Sales Training Archives

Sales Prospecting – Increase Your Sales by Avoiding Prospecting Mistakes

Posted on 12/03/2020 by PrintArt

Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was “the leader in Microsoft hosted Exchange solutions” and he encouraged me to visit his company’s website. That was it – that was the “meat” of the voice mail message.

If you received that salesperson’s voice mail message, what would go through your mind? Do you think it might it be a question like, “What the heck is a Microsoft hosted Exchange solution?” Do you think the voice mail message would inspire you to call the salesperson back?

Why did the salesperson’s voice mail message fail to accomplish the desired end result? Because it focused on a solution rather than a problem.

If your prospecting calls and related voice mail messages talk about a solution, in effect you are assuming that your prospects are already aware of the problems that your solution can solve for them. If your prospects are not able to relate your solution back to their own specific problems, your message will probably just “bounce off”.

If you use industry-specific jargon to describe your solution, you are making the additional assumption that your prospects are familiar with the jargon that you are using. If they aren’t, it further reduces your chances of attracting their attention!

How could this salesperson restructure his voice mail message to be more effective? Instead of talking about his solution, he could talk about one or more of the problems that can be solved by using a hosted Exchange service. A revised voice mail message might sound something like this:

“We help small companies look like big companies to their prospects and customers; plus, we help companies of all sizes focus more of their time and resources on their core businesses, which accelerates growth and profitability. If you’d like to learn how we do this, please give me a call.”

This salesperson could further enhance his message by including a specific quantified impact that his company’s services have produced for customers. Here is what it might sound like if we add a quantified impact to the previously revised voice mail message:

“We help small companies look like big companies to their prospects and customers; plus, we help companies of all sizes focus more of their time and resources on their core businesses. This has helped some of our customers reduce their operating costs by as much as 30% in just six months. If you’d like to learn how they were able to achieve these results, please give me a call.”

Do you see the difference between the revised messages and, “We are the leader in Microsoft hosted Exchange solutions; please visit our website”? Do you agree that the revised messages are likely to capture more prospects’ attention and produce more returned phone calls?

There are other advantages to focusing your prospecting messages on problems rather than solutions. If you talk about a solution, your message will have the most appeal for prospects that are already actively looking for that specific solution. But, do you think those (few) prospects are just sitting around waiting for you to call? Or, do you think they might be doing some proactive research? In fact, isn’t it possible they might already have some price quotes in hand? If they are that far along in the buying process, how does it impact your chances of winning their business? If you do manage to win their business, how profitable is it likely to be? Wouldn’t you agree that in this situation your solution is more likely to be perceived as a commodity, and the business is likely to go to a low bidder?

Contrast this scenario to a properly managed, problem-based prospecting approach. If you are successful in attracting a prospect’s interest by talking about the business problems that you can solve and the quantified impacts that your company has delivered to customers, the natural next step is to ask the prospect to identify which specific problems pertain to their business. Once the prospect prioritizes their problems, you can ask more questions to help them quantify the impact of these problems on their business. If the quantified impacts are substantial enough, it becomes quite easy to justify a very profitable price for your solution.

If you want to improve your prospecting effectiveness, stop leading with solutions in your prospecting calls, and voice mail messages. Instead, lead with the problems you can help prospects solve, and (ideally) one or more of the quantified impacts your company has produced for customers. This type of problem-focused prospecting approach will attract the interest of a larger percentage of your prospects, produce higher close rates, and generate more profitable sales.

It can be a fairly complex process but don’t feel overwhelmed, reach out to PrintArt today, and explain your needs. Their customer service department will put together a cost-effective quote and help your vision come to reality!

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

How To Overcome The Objection – I Want To Think About It

Posted on 12/03/202012/03/2020 by PrintArt

I guarantee one of your worst feared objections is “I want to think about it” isn’t it?

Why do all salespeople fear the “I want to think about it” objection?

