|
Favorits •
Web Domain Directory •
ODP •
Annuaire FR •
Directorio ES •
Directory EN •
Diretório PT •
IT Katalog •
Czech Katalog •
Polski Katalog •
Maps •
Satellite Photos •
View Card
|
||
|
|
Sales |
|
|
| ||
 |
The Biggest Mistake In Selling!
Some trainers and sales managers teach that there are prospects that just need a little more time in the decision-making process. They explain that a decision-maker's stall is not always a put off and they just need to think a bit more about their decision, or that they have to sell the idea to someone else. Therefore, many sales and service industry professionals accept the stall, "I've got to think about it." at face value, believing that a buyer truly has an interest in what they are selling and just needs more time to think about the benefits of the offer. However, in their hearts many sales professionals know better, but hope usually wins out in the end and they accept the stalling tactic of a prospect as truth and continue to work with them for many weeks or months in the delusion that something positive will come from their persistence. As many seasoned sales professionals know, 90 to 95 percent of the time when you hear a decision-maker say, ''I've got to think it over," it's not a stalling tactic at all, but simply a polite way of telling you "no." To reduce the number of polite "turn downs," as you close your presentations; from this point forward, make certain that you give the decision-maker permission to tell you "no." This technique will reduce tension in the transaction and encourage candor as you search to find the reason a buyer initially decided to meet with you. (Logic suggests that if you are able to discuss your product or service at any length, there is a good possibility that your prospect has a need.) To give permission to a decision-maker to tell you "no," just say something like this: "John, if what I propose today will not work for you or your company (firm), please tell me, so that we don't drag this transaction out over an additional meeting or two. I don t want you to tell me 'no,' but I also don't want to keep bugging you, if what I've shown you will not work for you or your organization." By giving your prospect permission to tell you "no," you take most of the tension and pressure out of your closing, creating a climate where candor and openness prevail. This climate will help you to discover the true feelings of your prospect about your products or services as you probe to find a prospect's needs. Whenever you hear the words, "I've got to think it over," you are receiving an objection. Stalls like this and objections need to be isolated in a sales transaction to make certain that you have covered each of the issues or concerns of your prospect, customer or client. For most objections you can just ask, "If it weren't for this issue or problem, is there anything else keeping you from purchasing today?" However, to isolate the objection, "I've got to think more about this." just ask the following questions to help put the "I've got to think it over." stall into some perspective: 1. Are you still having problems with our pricing? 2. Do you have a problem with the integrity of the company (firm)? 3. Have I said or done anything to keep you from purchasing today? After asking these three questions, just wait until the decision-maker tells you why he can't purchase or won't sign with you. By asking the questions listed here, in most transactions you'll learn exactly where you stand to know if you truly are working with the decision-maker and there is an interest in completing the transaction. For a proven system that eliminates most stalls, check out my selling skills manual at: http://www.thesellingedge.com/manual1.htm or the sales tools at: http://www.thesellingedge.com/tools.htm Here's wishing you every success in your sales activities! VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, tradeshows and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Wells, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Check them out at:http://www.TheSellingEdge.com/Book1.htm. Virden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com
MORE RESOURCES: |
|
|
|
RELATED ARTICLES
An Introduction to Mannequins Just about every clothing store uses mannequins. There are many types of mannequins made of different materials including wood, wax, fiberglass, and plastic. Overcoming the Fear of Selling For many of you the Fear of Selling is a huge challenge and obstacle for you from day to day. The first thing you need to do is find out exactly what it is you're afraid of. Prepare to Sell! Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Your Ad -- Who Cares? Junk mail. We all get it. Plan For Your Next Trade Show Appearance To Be A Success Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc. How Sellers Can Take Control For centuries - at least since the serpent convinced Eve to eat the apple - sellers have assumed that getting the right information about a product into the right hands would offer a good chance of a sale.But if you look at the numbers over the years, the success rate from prospecting to close has remained the same: in general, you close approximately 7% of your identified buyer population. The History of Sales: Dale Carnegie is Still with Us I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. Sorry, But Im Not Buying From You! Former General Electric CEO and legendary manager, Jack Welch, nailed the problem recently when he said there's just too much beating around the bush and indirectness in corporate communications. People are more interested in not hurting each others' feelings than in improving productivity, and we simply need more frankness, says Welch. Exporting to Europe: Not the Challenges You Think If you plan to do sell your product or service in Europe the problems you encounter may not be the ones you expect. It's easy to focus on perceived difficulties, such as the so-called 'language barrier', while not noticing the real pitfalls - until it's too late. Are You Scaring Your Customers Away? "Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in marketing. It was Saturday afternoon, and started like a typical telemarketing call. Why There Will Always Be High Paying Sales Jobs With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". What Should I Charge? People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. How To Improve Your Voice VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. Health Insurance Lead and Health Insurance Leads Health insurance lead generation systems provide a stead stream of potential clients for health insurance brokers. Health insurance leads are considered to be people who may need health coverage to supplement the health coverage provided by their employer. 3 Ways To Sell and Have Fun Doing It There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something a little different if not drastic.Listed below are the three fun and exciting ways to take that giant leap and start having fun selling your product!? The Sidewalk Sale ? Supermarkets ? Block PartyThe Sidewalk SaleIf you are looking to put a big push on your production and obtain a lot of applications in one day, then the sidewalk sale is the way to go!Exactly what is the sidewalk sale?Keep reading. Do You Have Enough Prospects To Make Your Numbers? Several years ago I worked with a CPA who wanted 20 new clients. We came up with a great direct marketing campaign that brought in 10 leads per 1,000 letters. Why Are We All So Afraid? What can strike terror into the heart of even the most successful sales professional or entrepreneur? Cold Calling. What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat? Cold Calling. How to Reach Purchasing Agents of Big Corporations Now business owners and sales professionals can develop a Faster and Easier method of selling to big corporations, Hospitals and Universities, Government Agencies (State, County levels), and other medium enterprises.. An Ideal Selling Situation The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show. Successfully Selling Your Professional Services As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise.
|