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Hub You - The 9 Golden Rules to Successful Sales
If you are just starting out in construction, the process of bidding may be a little confusing. When you are drawing up an estimate, you are basically calculating the total expense of the project you want to bid on. It is important that you remember to include all expenses and allow for unforeseen expenses that may crop up. When you estimate a job, you need to stay as close to the estimate as possible.This is very important because if you do not estimate properly, and ask the client for more money to complete the project he or she will undoubtedly become angry. The contractor will loose money in the end. On the other hand, if you over estimate then the client will mo
4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another wa
A manufacturing company with 120 staff historically bought their company vehicles from the local dealer who offered excellent service, choice and most importantly a large discount. The quantity of cars required at this stage was six and two vans, which they purchased from ex-demonstration stock.The company was experiencing a surge in production and as a result they had to manage cash flow tightly as expenditure on meeting the production deadlines was going out long before the products were being paid for. As a result the financial team looked at the accounts and decided to look at cost cutting across the business to sustain the cash until they got paid.One a
Understanding as much about your clients perspective is vital in developing rapport. Growing a strong & positive relationship where you focus on your clients needs, problems, challenges & desires will ultimately lead to the successful matching of your products or services…and for the best possible motives...THE WELFARE OF YOUR CLIENT. Be sure to use ‘YOU’ language – this is where you talk about them and not yourself. As soon as you hear yourself saying ‘we’ or ‘I’ you need to switch. This will be much more engaging for your client and they’ll feel you are more interested in them than selling yourself.
2. Ask open questions
Asking closed questions will give you 1 – 2 seconds before having to come up with the next question. Your client’s response will either confirm or decline your question, and won’t give you any information about them or their needs.
Asking open questions which start with When, Where, How, What and Who will give you useful information that will help you provide exactly what your client wants.
Avoid questions starting with Why, as they are very confrontational – no matter how fluffy and soft you make them sound. When you ask a Why question you are asking for justification of their response. Your client will automatically become defensive and give you an emotive response. It’s far better to ask about the facts around the decision such as: “What is it about this service that makes you think this is not a perfect match for you?”
You’ll then get details of the criteria they have based their decision on. You’ll be able to use this knowledge for future interactions.
3. Stop selling and start listening
When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them.
Once you’ve asked an open question it’s really important to SHUT UP. Let your client answer without interruption. Focus on listening 100% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally from your client’s response.
4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another wa
The previous Sangaraja, the Supreme Patriarch of the monastic order (of Thailand), once went on a tour of China, where someone offered him a very beautiful teacup. It was unlike anything he'd ever seen. He thought, "Oh! The people here have real faith in me, to offer me this beautiful teacup!" And as soon as the teacup was in his hand, immediately he was suffering. Where should I put it? Where is safe to keep it? He couldn't stop worrying it would break.Before he had that teacup, he was fine. Once he had it, he wanted to show it off to the people back home in Thailand. He put it in his bag and kept telling everyone to watch out that the teacup didn't get broken. "Hey
2. Ask open questions
Asking closed questions will give you 1 – 2 seconds before having to come up with the next question. Your client’s response will either confirm or decline your question, and won’t give you any information about them or their needs.
Asking open questions which start with When, Where, How, What and Who will give you useful information that will help you provide exactly what your client wants.
Avoid questions starting with Why, as they are very confrontational – no matter how fluffy and soft you make them sound. When you ask a Why question you are asking for justification of their response. Your client will automatically become defensive and give you an emotive response. It’s far better to ask about the facts around the decision such as: “What is it about this service that makes you think this is not a perfect match for you?”
You’ll then get details of the criteria they have based their decision on. You’ll be able to use this knowledge for future interactions.
3. Stop selling and start listening
When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them.
Once you’ve asked an open question it’s really important to SHUT UP. Let your client answer without interruption. Focus on listening 100% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally from your client’s response.
4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another wa
The discussion with your client on how they want to handle the process will be after you have completed your work. For smaller clients you may actually print the bills, mall them, collect the payments and make the deposits. Although the most common means of payment process is lock box. Small clients may not want the expense of this service. For these clients you should create a spreadsheet in excel or in real time so they can post their payments when they come in mail. You may have clients who will prefer you do only the billing for them and they handle receiving and posting the payments. If you have a client who prefers you manually process their payments then increase you
3. Stop selling and start listening
When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them.
Once you’ve asked an open question it’s really important to SHUT UP. Let your client answer without interruption. Focus on listening 100% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally from your client’s response.
4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another wa
Giving out Free Bonuses, your Pathway to SuccessDon’t you feel good when someone gives you something free for making a purchase? Doesn’t it make you feel great about the product when you get an additional something besides what you actually paid for? Well, most people feel that way as well. This shows what a great way it is to add to your customer satisfaction by just throwing in a free gift or bonus. Further more, some people might even purchase your product when they see the huge assortment of gifts and bonuses you are offering, some even with no intention to use your original product in the first place! This greatly increases the perceived value of your product an
3. Stop selling and start listening
When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them.
Once you’ve asked an open question it’s really important to SHUT UP. Let your client answer without interruption. Focus on listening 100% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally from your client’s response.
4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another wa
A Business Exit Plan can have a number of different connotations. You may hear it referred to as a Succession Plan.At Superb Coaching we have taken a deliberate stance in focussing on the ‘EXIT’ because we are dealing with the business owner’s plan to remove themselves from the business. Yes, there are issues around succession management that we address however we feel that the Exit Plan needs to address more than just succession.Your Business Exit Plan should deliver the following objectives:1) To maximising the capital realisation from the transfer of ownership2) To achieve this realisation in a reasonable time frame3)
4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another way.
Don’t be a victim – it’s easy to blame ‘this’ or ‘that’ as your reason not to achieve. Take control and think about alternative ways to get to where you want to be. You may not get 100% of what you want but you will be closer to what you want to achieve. Every step in the right direction will get you to your goal.
5. Have an objective
You get what you focus on so be sure to focus on what you want to achieve in a positive way. It’s easy to get sidetracked sometimes with things we think are important like getting through the volume of calls rather than making the call a quality interaction.
Before each call, meeting or presentation write down what your objective is. This becomes an instruction to your brain (even if it slips your conscious mind) to take the steps towards achieving the objective.
6. Have the right mind state
Your mind and body are part of the same interactive system. What you’re thinking will determine your behaviour, so you need to be thinking positive, motivating things. If you find your thinking or internal dialogue is not helpful to your state you need to change it…and FAST.
Learn to anchor positive experiences to enable you to change your state. It could be a meeting or call that went really well or the moment you closed on a great deal. Keep stacking these positive experiences somewhere within yourself that you can access easily. The more the better. When you use them you will instantly feel empowered.
7. Focus on your client’s pains and gains
Stop focussing on what you or your company will do for your client. They really don’t care!! They only buy ‘what’s in it for them’.
Familiarise with the problems that are causing them pain and the gains that they want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own re
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