B Customers Need Love too
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Tuesday, December 18, 2007 |
I thought I covered all the bases but I received a great email from Jenny Cartwright who is, in my opinion, Australia's best Telephone Techniques coach. Jenny says because everyone else's given up... you will have it all to your self in the next few days until Christmas day. Here is what she is advising you to do:  After calling the top 20% of your customers, move to your "B" customers. These are the people who may have only bought one thing from you or they have bought inconsistently. Say to them "We enjoyed doing business with you last year and we thank you for that . I am wondering what your ____needs are next year and how we can help you resolve them. Once I know, I can start thinking about how we can best help you over the Christmas break." Your "C" customers are the people that you did quotes for and never ended up closing business with. You can call them again to show you care. You already know something about them so you are half way there. Remember, persistence works and it may take three or four more calls next year before they realise they should be working with you. My favourite saying is "People don't care how much you know, they want to know how much you care". Do Not Say ""Just calling to see if I can change your mind about ordering from us rather than your existing supplier". Review your notes and develop a reason to call that will give value to them. Say something like " I remember you said you were concerned about ____ when we last spoke." Find out about areas of dissatisfaction they might be experiencing. |
posted by Wayne Mansfield @ 12:39 PM   |
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Sorry sister but the flesh is weak
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Thursday, December 13, 2007 |
 A priest offered a lift to a nun. She got in and crossed her legs, her habit opening to reveal a leg. The priest nearly had an accident. After controlling the car, he stealthily slid his hand up her leg. The nun said, "Father, remember Psalm 129?" The priest removed his hand. But, changing gears, he let his hand slide up her leg again. The nun once again said, "Father, remember Psalm 129?" The priest apologized "Sorry sister but the flesh is weak."
Arriving at the convent, the nun went on her way. On his arrival at the church, the priest rushed to look up Psalm 129. It said, "Go forth and seek, further up, you will find glory."
Moral of the story: If you are not well informed in your job, you might miss a great opportunity.
For more light hearted management advice: http://www.bobpritchard.com/ |
| posted by Wayne Mansfield @ 8:05 PM |
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Peter Drucker on Effective Leadership
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Tuesday, August 28, 2007 |
 "Leaders communicate in the sense that people around them know what they are trying to do.
They are purpose driven - yes, mission driven. They know how to establish a mission. And another thing, they know how to say no.
The pressure on leaders to do 984 different things is unbearable, so the effective ones learn how to say no and stick with it. They don't suffocate themselves as a result. Too many leaders try to do a little bit of 25 things and get nothing done.
They are very popular because they always say yes. But they get nothing done."
Source: Forbes |
| posted by Wayne Mansfield @ 6:00 PM |
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College Kids Spend Up Big
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Tuesday, July 17, 2007 |
 College students and their parents plan to spend $47.3 billion for the return to campus, according to the National Retail Federation (NRF). That's significantly more than last year's $36.6 billion spending, and almost triple the NRF’s projected $18.4 billion spending for the K-12 back-to-school season.
The biggest spending category is textbooks ($15 billion), followed by electronics ($12.8 billion), clothing and accessories ($7.41 billion), dorm furnishings ($5.43 billion), school supplies ($3.14 billion) and shoes ($2.96 billion). Incoming freshman will spend the most, averaging $1,193, and sophomores will spend the least, averaging $748. |
| posted by Wayne Mansfield @ 10:17 PM |
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Objections Lead to Sales
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Sunday, July 15, 2007 |
 Below are three objection response ideas. They're built for the "price is too high" objection but can be adjusted for many of the more common objections by replacing a few words.
"That's a valid issue, Susan. Several of our current customers had those same concerns at the beginning. Let me show you some examples of how those purchases paid off."
"I understand your price concern, Bob. In fact, I'm sure several others in the room have similar thoughts. Initially, the price can seem high but in the mid and long terms, I'm pretty sure you'll be very excited about the return on investment. Let's take a look."
"Yes, it does seem a bit high initially. When you look at the complete value of it over the life of its service, I think you'll feel much more comfortable with the investment."
More at JustSell |
| posted by Wayne Mansfield @ 10:10 PM |
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key to handling objections
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Tuesday, July 10, 2007 |
 Embrace the objections of your prospects and customers.
Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a positive step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it's your responses to the objections that help validate or support their buying decision.
This is the reason the responses to your top objections (those you and your team hear most often) must be planned and prepared with a professional's level of attention.