Because it isn’t really an objection is it? Or is it? They haven’t really said “No” have they? They haven’t really said “Yes” either have they? So the weak sales rep can breathe a sigh of relief and believe the client will definitely get back to them with a yes tomorrow and the so-called experienced rep will make the excuse that it wasn’t really an objection so there was nothing they could have done to overcome it. While the Professional Closer goes to work and starts to find out exactly what it is the clients want to think about. Whichever one you are, let’s look at this “objection” in the latter sense, as Professional Closers; after all, if you didn’t want to become a Professional Closer you wouldn’t be reading this, would you? So what can you do in this situation?

Firstly we have to look at the reasons why people say “We want to think about it”

The first and most common reason you will get the: “I want to think about it” objection is that you gave them too much information to think about! An old sales trainer and excellent motivator of mine were always saying “If the cow doesn’t moo, don’t feed it” What he was saying in an essence was, only give them the information they ask for. There is no point in telling them how efficient the air conditioning is on this particular model of the car if they live somewhere where it snows for 6 months a year. They will be more sold on the amazing traction the electronic 4X4 system gives them when driving on snow and the fact that by pointing the key through the kitchen window and pressing a button while they’re finishing their morning coffee, the seats heat up and the all windows de-mist automatically.

Do you get the idea? You can always add the air conditioning in as an additional benefit for when they drive down south for their summer holidays while they’re signing the purchase agreement. The other main and obvious reason you will get “I want to think about it” is you haven’t sold them yet.

At this point, you need to revert to A.C.O. (See: Overcome any objection with This tried and tested three-step formula) Agree with them: “I fully understand John and Mary, if I was in your shoes I’d want to think about the payment options and whether I could afford the additional monthly outgoing.” Confirm: “Is that what you want to think about?” If that is not their reason you need to keep asking with one option at a time until you have isolated it down to the real objection.

Now you just get back into Overcoming the real objection and closing the deal!

So to recap: “I want to think about it” really means, you’ve given me too much information and I’m confused. Or, I don’t have enough of the relevant information so I’m not sold yet.

By keeping it simple and only feeding the cow when it moo’s, you will always be dealing with: “I don’t have enough information yet” It’s always easier to add the benefits of your product bit by bit than take something away once you’ve given them everything upfront.

The lesson this week is: “Don’t feed the cow till it moos!”

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

4 Ways to Sell More by Building Rapport

Posted on 12/02/2020 by PrintArt

Building rapport is often a much overlooked critical part of the sales process. In fact, without rapport, you are almost guaranteed not to make a sale.

First, let’s define what rapport is and what’s really at work here.

Rapport is defined as a relationship of mutual understanding or trust and agreement between people. You build rapport by asking probing questions and getting deeper and deeper into conversation with your potential customer. It is not something that just happens. It takes a dedicated effort and the devotion of focused time. No – it does not take days and weeks where it seems like it will take forever to get the sale; however if you don’t know what you’re doing, it might.

There are several ways to build rapport and establish a connection, while there are also common mistakes a lot of people make. Here are the most common mistakes and how you can prevent them so that you enjoy making more sales…

#1: Expecting to get the sale NOW

This is probably one of the most common mistakes people make when trying to get a sale. They rush to present and close and it ends up destroying the entire process altogether. Doing so often results in causing your customer up to think of you in ways that actually turn them off. One of those is: “This guy is all about money.”

What your customer feels in this situation is that this guy doesn’t care about me and what I want, he just wants the sale. This immediately sets them up to challenge you and the more you rush and push, the more they will resist your offer. In plain and simple terms, you are not getting the sale when this happens.

The customer will only buy from you when they can answer the question “Well, how will this help me?” People want details, yes, but when you tend to rush your conversation, you tend to leave out those details that are important to the customer at that time. The customer only wants those details that translate to benefits to them. This, in turn, leads to genuine interest and then a commitment to purchase your product or service.

Last but not least, “How can I even trust this guy?” Now, let’s be honest for a minute. Any person you speak with about your products or services already has pre-judgments when it comes to salespeople. Maybe telemarketers ring a warning bell or they have had a bad experience they had with someone trying to sell them in the past. You can’t remove those thoughts from their head but what you can do is position yourself differently.

