June 13, 2009
Treat Them Like Family
You can't go wrong by treating your customers like family (that you love, of course). When your customers know you care, they trust you. Trust is something you cannot buy, you have to earn it. Earning it takes time, so start by seeding with little visits that demonstrate your interest in the client -- not showing up just to sell a new product or service.
Joe D'ambra shares his personal story of how he sowed the seeds of trust by landing a huge sale he so patiently waited for. And he gets evidence that it was his show of concern for the client that got him the sale.
Read article at Basics of Sales
May 29, 2009
Multiple Options Sell
When giving your customers options, give them three. This is according to a new brain study that found it was easier for a person to make a decision between three items than it is for two. So, instead of offering a fixed rate or adjustable rate loan, add a balloon note to the mix. Or offer three different color choices.
Skip Anderson shares this information and much more with readers at his blog Selling to Consumers.
Read article at Selling to Consumers
Nine Fatal Mistakes
When you know what not to do, you can concentrate on what you should do. There are certain mistakes poor salespeople (and I mean in the literal sense) repeat over and over again. Don't be that salesperson, learn from your mistakes.
Sales coach Ken Taylor shares with readers at The Coaches Blog the worst nine mistakes salespeople make and what you can do to ensure you don't fall into the same bad habits.
Read article at The Coaches Blog
May 28, 2009
Don't Frighten Your Buyer
People are afraid of salespeople. They are also afraid of making mistakes and being lied to. Those are the top three fears buyers have when it comes to buying from you. Knowing the customer's fears can prepare you to dispel them when you are communicating the benefits you offer.
Tom Hopkins, sales trainer and author, shares these fears and more with viewers and readers at CanDoGo.com.
Read article at CanDoGo.com
May 27, 2009
Best Practices for Salespeople
Even though there are endless variables in the sales profession, there are still best practices all salespeople can follow. Until we learn the best practices we could be complacent with how we've been running the show. Perhaps you could increase your sales by taking tips from the experts.
Dave Kahle retells his story to readers at Sales Gravy of how he came into the know of best practices for salespeople and why it's important to never stop learning.
Read article at Sales Gravy
Sales Management or Selling?
Some sales managers might do their best at selling instead of managing. That's what poll results showed for sales author/expert Dave Kurlan. So, if you are thinking about moving up in the world it might be worth it to dissect the reasons why you want the change and ask yourself if you aren't better off just staying in that top sales spot.
Kurlan shares the results and his thoughts with readers at his blog Understanding the Sales Force.
Read article at Dave Kurlan - Understanding the Sales Force
May 22, 2009
Follow-up for Referrals and Repeat Sales
After closing the sale you must continue to work for your customer by ensuring you have done everything possible to satisfy their needs. Repeat and referral sales are the easiest sales to make and taking that extra time to guarantee your customer is happy will pay for itself in the long run.
Steve Atlas shares this important concept with readers at SellingPower.com.
Read article at SellingPower.com
Sales Slump Got You Down?
When your sales don't seem to be heading in the direction you hope for, you need to take action and work on the solution instead of dwelling on the problem. Try not to make excuses, doing so leads to acceptance of defeat. Be a leader and take control of the situation.
Jim Kasper shares with readers at SalesVantage.com great advice on how to pull yourself out of a sales slump.
Read article at SalesVantage
Power of Positive Thinking
All a salesperson needs is optimism? This is one theory resulting from a study performed by psychologist Martin Seligman with Metropolitan Life in New York. Over a one-year period they found that people who scored high on an optimism test sold 33% more than those who scored low. Over two years, they found that optimist group was thriving and retention rates were higher for them as well.
Colleen Stanley looks at the results and shares her views at Boston Business Journal. (Subscription required.)
Read article at Boston Business Journal
Your Beliefs Lead the Way
Emotions play a huge role in selling. We've all been taught that, people buy on emotion. So, is it really any different to say that emotions play a huge role in your ability to sell, and succeed? Here's more updated information on the role our beliefs and emotions control our success.
In his blog, Jonathan Farrington takes a look at how our beliefs can take us to where we want to be or guide us down the wrong path of failure. Take your pick.
Read article at Jonathan Farrington's Blog