What makes the best response to an objection?
Be sure your responses show an appreciation for the objection in a way that validates the prospect's concerns and addresses the issue very directly. Any response that could be misinterpreted as defensive, evasive, manipulative or sarcastic should be eliminated. Leave slick and cute lines to your competition.
Once prepared, work through the delivery of each response with those on your team, as well as some individuals outside your sales department. Get genuine feedback, make appropriate changes and then practice the delivery of your responses until you have them as natural and as tight as your opening prospecting statements.
More from JustSell |
| posted by Wayne Mansfield @ 10:05 PM |
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Top Ten Networking Tips
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Sunday, July 08, 2007 |
 From Terri Coopers Newsletter Networking Works
- SMILE!
- Wear a name badge.
- Always offer a business card
- Stand where people are likely to congregate. (bar/trade display etc)
- Ask people about themselves and their business
- Ask open ended questions
- LISTEN!
- Befriend first timers
- Use people's names often
- FOLLOW UP!
Some Important Information:
- A referral generates 80% more results than a cold call.
- Approximately 70% of all jobs are found through Networking.
- Most people you meet have around 200 contacts.
- "The image you project, in many circumstances, is far more valuable than your skills or your record of past accomplishments" - Quote from University of Success.
- The price your customer paid will be long forgotten, but the quality of the service they received will be remembered forever.
- It's not who you know, it's not what you know, IT'S WHO KNOWS YOU!
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| posted by Wayne Mansfield @ 11:02 PM |
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Wisdom - Herman Melville
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Wednesday, July 04, 2007 |
 "We cannot live for ourselves alone.
Our lives are connected by a
thousand invisible threads…
our actions run as causes and
return to us as results."
Herman Melville |
| posted by Wayne Mansfield @ 3:48 PM |
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Concentration
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Monday, July 02, 2007 |
Very often we desire one thing and expect in our hearts another, which creates confusion. The master said, "A house divided against itself cannot stand." - Raymond Holliwell
And if a house be divided against itself, that house cannot stand. - Bible, MARK 3:25 |
| posted by editor @ 9:31 AM |
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Belief
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Tuesday, June 12, 2007 |
| You can do anything you think you can. This knowledge is literally the gift of the gods, for through it you can solve every human problem. It should make of you an incurable optimist. It is the open door... |
| posted by editor @ 4:14 PM |
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Belief
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Monday, June 11, 2007 |
I found that I could find the energy...that I could find the determination to keep on going. I learned that your mind can amazed your body, if you just keep telling yourself, I can do it...I can do it...I can do it! - Jon Erickson
A person under the firm persuasion that he can command resoures virtually has them. - Livy |
| posted by editor @ 4:26 PM |
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Sales 101: Asking for the Order
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Friday, May 25, 2007 |
By Daniel Sitter“Ask, and you shall receive”, a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business.
Is this advice just for persons who make their living offering products and services to others for a commission? Yes, of course, but it is actually for all of us. After all, everybody sells! Surprised? Everybody does sell, although many people may not realize it at the time or think of themselves as salespeople. We sell ourselves and our ideas everyday.
In the job interview setting, we are selling the potential employer as to why we are the best person for the job. The boy who desires to date the girl he is enamored with must sell her as to the benefits of going out with him. The man proposing marriage to his sweetheart is selling her as to the lifelong benefits of being with him only. We all sell, in one manner or another, although possibly not in the traditional sense.
Selling, distilled down to its most basic roots, is simply the matching of benefits to needs and desires. The salesperson acts as the broker who is simply bringing the product or service to the table so that the buyer can be shown the personal benefits of ownership or use. Under ideal circumstances, the salesperson’s purpose is simply to help the buyer purchase what he needs or wants. It is a win-win scenario for both. There is no coercion.
What is missing in many sales presentations however, is the final close… asking for the order. I have witnessed countless sales presentations during my career where the salesperson has done a magnificent job in making her presentation. She answered all of the objections. She probed and used trial closes along the way. At the peak of the presentation, the crescendo… she says “have a nice day” or “I’ll see you next time” or “call me when you are ready” or some other lame comment and then turns to walk away. She never asked for the order!
My sales motto has always been, “Ask, or the answer is always no”, and it really is. We must always perform the next natural step in the progression of our wonderful sales presentation, after the objections have been answered, and that is to ask the customer to make a buying decision now. This is the reason why there are salespeople. We would not be needed otherwise.
