as we could at the business of becoming more productive.
The way to change this is through time planning. Let me give you some reasons why this is so important. [Read more…]
What is the emotional process that leads to the purchase of a new vehicle? It begins with a new development in the buyer’s self-image. That is, the buyers see themselves in a new way — as the owners of that new car, truck, van, or SUV and all the status it affords them.
If the projected vehicle 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 a change can come about very quickly. It can take place within a few minutes, or even within a few seconds.
Champion automotive 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 vehicle they like. Do that, and they won’t just like it; they’ll want it, need it, and realize they can’t get along without it — then they’ll buy it. [Read more…]
When someone says they don’t have time for your opportunity, to book a party, or even just to meet with you, with sincerity say, “I understand, Mary. We all have 24 hours in a day, don’t we? Most people work eight hours. Then, they sleep about eight hours. That leaves eight hours every day of what we can call discretionary time. That means, we get to choose how to spend those hours. I like to call it ‘opportunity time.’ What I do with my opportunity time makes all the difference in the amount of success I achieve in my life, don’t you see? A lot of people who take advantage of the benefits our business has to offer only invest a couple of hours a day in the business. They still find that they have plenty of quality time left for family and other obligations. Why not at least consider the potential gain you can get with a relatively small investment of time?”
By asking questions as part of your response to “I just don’t have the time.” you are getting them started agreeing with you. Of course, they’ll agree there are eight hours of discretionary time. It’s simple math. They’ll agree about whatyoudo with your time and once the ‘yes’ momentum is going, more often than not they’ll agree to take a more serious look at your opportunity.
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If you’ve been in sales for more than five minutes, you’ve heard this from a buyer: “I’ll think about it” or “I want to think it over.” It’s almost as natural to them as saying, “No, thanks. Just looking” when asked “May I help you?” Why do they say it so often? Because with average salespeople it works. It stops them dead in their tracks.
But, I know that you don’t want to be average. You have set your sights on being a champion salesperson. Your aim is to serve more clients than the average salesperson. So, you learn and prepare yourself to overcome the most common objections.
So, let me give you the answer you’ve been waiting for. Whenever you hear a buyer say, “I want to think it over,” “We’ll sleep on it,” or “We’ll get back to you,” it’s very likely that they like what you’re offering and are feeling compelled to own it. These stalls are just their way of slowing down that buying momentum because they’re a little afraid to part with their hard-earned money. [Read more…]
Enjoy this 7-minute video on the 7 Fundamentals of Selling. It’s an excerpt from my Building Sales Champions training system with over 9 hours of training.
CLICK HERE TO VIEW
This system is being offered at unbelievable savings through November 26, 2014. CLICK HERE for details about the special offer or call 800-528-0446. Ask for Frank.