When rushing the conversation and wanting the sale NOW your potential customer has most likely already raised some very good questions, but you are not hearing them. By taking the time and making the effort to really establish rapport you are, in effect, getting them to actually coach you as to what it will take for them to do business with you.

Remember, that any interaction with a potential customer is going to take some time. You don’t always get the sale the first time you interact and engage with them. Sometimes it takes several follow-ups to actually get it. What you should be doing is consistently bettering your communication and maintaining a relaxed and professional state of mind. As a result, people will be more comfortable around you, and this true whether it is face-to-face, over the phone, or via email.

This gets us into the next big mistake…

#2: Not listening

I’m sure you’ve heard the saying, “There’s a reason why we have two ears and one mouth: It’s to listen twice as much as we talk”. And yes, it’s absolutely what we should be doing. Listening is one of the biggest keys to building rapport and establishing a real and meaningful connection with your customer.

Listening shows that we care. And it proves that you are genuinely interested in helping them. It also helps us in creating a better solution for them as we know exactly what they want, their needs, desires, and what they’d like to accomplish. When listening to your customers, don’t just pay attention to the typical details such as “I’m looking for this…” or “I need this…” but instead get other information as well so that you will know and understand what the benefits to them will be from working with you.

Let them talk about themselves, what they do, their family, and other details. For example, say you’re a hardware store owner. Someone comes in who needs hardwood flooring for a home improvement project. You take them to the right place and start asking questions and listening. You find out that he needs hardwood flooring because he is redoing the living room. Turns out by asking a few more questions and listening, you learn that his wife also wants to redecorate. You have several in-store home décor solutions, give him information, and invite him to have his wife come in.

Because you helped him out so well and did such a good job of listening and building rapport, a week later his wife comes in. You spend time building rapport and listening to her and she places several orders with you. The result – extra business that you wouldn’t have received if you had not listened and paid attention.

#3: Talking features, not benefits

Another big mistake lots of people make is they talk too much about features and not about real benefits. People want to really know why and how something can help them, not what do-hickeys it’s got and all those advanced features.

Benefits target their core desires, what they really want and need. When you provide the benefits and clearly link them to how they will help them it shows that you were listening and actually care about their problem and that you are trustworthy.

Listening + Caring = Trust.

A great example of features versus benefits is the iPhone. It’s an amazing device which was really advanced for its time. Advanced touch screen, web browsing on what’s claimed to be the best mobile browser, thousands of apps to choose from, and a slew of all these different features.

For a geek, that’s awesome. For everyone else, “So what?” What the iPhone allows you to do is better manage your life. You can use the apps for a number of different things such as keeping track of your fitness, managing your calendar, being notified of appointments, and a whole lot more. It also allows you to manage your social media accounts, check and respond to email very quickly, and manage your entire business on one single device.

THAT’S the difference between features vs. benefits. See a huge difference? Then, you’re not just selling “something” to them; you’re giving them a solution which they will like and trust. And then when they enjoy it and have seen the value it has given them, they will further trust you also build even better rapport.

#4: Bad body language and tone of voice

Last but not least, body language and your tone of voice. This is often overlooked simply because it’s not always talked about as much. Don’t take it lightly though because this has a very big impression on what people see in you, and can lead to lost sales if not done right.

One way to use the right body language is to remain in a relaxed composure. Shoulders back, stand or sit up straight (less leaning), and if you use your hands when you speak, not all over the place but very direct and firm. Billy Mays, a master infomercial salesperson, used his hands very well when trying to communicate the right message.

Of course, the right body language applies to face-to-face communication but it’s also important in everyday situations. When people or potential customers see you have the wrong body language, it can turn them off and make them uneasy. If they’re uncomfortable around you, it’s going to be very hard to build rapport.

Another way to use the right body language and is extremely effective is to “copy” the person’s body language as taught in NLP or “neurolinguistic-programming”. What this does is make them more comfortable around you, even though it’s happening at an unconscious level.

