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Hub You - Resistance Training for Sales People
Are you sick of your job? Would you like to learn how to make money online? Learn how to start your own business online. We have a free guide for beginners who want to learn the basics of this business. We show you that you don’t need any experience to do something like this.The first thing that you need to do to start your business online is find your niche market. Your niche market is the group of people who are searching for a solution to their problem.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the pr
Remember why you came to work today? Was it because you wanted to get started on making your company the best and most highly respected in the nation or the world? Probably not. You came to work today in order to make money to pay the bills and hope that there is a little left over to spend on yourself. You don't really care if the company makes a profit, you really only care if YOU make a profit. Will I have more income than expenses this week? Will I be able to take
Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. And yet by using some simple steps we can reduce this resistance to increase our sales performance.
Here's an analogy: many people exercise using resistance training. It's good for you. Encountering resistance during the sales process can also be good for you. It lets you work your sales muscles, enabling you to become a stronger sales person. Too much resistance may not help you achieve your goals, though. Plan for resistance in advance and you can help eliminate or reduce it.
Create a planned presentation that takes into account, step by step, all concerns and objectives your prospects may have. Look at every point in the sales process. Examine them and look for ways to make it easy for a prospect to say “yes” to you. Here, then, are 12 steps to decrease resistance and increase sales:
1. Sound confident. Your voice gives you away. Your voice is an emotional barometer. If you're not comfortable, your prospects will hear it in your voice. There's a hesitancy, a slight stutter or stumble when we're not confident. Your confidence will give your prospects confidence to do business with you.
2. Rehearse names beforehand. Nothing says I don’t know you faster than a fumbled name.
3. Do your homework. The number one complaint buyers have about sales people is that they don’t know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the pri
Some people will tell you that in sales there is no such thing as a silver bullet. I can tell you that there is. It is called timing — getting in front of the right buyer at EXACTLY the right time. Research shows that the average sales person is five times more likely to make a sale when they have the right timing.Event-Based Selling is a way to make timing happen. Read on if you want to learn how to make timing happen and repeatedly get in front of the right bu
Create a planned presentation that takes into account, step by step, all concerns and objectives your prospects may have. Look at every point in the sales process. Examine them and look for ways to make it easy for a prospect to say “yes” to you. Here, then, are 12 steps to decrease resistance and increase sales:
1. Sound confident. Your voice gives you away. Your voice is an emotional barometer. If you're not comfortable, your prospects will hear it in your voice. There's a hesitancy, a slight stutter or stumble when we're not confident. Your confidence will give your prospects confidence to do business with you.
2. Rehearse names beforehand. Nothing says I don’t know you faster than a fumbled name.
3. Do your homework. The number one complaint buyers have about sales people is that they don’t know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the pr
Whether we call them clients, guests, members or patients, they are our customers. They are the ones who write us checks to pay our bills and salaries. We compete daily to acquire them and maintain their loyalty. It could also be stated that we continuously compete to acquire and keep our internal customers, those employees whose job it is to attract and maintain our external customersount, step by step, all concerns and objectives your prospects may have. Look at every point in the sales process. Examine them and look for ways to make it easy for a prospect to say “yes” to you. Here, then, are 12 steps to decrease resistance and increase sales:
1. Sound confident. Your voice gives you away. Your voice is an emotional barometer. If you're not comfortable, your prospects will hear it in your voice. There's a hesitancy, a slight stutter or stumble when we're not confident. Your confidence will give your prospects confidence to do business with you.
2. Rehearse names beforehand. Nothing says I don’t know you faster than a fumbled name.
3. Do your homework. The number one complaint buyers have about sales people is that they don’t know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the pr
What's considered Customer Service these days?Every time I pick up the phone to call any business, it seems like.. ... no, it doesn't seem, but it's a fact that I end up spending a good 3 to 4 minutes going through an automated service that supposedly can answer my questions for me. By the time I actually get to speak to a "real" human, I've forgotten what it was I was calling for.Then there's the customer service representatives that answer your question
2. Rehearse names beforehand. Nothing says I don’t know you faster than a fumbled name.
3. Do your homework. The number one complaint buyers have about sales people is that they don’t know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call.
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the pr
Finding new customers and business builders is the most important aspect of your business. It can be very frustrating and expensive to spend time on advertising campaigns that don't work.You want to get your desired message out in the marketplace to find new customers and business partners. So what is effective marketing?This involves finding a targeted audience who is looking for what you have to offer, and attracts them to you through a carefully
4. Phase your words positively. There’s a big difference between saying “If you order an additional 25 I can drop the price to ___” and “You don’t need another 25, do you?” Drop the words "no" and "not" from your vocabulary. There's no need to suggest a negative.
5. Listen. People will tell you everything and more if you let them. Listen actively and objectively. Focus on what is being said as well as what is not being said. If you're on the phone, don't multi-task. Multi-tasking is the enemy of good listening.
6. Ask questions to discern needs. Use open ended questions to generate information. Open ended questions start with words like who, what, where, when, which, why, and how. Use closed ended questions when you need to get “yes” or “no”. Closed ended questions start with word such as: is, are, can, may, have, and do.
7. Listen some more. See #5
8. Propose solutions based on buyer needs. If you’ve listened, this should be easy. If it’s not easy, there may not be a good fit between your product and your prospect. If you’re looking for a long term relationship, sell only to needs. You’ll make more sales in the long run.
9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the conversation.
10. Ask for agreement. How often have you spoken with a salesperson who doesn't come to the point and ask for the order? Make sure that's not you. Don’t forget to ask for agreement in order to close the sale. When you ask for agreement, the “yes” from the buyer closes your sale. A “no” says you’ve more work to do.
11. Follow up. You’ll close as many sale
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