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Hub You - Your Sales Process - Tweak It and Watch Your Sales Explode
Many a salesman has stared in the face of fear and lived to tell about it. In reality, meeting with the prospect is not what brings the salesman fear. If the salesman were to meet up with the prospect on any other occasion they would no doubt feel as comfortable around them as they would around anyone. If the salesman believes in their proposition, presenting it won't bring them fear. This brings us to the real source of fear that torments the salesman. Every salesman has experienced this crippling condition. Some promising sales careers have been shortened because of it.What a salesman fears most is himself.The bes
3) Qualifying – correctly determining their needs
4) Presenting – informing them about your products & services
5) The Closing – Asking for the sale
How are your ‘devices’ holding up?
Let’s start with Prospecting. Are you targeting the right customers? It doesn’t matter how great the other elements in your sales process are. If you’r
“Never underestimate your competition.” Today, that old business adage holds more meaning than ever, but many companies do not take time to objectively assess their company or products and compare them to their adversaries in the marketplace. Worse yet, some companies even feel that their products have no competition. Though it can be daunting to look at the realities of your market, understanding your competitive business environment is critical when planning for your company's future profitability.Hammers Vs. Crowbars First, let's clarify: everyone has competition, though it may not always seem obvious. Marketing experts cite
At first, I thought it was the operating system’s CD, but I quickly discounted that as it was fairly new and it was not scratched or anything. I then checked all my connections to see if something was unplugged. The problem was not there either.
Finally, I decided to remove the cd-rom and install another one I had on another computer. Ah, that was the problem!
It turned that the cd-rom was not able to read the operating system’s cd as it was burnt out. After installing a working cd-rom, I was able to install the operating system and my new computer was up and running perfectly.
It is amazing how just one bad device on a computer can literally disable the entire thing.
Ok, so what does this have to do with increasing your sales?
You see, it turns out that much like computers; we sales professionals must have all our ‘devices’ working properly in order for us to do an efficient job in selling. In our case, the ‘devices’ can be broken down into the parts of the Sales Process. Nonetheless, if just one part of our sales process is not functioning properly, it can literally disable the entire thing – much like in the case with my computer.
So, how can you ensure that the parts of your sales process are working properly? Well, let’s take a look.
The Sales Process can be everything from the planned acquisition of a customer to the close of the sale.
The way I learned it is basically in this order:
1) Prospecting – getting the right customers
2) Building Rapport – communicating properly with them
3) Qualifying – correctly determining their needs
4) Presenting – informing them about your products & services
5) The Closing – Asking for the sale
How are your ‘devices’ holding up?
Let’s start with Prospecting. Are you targeting the right customers? It doesn’t matter how great the other elements in your sales process are. If you’r
How much is your company worth? How much of that worth is attributable to your performance? Is a valuation for estate, or divorce, purposes a true reflection of the business worth? These are tough questions and they make calculating the selling price of a closely held company difficult.Although there are three generally used methods of valuation -- industry norms (usually based upon some multiple of earnings computation), comparable sales of public companies, and formula approaches -- no one method does a consistently good job of expressing the value of the closely held business for purposes of (the various types of) sale.Att
It turned that the cd-rom was not able to read the operating system’s cd as it was burnt out. After installing a working cd-rom, I was able to install the operating system and my new computer was up and running perfectly.
It is amazing how just one bad device on a computer can literally disable the entire thing.
Ok, so what does this have to do with increasing your sales?
You see, it turns out that much like computers; we sales professionals must have all our ‘devices’ working properly in order for us to do an efficient job in selling. In our case, the ‘devices’ can be broken down into the parts of the Sales Process. Nonetheless, if just one part of our sales process is not functioning properly, it can literally disable the entire thing – much like in the case with my computer.
So, how can you ensure that the parts of your sales process are working properly? Well, let’s take a look.
The Sales Process can be everything from the planned acquisition of a customer to the close of the sale.
The way I learned it is basically in this order:
1) Prospecting – getting the right customers
2) Building Rapport – communicating properly with them
3) Qualifying – correctly determining their needs
4) Presenting – informing them about your products & services
5) The Closing – Asking for the sale
How are your ‘devices’ holding up?