The tone of voice is also very important. If you sound weak, nervous, or boring, it’s going to show easily and it is going to be hard to build rapport. You want to have a strong and confident voice as this will get your message across while demonstrating that you are passionate about and confident in your products and services.

It has been proven time and again that great conversations lead to great rapport. To build a stronger and more confident voice is simply something that takes practice.

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

How To Overcome The Objection – I Want To Think About It

Posted on 11/18/2020 by PrintArt

I guarantee one of your worst feared objections is “I want to think about it” isn’t it?

Why do all salespeople fear the “I want to think about it” objection?

Firstly we have to look at the reasons why people say “We want to think about it”

At this point, you need to revert to A.C.O. (See: Overcome any objection with This tried and tested three-step formula) Agree with them: “I fully understand John and Mary, if I was in your shoes I’d want to think about the payment options and whether I could afford the additional monthly outgoing.” Confirm: “Is that what you want to think about?” If that is not their reason you need to keep asking with one option at a time until you have isolated it down to the real objection.

Now you just get back into Overcoming the real objection and closing the deal!

So to recap: “I want to think about it” really means, you’ve given me too much information and I’m confused. Or, I don’t have enough of the relevant information so I’m not sold yet.

By keeping it simple and only feeding the cow when it moo’s, you will always be dealing with: “I don’t have enough information yet” It’s always easier to add the benefits of your product bit by bit than take something away once you’ve given them everything upfront.

The lesson this week is: “Don’t feed the cow till it moos!”

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

Handling a Collapsed Sale – Eight Powerful Strategies

Posted on 11/03/2020 by PrintArt

When you sell on commission, either in whole or in part, you will run into your fair share of collapsed sales. Whether a rookie or seasoned sales pro, these collapses can cause enormous mental anguish and even cause problems in ongoing performance without the tools to emotionally handle the situation. The emotional pressure of seeing commissions slip away has ended countless careers. Here are eight effective strategies for coping with and even benefiting from the experience.

First: It’s essential to recognize that collapsed sales are part of the selling experience. They do not just happen to you. In fact, if you are not experiencing collapsed sales you probably are not writing enough business.

Deals fall apart for a variety of reasons. Some of which include:

The customer is not able to qualify financially. (the number one cause)
There is buyer’s remorse and the customer cancels.
A third party intervenes after the sale to create doubt in the customer’s mind.
A conditional subject can not be removed by one or the other party.
A lower price emerges elsewhere before delivery takes place.

There are more, but these are sufficient to work with here.

Second: When a sale unravels, evaluate the cause. This step is overlooked by many salespeople. For instance, if the customer is not able to qualify financially, the cause of the collapse does not rest with you unless you have oversold. If you have made that mistake, learn from it. Just remember that you are not personally responsible for the prospect’s credit rating.

Buyer’s remorse is something master salespeople rarely encounter because they work to build the perception of value to a point well above the price being sought. This also helps keep third party intervention to a minimum.

“Subject to…” or conditional sales collapse at a much higher rate than do unconditional sales or sales subject only to credit approval. Work to remove the conditions prior to finalizing the contract. “Subject to’ deals are easier to close but unravel much more often.

Try to schedule completion at the earliest possible date. This reduces the risk of price becoming an issue after the fact.

Third: Avoid mentally spending a commission before it is actually paid after completion. Commissions are actually paid after total completion, not at signup. Don’t take mental ownership of that money prematurely. That way, you will not lose something if everything fails to stay together.

Fourth: Avoid looking for ways to assign ‘blame’. Responsibility and blame are two very different things. You can only be responsible for your own actions. I urge you to do that. You might hope others will take responsibility for their action too, but you can’t demand that they do or even expect it from them. Blaming someone is an expression of negative energy that will drag you down emotionally. The feelings you will experience will not serve you in any positive way. If you want to experience true job satisfaction and inner peace, steer clear of blaming anyone, including yourself.

