SPIN, Relevant To Both Salesmanship & Advertising!

 
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling. Situation, Problem, Implication, Need Pay-off. It should come as no surprise that one of the things that he discovered was that successful salesmanship means asking a lot of questions, before presenting products. This is just common sense. What would you think of your Doctor if he told you, "...
 

Two Mistakes That Will Cost You Money

 
You've met a new prospect, accurately assessed their needs and determined that you can provide the product and service she is looking for. You've presented your information in an engaging manner and the prospective customer appears interested. Many salespeople now make one or two very fatal mistakes that cost them the sale. 1. They don't ask for the sale. 2. They talk the customer out of the sale. You may scoff and think these don't happen. After all, how can salesperson or business owner NOT ask for the sale or talk the customer out it?...
 

How to Leverage Your Influence

 
Why do we get into sales? Typically it is two reasons for most people. One is to make money, and the other is often that we like working with other people. Yes, there are good reasons to be in sales. To be highly effective and win on a consistent basis, we must remember that sales is a team effort. Its great to have a big ego (of course you would here this from me). A big ego will carry you far. A big ego is also a strong ego in my world. A strong ego is someone who knows when and how to put him or herself aside, and bring whole team along....
 

Store Owners - Five Ideas to Increase Sales

 
1. Animate your window display. How often do you change your window display? Once a month? Once a week? Try changing your window display every day! I saw a very successful display that had five or six mannequins facing left and right with a backdrop of a street scene. Every day the mannequins would move a short distance in the direction they were facing and the backdrop would pan left or right along the 'street'. Sometimes the mannequins would stop to 'talk' to each other as those around them continued on their journey across the window....
 

Never Stop Selling

 
The question: "When should a growing company slow down its sales function and focus solely on delivery?" The answer: "Never!" When fast growth is the focus of your company, the only constant is that you will always, and I mean always, need more sales. It doesn't matter how full the sales pipeline looks, you need more sales. It doesn't matter that you have no idea how you're going to deliver the order you just took, you need more sales. And it doesn't matter that you're booked for the next year, you need more sales....
 

Cracking The Billable Hours Ceiling

 
How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too many hands out there. What would you say is the cause of this gap between your goals and your earnings? While you could certainly name the economy or inadequate marketing as the culprit, I'd like to suggest a third alternative. It may be the constraints of the billable hours model that keep you from your financial goals. Let's face it, there are only so many hours you can actually bill to clients....
 

Whats the Secret to Repeat Business?

 
This missing link is often not even considered as part of a marketing plan - but it should be! What is the secret to repeat business? Exceptional customer service. Are you surprised? You really shouldn't be. Put yourself in "consumer mode" for the next minute or two and let's explore the power of a solid customer service program. Think of the last time you purchased from a business and had a poor experience. What brought you to the business to begin with? Maybe low price. Perhaps it was that the company had a product/service you needed immediately....
 

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

 
Business owners should be more like doctors. Forget selling and start asking your customers where they hurt. Broken leg? Ulcer? Empty wallet? Don't sell, diagnose. And what are you as a doctor looking for? Well, of course: that ever-illusive, yet ever - profitable disease called Dropped Jaw Syndrome. OK, it may not be in any medical book. But Dropped Jaw Syndrome, however rare, is known to anyone who's ever tried to sell something. The customer walks into your store, listens to your pitch and falls into an awestruck trance....
 

Sales 101: Handling The Angry Customer

 
I am often reminded of the following true story whenever I encounter a hostile customer or prospect, witness a scene where someone is losing their cool or observe someone getting chewed out for something that they may or may not have done. No one enjoys being yelled out, cursed at, bullied or manhandled in any form, whether physically or verbally. It does however, happen at times. What options do you have to diffuse the situation? Can you separate yourself from the abusive behavior being directed at you before you lose your cool and strike back?...
 

"The Power Of Consumer Opinion, & How To Profit From It!"

 
Selling is just a whole lot easier when you know what people really want. But unless you're psychic, or know how to do the Vulcan mind meld, "getting into their brains" is HUGE! I can't tell you how many times I've racked my brain trying to make sense of consumer opinion, & up until this point, I have to confess. Ain't got no voodoo. But here's what I know. Having the right product is certainly important, but it's not nearly enough. What people really purchase are positive feelings that they associate with ownership, and they rarely express the connection between those feelings & product ownership plainly in consumer opinion polls....
 

Impotent Questions - How Much Are They Costing You?

 
Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. They buy when they believe that a product or service will bridge this gap for them. In other words, people are most likely to buy when they are in a state of trouble, or a state of tremendous opportunity. Some people will seek you out as a seller, and tell you this. These are the easy sales....
 

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

 
"THE ANSWERS (1 - 5) ARE HERE!!!" Question 1) List the top five most important steps in the selling process? Answer: 1. Rapport. Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide. The more information I provide the more you understand my needs and wants. The more you understand my needs and wants the easier it will be for you to sell me. Be sincere. Nothing will turn a customer off quicker that insincerity. 2....
 

No Regrets

 
Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share? According to a study, just before people die, if they express any regrets at all, those regrets tend to fall into two categories. The bigger, by far, is regret they didn't do better by other people. Such as, they didn't spend enough quality time with their children. Or they didn't end the feud with their sister. Or they let pass too many opportunities to say "I love you." The second area is, people regret they didn't try to do something....
 

Gic Number For Writing Sales Letters

 
When I write sales letters for my clients, one rule I always start with is The Rule of 7. I learned about The Rule of 7 from one of my good friends who once ran for political office. In his campaign, he made certain that his name appeared seven times in all of his radio spots. Why? Because that's generally the number of times required before a name "magically" sticks in the mind of a prospect. The Rule of 7 is often used in radio and television advertising. But this isn't an isolated occurrence-the number seven seems to be a bit magical in other areas, like prospecting and linguistics....
 

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

 
According to the Direct Marketing Association, in 2003 U. S. direct mail marketing efforts produced more than $689 billion in sales. For those organizations who know how to use it direct mail always has been and always will be a core component of their overall marketing strategy. Several key factors are critical to your direct mail marketing success. One important factor is the letter. In many cases, particularly with small to mid-size companies, the sales letter may be the entire marketing package....
 
Pages: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20


  • On main

    [© 2015] Sales. Site map