Let’s start with Prospecting. Are you targeting the right customers? It doesn’t matter how great the other elements in your sales process are. If you’r
Q: In a recent column you made the point that the customer is always right, which I agree with. However, in the same column you also said that it is sometimes necessary give problem customers the boot. If the customer is always right, at what point do you think they become so problematic that you should stop doing business with them? -- Gary M.A: That column brought a number of emails similar to yours, Gary, requesting that I clarify the line between "the customer is always right" and "sometimes you have to give a customer the boot." Here's the bottom line: if you, as a business owner or service provider, are willing to take
Ok, so what does this have to do with increasing your sales?
You see, it turns out that much like computers; we sales professionals must have all our ‘devices’ working properly in order for us to do an efficient job in selling. In our case, the ‘devices’ can be broken down into the parts of the Sales Process. Nonetheless, if just one part of our sales process is not functioning properly, it can literally disable the entire thing – much like in the case with my computer.
So, how can you ensure that the parts of your sales process are working properly? Well, let’s take a look.
The Sales Process can be everything from the planned acquisition of a customer to the close of the sale.
The way I learned it is basically in this order:
1) Prospecting – getting the right customers
2) Building Rapport – communicating properly with them
3) Qualifying – correctly determining their needs
4) Presenting – informing them about your products & services
5) The Closing – Asking for the sale
How are your ‘devices’ holding up?
Let’s start with Prospecting. Are you targeting the right customers? It doesn’t matter how great the other elements in your sales process are. If you’r
One of the biggest mistakes marketers make is failure to follow up with potential prospects or customers. One reason could be that the importance of follow up is not usually taught in typical network training. They may tell their downline to follow up once and sit back and let the money come rolling in. If you’re reading this, chances are the money isn’t rolling into your bank account and you aren’t really sure why.Follow up is key in your business. Most home business owners today operate their businesses both offline and online. Did you know the average website only contacts it’s visitors one time? Statistics show if you only make one
So, how can you ensure that the parts of your sales process are working properly? Well, let’s take a look.
The Sales Process can be everything from the planned acquisition of a customer to the close of the sale.
The way I learned it is basically in this order:
1) Prospecting – getting the right customers
2) Building Rapport – communicating properly with them
3) Qualifying – correctly determining their needs
4) Presenting – informing them about your products & services
5) The Closing – Asking for the sale
How are your ‘devices’ holding up?
Let’s start with Prospecting. Are you targeting the right customers? It doesn’t matter how great the other elements in your sales process are. If you’r
"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. Heavy accent, reading a script. I told him Patty wasn't home, I'm her husband, he could talk to me.At this point, one of two things happens. Either they hang up and try again later, or they read me their script. This guy launched into his script...As part of a new promotion, he wanted to give me $500 in free merchandise certificates. All I had to do was cover $4.95 in shipping, and I didn't need to give him a credit card number to pay it.Radar on, full scam alert
3) Qualifying – correctly determining their needs
4) Presenting – informing them about your products & services
5) The Closing – Asking for the sale
How are your ‘devices’ holding up?
Let’s start with Prospecting. Are you targeting the right customers? It doesn’t matter how great the other elements in your sales process are. If you’re targeting the wrong customers, you’ll never get the sale.
To target your customers correctly, ask yourself some questions about them. What are their demographics? What do they like? Where do they hang out? What do they want? Take out a pen and paper and make a worksheet to right down the answers to these questions. Armed with the above knowledge, you’ll be well on your way to easily targeting your customers.
Next, let’s look at Rapport. Are you building a good line of communication between you and your prospects? Notice I said communication as in COoperation and COmmunion. Yes, communication is a two-way street. That said, who’s doing most of the talking? Are you? Maybe you should be listening more.
Great salesmen are also great listeners. They listen to their prospect’s needs and problems and are able to provide viable solutions. Remember that next time you’re speaking with a prospect. You might even be surprised how many prospects help close the sale themselves – just by your letting them do all the talking!
In Qualifying your prospects, all is lost if you weren’t listening to them. Hence, to properly qualify your prospect, you must know what they need or want – and this knowledge comes from you asking qualifying questions and listening to their answers.
What kind of questions? Questions like: what’s your budget; what’s most important to you; and how soon do you need a solution are good for starters.
Armed with the answers you receive, you can now Present solutions (your products and services) to their problems. Now, when you do, are you trying to over-present your prospects by showing them or informing them about products or service
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