Fifth: Ultimately, you must learn to let it go. If you have done everything in your personal power to salvage a collapsing sale, understand that you have to let it go emotionally if it can not be saved. This is not easily done by most salespeople but it is a necessary tool understood by all the sales masters who consistently earn the most money, regardless of the industry they sell in.

Six: Avoid war stories.

Many people are legendary for the telling of their war stories where they regurgitate all the things that did not go their way. This spreading of negativity serves only to lower the collective energy of everyone. People who tell war stories are usually wallowing in self-pity or looking for sympathy. Remember the old expression that informed you, misery loves company. War stories, if you tell them, simply dredge up the past where nothing can change and you get to relive unpleasant feelings all over again. War stories, if you hear them, will allow the teller to lower your energy level. He or she gets to feel a bit better and you get to feel a lot worse. Avoid war stories always!

Seven: Learn to salvage something. Try to get referrals. When a deal collapses, chances are, that many times your customer will feel as bad and perhaps even worse than you do. He or she might be feeling guilty, especially if it is a credit issue. You can still have your customer get you paid if you can call upon that customer to provide you with some referrals. Do not be afraid to ask. If you have a good rapport, the customer will usually come through for you.

Eight: Don’t burn the lead. Sometimes after a sale falls apart, salespeople might be tempted to voice their displeasure with the customer. There is nothing to be gained in doing that. Again it is spreading negativity and will cost all chance of future business or referral from that person. I can’t count the times over my selling and management career where I’ve seen customers return to buy after a previous attempt had collapsed. Allow yourself the opportunity to get paid at some future date. After all, getting paid is good, isn’t it?

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

Two Words – To Quickly Uncover Your Buyer’s Motivations

Posted on 11/02/202011/02/2020 by PrintArt

Do you already know that open questions are an important tool for finding out what your prospect is looking for, and his or her motivations? It’s a point to master in order to become a great ‘sales interviewer’.

Two words work significantly better than the ones you usually find listed in sales-training books. Typically what you will see are all the ‘w’ words – that is, ‘what’, ‘which’, ‘where’, ‘who’ and ‘why’. But only two of those are really good and one of them is dangerous if you aren’t careful.

‘What’ is excellent. Here are some typical questions you can use it to begin:

What do you want to do with (this item, equipment, etc.)?

What are your priorities?

What matters to you most?

What time-scale do you have?

What do you like about . . .?

‘Which’ and ‘Where’ got a free ride along with the more powerful words, those two are usable but not outstanding.

‘Why’ has to be used with discretion. Anything more than two or three ‘whys’ in an interview comes across as rather aggressive, that is the last thing that a sales-interview should be. (Leave that to Jeremy Paxman and other political journalists).

Powerful use of ‘why’ is a one-off shot in response to a customer saying, ‘I don’t like . . . ‘(some feature or another model, etc.). Just ask, ‘Why?’

‘Who’ has a natural application for discovering the decision-maker(s) involved in buying within the prospect’s company. You can ask, ‘Who else would be involved in the decision?’

I’ve left the other great one to last; ‘How’, a word that works very well together with ‘What’.

An example:

‘What do you want to do with this equipment?’

Customer replies and you continue;

‘How did you handle this issue before?’

‘What happened?’

‘How did you deal with that?’

What do you see as the main problem?

‘How are you planning to tackle it in the future?’

And so on.

‘What’ and ‘How’ give you an almost instant sales interview and find out the buyer’s motivations in an effective, un-pressured way. They have a happy relationship with one another.

I suggest you get acquainted.

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

Getting Your Hypnotic Sales Pitch Under Control

Posted on 10/06/202010/06/2020 by PrintArt

Getting a sale is not an easy task and most people who have some amount of experience with sales are quite aware of that.

When a salesperson prepares his or her pitch, there are so many factors to be taken into consideration including what should be avoided so as to not turn the potential client off. There is, of course, no way of reading your client’s mind, but there are certain things that you can be pretty sure no one would like, especially those who might be spending money on your product.

