Hi, I'd like to discuss the most powerful words you can use during the selling process.
Quote: Words are the most powerful drug used by mankind. Rudyard Kipling.
Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you use the word I. As I've mentioned before the idea is to be focused on your client's needs but I'm sure this is restating what you already know.
I want to discuss words that you can use in your speech that will make your language more effective at controlling the thoughts of your prospect....
How To Improve Your Voice
The Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may be, the fact remains that the quality of the sound of the human voice is partially lost through transmission, resulting in the client misinterpreting your meaning.
To Allow speech to be heard clearly be careful with your choice of words....
Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself. I don't want to give you the impression that discounting is never appropriate. I can think of three scenarios where it is required:
Getting Past the Gate Guard
Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today's electronic world, voice mail systems have frequently replaced the human gate guard.
In surveys we have conducted, we have found that salespeople's inability to get busy prospects to return their calls ranks just behind "not enough time in the day" among the frustrations salespeople face.
Biggest mistake: Leaving either a voice mail recording or a message with a secretary that contains nothing more than a number for the prospect to call....
Take the Contract with You
I learned something very interesting this week. Thankfully, what I learned was really at no one's expense. What I learned is that when you are on a sales call and you believe there is a possibility (even a remote one) that you may close, always take your contract or letter of agreement with you! This does not apply if your contracts are so complex that it takes a team of attorneys to sort through it. If, however, your contract or letter of agreement is one or two pages long? take it with you. The above rule is something I've known for a long time....
Great Telephone Skills
Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it may lead to unintended misunderstanding.
Here are some tips:
Even voice tone
It is important to speak clearly in an even tone. If you are anxious or even short of breadth, the other party may perceive that you are distracted....
Planning to Realize Your Goals
Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life. It is important to have a goal written down, and it is equally as important to the write down the reasons why you want that specific goal. The drive to accomplish your goal is in the reasons why you want it. With a specific goal in mind you have your target, and by being conscious of your reasons, you will maintain the drive to accomplish it. The final thing you need is a plan....
I Am A Habit
JOHN DI LEMME on "I Am A Habit"
H-A-B-I-T...When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, "Are my habits today going to help me achieve my WHY in life?" This is a life-empowering question if you truly ask it and listen for the answer.
I received the following excerpt from a very dear friend of mine and felt that it is definitely the best explanation of a habit that I have ever heard:
I am your constant companion....
Flea Marketing Lessons
A few days ago, I was signing copies of my book - Climb Your Stairway to Heaven: the 9 habits of maximum happiness - at the flea market. Nobody expects an author to sign books at a flea market. Some people sell a few worn-over books, but authors just don't do book signings at flea markets. Especially not books about finding happiness.
I've never been afraid to be different, to take the road less traveled, to wander off the beaten path and run gleefully right over a cliff. Fortunately for me, the flea market is on low ground and I had the chance to learn a few things just watching people....
Open Source Selling? The Next Evolution? The Next Revolution
"Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major benefit of "open source" to software programmers has been dramatic. "Source code" is defined as the inner working and competitive advantage of operating systems and other computer programs. In open-source frameworks, the source code is freely available for all to see -- and improve upon.
It doesn't stop at the access to the source code however....
Can Walmart Make You Rich?
Have you ever shopped at Walmart and thought... I need to get my products on those shelves. Did you spot the perfect place for your new product and think, Bingo, that's where my product will go. I think I'll give them a call.
The truth is, Walmart receives hundreds of calls each day, asking the same question, "How do I become a vendor?" For many people getting your products on the shelves of Walmart is the pot at the end of the rainbow. Thoughts of millions of dollars race through their heads. For some, Walmart is the pot of gold they searched for....
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. You may feel overwhelmed by the demands of being both owner and employee. You might not have a strong base of effective selling & marketing skills. In addition, you may believe that self promotion is somehow unprofessional and pushy or even unnecessary. Very often, professionals "open up shop" and expect, much like in the Field of Dreams, "if you build it, they will come....
Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving.
There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn't mean you can sell well in the trade show environment.
I've identified five major areas which cause concern for professional sales staff who have booth duty. This has nothing to do with the ability of the sales person, only that they often have to do a 180 to accommodate their concerns....
Another Warm Lead
Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from American Express. She asked if I had received the mailing I'd requested. Wendy: I didn't request a mailing. Caller: Did you receive a mailing? Wendy: I don't know. Caller: It was from American Express, outlining our financial products....
My Competitor Has a Better Product
The topic of this issue's article is a response to a question submitted by one of my newsletter readers. QUESTION - "At the moment, my competitor's have a far better product/deal, due to circumstances out of my control. However, customers go to the competitor and then come to me to compare. How do I go about convincing the customer that our service/product is better even though on paper it isn't???" ANSWER - Thanks for the question. I'm going to answer this to the extent that I can without knowing what it is that you or your competitor sell....
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