Perhaps the main thing when it comes to sales is the point that closing the sale is not only about the product you are selling. A large part of the client’s decision to accept or reject the product can depend on how you conduct yourself. If you are amicable, confident, and knowledgeable they could warm to you and your product but if they do not like you as a person, their reaction to you could extend to what they feel about the product.

For example, being late for an appointment (especially when you trying to sell something to a client) is an absolute faux pas. But you would be surprised at how many people go late to sales appointments, whatever the reason for that might be. As a salesperson, if you assume that you can get away with such misdemeanors, you are being extremely naïve. For starters, be aware of the fact that most people are quick with first impressions and these impressions usually last.

Once they have already had a negative impression about you for making them wait, they might not be too open about listening to what you have to say about the product you have on offer. From your point of view, they might just have been waiting five minutes or ten, but keep in mind that almost everyone is running on a tight schedule and, after all, time is money.

To close a sale, a salesperson had to be confident about him/herself and also the product they are offering. Part of your job as a salesperson is to convey to the client that your product is the solution to a certain problem that they have. But there is a very thin line between confidence and overconfidence. If you walk into a sales meeting acting and talking overly self-confidently it could very well be a turn-off. Your clients do not want to be treated as simpletons who do not know what is good for their business. You want to identify a need for them in their business setup and offer them a solution, and not talk to them as if they are too slow to know any better.

You want to make sure than when you are presenting your pitch you do not come across as being arrogant. Clients especially dislike having to speak with salespeople who treat them with disdain and superiority. If that is the case, even if the client needs the product you are offering, it is very possible that they might choose to get a similar product from somewhere else.

The same goes for aggressiveness. There are many salespeople who believe that pushing the product forcefully can lead to a sale but that is a delicate path to tread. This might work once in a while for you, but more often than not, clients get uncomfortable when you assertively try to push a product onto them.

Clients like to make their own decision and you are there to offer them options, not to force decisions on to them. Bear in mind that your clients are usually well aware of the workings of their business and industry norms, and being as knowledgeable as they are they will probably not digest everything you say without questions.

Part of the problem lies in the fact that many salespeople do not get proper training into the do’s and don’ts of a sales pitch so they might go about doing things in any way as long as they can close the deal. A salesperson that is not properly trained in sales might not realize the importance of customizing the sales pitch for different clients, body language, or the various other matters that impact sales.

Carrying out a good sales pitch and closing the deal is nothing short of an art and it is most definitely not something everyone can handle naturally. If you are a manager, make sure the salespeople you are sending out into the field are those who understand the nature of sales and clients and deal with them accordingly. Knowing the ways of keeping your sales pitch under control is one of the first steps to closing a sale.

Hopefully, this has shed a little light on your sales pitch and the advantages of PrintArt. It can be a fairly complex process but don’t feel overwhelmed, reach out to PrintArt today, and explain your needs. Their customer service department will put together a cost-effective quote and help your vision come to reality!

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

Sales Philosophy – What You Believe Determines How Well You Sell

Posted on 09/29/202009/29/2020 by PrintArt

I have a simple sales philosophy: provide value first and make a friend at all costs. Now, what’s YOURS? Do you believe every word of it? You should if you want to be a great salesperson.

EVERY salesperson should have a sales philosophy that they firmly believe in.

It represents your values and defines who you are as a company and as a salesperson. It also affects how you approach your customers and how effective you are at making the sale. “I think I already have a sales philosophy…” You may think you have a good sales philosophy, but chances are it needs improvement. Does it accurately represent YOU? Is it as effective as you think it is? In reality, you probably fall into one of these two categories: A. You’ve been trained to follow some silly, scripted sales process you barely believe in, and may even hate. B. You’ve been in sales for what you consider to be a long time and have your “own way” of selling.

A: The Scripted Sales Philosophy

This usually happens to the newest of salespeople. They join the team, get a few scripts, and are told to “go get ’em!” Let them get their teeth kicked in a few times, they’ll learn. Is that really the best way to train someone in sales? Well, there is something to be said for failing your way to success, but you’re disheartening and devaluing your recent sales investment-your new hires. There are very few times when a verbatim script will actively engage another human being, whether it’s a cold call over the phone or in person. People buy from people, not a phony sales script. When your sales philosophy, or the one you are forced to swallow, doesn’t match what you believe deep in your heart, you will NOT be a successful salesperson.

B: The Dated Sales Philosophy

So, you’ve been in sales for a long time and have grown accustomed to your own way of doing things, but is your method still working? Or has it gathered dust and lost its meaning, edge, and effectiveness? Maybe you’re stuck in your habits, or perhaps you’re anxious about trying something completely new. Whatever your reason for sticking with this method, it’s time to realize that this reality won’t bring you the sales results that you want. Your numbers could be better if you let go of your excuses and old ways. Start with a new sales philosophy!

How do I develop a sales philosophy?

The key to developing a great sales philosophy depends on you and your individual values. The most important thing about is that you make sure it is completely YOURS. First, however, you must identify your company’s unique sales philosophy: what it wants its customers to think about the company, the products, and the people. Then you need to consider what YOUR personal sales philosophy is. What YOU want your customers to think about you, the products you have chosen to represent, and the company you have chosen to work for. There will often be some discrepancies between these two philosophies, but learning to work your own personal sales philosophy within your company is the key to success. Using a sales philosophy that is not in line with your own values will only leave you frustrated with lackluster results.

So stop using trained scripts and old habits that no longer represent you and what you have to offer as a salesperson! Identifying your unique sales philosophy and harnessing the power of its authenticity will give you the enthusiasm to achieve the results you desire!

Your customers will see your self-confidence and trust coming to you for their needs. If you truly believe in your sales philosophy, your company, and your product, they will, too!

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

Top Universal Sales Closes

Posted on 09/09/202009/09/2020 by PrintArt

If you are to become proficient in closing the “sale” you will have to become knowledgeable of the many different types of sale closes. First of all, a good salesperson must understand this fact; products and services are sold, not bought and top salespeople always plan their closes in advance. Shooting from the hip is not a practiced art of top salespeople.

Here are two questions that you must be comfortable asking your customers:

Does this make sense to you thus far?
What questions or concerns do you have for me right now?

These two questions without a doubt will get you the furthest in the sales process than any other questions by causing the customer to share what they do or don’t understand. Most objections from a customer are due from the customer not understanding the value they will obtain by possessing the product or service you present them.

The following is a list of proven closes used by some of the top salespeople in the sales profession:

1. Invitation Close: “Mr. or Miss. Customer why don’t you just give us a trial run to see if our products or services are to your liking. You have nothing to lose but being a satisfied customer.”

2. Preference Close: Give the customer several choices between prices and/or products. No one likes to be pushed into a corner. By offering choices to the customer it gives the customer the illusion that they are in control of the transaction. Always know that the person who is asking the most questions is in control of the conversation. So, ask away!

3. Secondary Close: You will want to keep the customer’s mind on your products or services and bring up as many reasons why the customer may find value in owning or using the products and services you have to offer. In many cases, a customer’s attention may wander. If this does happen to you, it is imperative that you get the customer concentrating back on the subject at hand.

4. Directive Close: Let the customer know what the next step is; (the plan of action) then guarantee the customer that you will take care of all the details personally, concerning the product or service red tape immediately! Most customers want to rest assured that the salesperson is competent and in control.

5. Shape Angle Close: “Mr. or Miss. Customer, if we can satisfy all of your concerns regarding our products or services, what would stop you from doing business with us right now”?

6. Authorization Close: “With your authorization here on this agreement” We can get started right away providing you with the products or services we spoke of this evening.” People want things taken care of right away. People also want to know the value in what they are about to own or purchase.

7. I Want To Think It Over Close: “That’s a good idea that you do so.” “I know this is a very important decision you are about to make.” “Obviously you have a good reason for wanting to think it over?” “May I ask what that reason maybe?”

8. Assuring Your Customer Close: “When working with our organization you will receive extraordinary service!” “The quality of our products and services are the top in the industry!” “Our organization makes our products and services convenient for our customers!” “You will know the true value and the significance of owning our products or services once you see how they work or function!”

There are several keys to being successful in selling. You will want to get serious and decide to follow through with your commitment to be the best at our craft. Next, you will want to identify your prominent skills, so you can become a successful salesperson. You will then want to surround yourself with the best of the best, so you can ultimately become the best.

Taking care of your physical health is very important also. Your health has a lot to do with your demeanor and confidence. Your attitude controls your altitude. So, stay healthy and strive to be the best in all you do. You will want to have a positive visualization of greatness. You will want to see yourself as the very best in your field. You are what you think about all the time. The way you visualize yourself will be the person you will become.

Be careful how you talk to yourself. Talk to yourself positively. You will want to control your inner dialog. Never forget! Positive input = positive output! Garbage in, garbage stays! Never lose sight that the quality of your life will be determined by the depth of your commitment to excellence more than any other factor.

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

Your Product is Not What You Sell

Posted on 09/03/202009/03/2020 by PrintArt

It is a common misconception among salespeople and businesses that what they sell is their product. Once you understand this is not correct and can see what your product truly is, you will be on a rocket ride to greater profits, happier customers, and a new outlook towards sales.

In a recent survey, numerous salespeople were asked directly what their product was and 96% of them stated that what they sold was their product. Let’s use a simple example to see why this not the case and can change the way you conduct business.

We will look at Mercedes Benz automobiles for ease of simplicity in our example. Salesman Joe is a proud salesman for Mercedes Benz Anytown and he has been an average salesperson for several years making a moderate income. When asked, “What is your product, Joe?” He responded, “The finest Mercedes Benz automobiles that are produced with the highest standards for quality, precision, and craftsmanship.” Joe stood proud as if he nailed a perfect 10 on the floor exercise in the Olympics. He was beaming with confidence and he felt like his response was perfect and impenetrable. As the questioner stood silently for several seconds, Joe the salesperson began to look for holes in his response. Then Joe was asked one simple question that began his transition from mediocrity to sales superstar.

The question was this: “Joe, is that your product or Mercedes Benz’ product?” Joe scratched his slightly balding head and began to search for an answer. He brought forth this response, “I guess it is Mercedes Benz product!” It produced an incredible “Oh my Word” moment for Joe.

He next began to wonder what his product really is and we began to brainstorm to see what his product is as a salesperson of Mercedes Benz high-quality automobiles.

As the person who asked the powerful question, I took Joe aside and sat down with my trusty dictionary and looked up the word “product”. We narrowed it down to “the desired result, to create anything having exchange value”.

Now we were moving forward with blazing speed. I next asked Joe the following questions to pull the correct response from him.

“Who will receive the Mercedes Benz Joe?”
“Do you want them to be happy?
“Do you want them to pay full price?”
“Do you want them driving a Mercedes home today?”
“Would you want them to send you referrals?”
“Would you want them to buy it again?”

Joe thought for a moment and he came up with some ideas and with a little guidance and support we came up with this as what his product REALLY is;

“A SATISFIED CUSTOMER WHO HAS PAID FOR AND RECEIVED A MERCEDES FROM ME AND WILL REFER FUTURE PROSPECTS”

Joe’s mindset started to shift immediately. He realized his product was a satisfied customer who purchased what he sold and is so happy they will return to buy more and will refer others to him. From that day forward, Joe reminded himself before he greeted a prospect what his product really is and he closed more deals for more gross profit than anyone in his dealership for the next six months. In fact, he went on to be promoted to sales manager and he credits this one small change to his approach as the factor that led to his success.

My question to you is what is your product? How can you profit from this simple change of viewpoint to grow your sales and grow your business to new heights? Your product is NOT what you sell; it is what you produce as a result of your efforts.

Have a great selling day.

PrintArt – Accurate Die Cutting
413 Interchange St.
McKinney, TX 75071
972.562.7921
https://www.printart-adc.com

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