After all, an interested potential customer can go to the internet these days and learn just about every fact imaginable concerning our products or service. He can also examine our competitors. The customer is better educated than ever before. The salesperson must be at least as well educated as her customer as to the features, advantages and benefits of her own products and services, as well as those of her competitors. Keeping these facts in mind, what then is the role of the salesperson? Salespeople exist to close the sale. That is all.
As salespeople, if we fail to ask for the order, seldom will we actually receive the business and related commissions we desire. So... "Ask, and you shall receive." |
| posted by editor @ 9:24 AM |
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Sales Management
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Thursday, May 24, 2007 |
By Ismael TabijeSales Management includes features for creating the sales force; organizing sales force, sales forecasting and planning, identifying potential customers, maintaining client information, and creating and managing schedules.
Sales management’s key functions are contemplated around procuring a clear perception into the activities of direct reports as well as the sales activities of the enterprise.
Key functions maintained by sales management are managing organizational sales structure and territories—crucial enterprises turnover; sales reporting and forecasting; quota management—handing assignments to sales representatives, implementing changes, etc.; and incentive management—producing compensation plan.
An organization’s sales management is enhanced through their workforces’ active participation to internal and external programs like symposiums—meetings or conferences conducted to discuss an issue; trainings—coaching people to a mode of performance in introductory, learning and transitional periods; and seminars—a gathering where there occurs information exchange and discussions.
These customized activities indulge the personnel’s yearning to gain more knowledge on individual productivity, team work, streamlining the sales process, sales performance precision, hiring sales champions, motivation methods that work, mastering the art of sales and sales coaching and tools, tactics, strategies for improvement.
The role of the sales manager is to provide an atmosphere where their subordinates can perform. They play a critical role in analytically examining, questioning and settling the sales productivity problems by creating structure and conscientiousness in the sales process.
To be good in these aspects, a sales manager must equip himself with the methodologies for planning sales activities and the know-how in using sound key performance indicators for managing the selling process. To increase sales productivity, concentration must be allotted to the sales process rather than consuming full focus on business outcomes.
Another character in sales management is the sales people or sales representatives. These are the people designated to solicit business in behalf of the organization in a specific territory.
To build successful sales relationships, a sales representative has to identify and attend to two necessities. These are the prospect’s psychological needs—intellectual concerns as to what makes him happy; as well as the prospect’s objective or business needs—the products, materials, equipments that are related to his profession, way of life, or hobbies.
In sales management the things that are taken into consideration are: the sales process—right variety to suit the business’s market and value delivery to consumers; psychological assessment—revolves around understanding and researching on the business and consumer needs; pre-approach planning and prospecting—understanding maximum value prospects and generating referrals; opening—engineering business affinities, establishing plausibility and gaining interest; and strategies—development of long- and short-term sales cycles.
A profitable sales management requires the comprehension of the prospect’s needs and the source of customer value. Active listening and questioning techniques should be applied to collect information on ways to further service and product value. And there should also be continuous personnel information upgrade to equip sales people with the right strategies and methods to top-notch sales and sales management skills. |
| posted by editor @ 9:03 AM |
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Create More Money In Sales Letter Writing
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Wednesday, May 23, 2007 |
 By writing sales letters you can make more money. For that you have to follow certain steps and ways. There are some keys which will help you create more money in sales letter writing.
Purpose – Fast sales letter writing is possible with a purpose in mind. Your sales letter should be gathered around the purpose. Based on the purpose the tone and construction of the sales letter will vary.
Introduce yourself – Introduce yourself in the sales letter to create trust in your readers. Explain the reason of your association with such a good product and service. Help the readers believe what you are saying in the sales letter.
Language – Use simple language in fast sales letter writing. Simple, plain and lucid language will make a sales letter easier for the reader to digest and get the points you are trying to convey. Use correct language and check for grammatical and spelling mistakes.
Impress the readers – Impress the readers with the sales letter. An impressed reader will tend to buy what you are offering in the sales letter. Impress him with the facts and testimonials, with the calculation and the money earning or saving opportunity or benefits.
Structure the sales letter – Structure your sales letter well. The structure will help the reader to place a professional image on your sales letter, you and your product or services. Structure will make your sales letter more effective. Your sales letter structure will include a headline, a salutation, a powerful opener, an internal structure, an offer, a P.S. and credibility boosters. |
| posted by editor @ 8:39 AM |
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Time Management At Work
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Tuesday, May 22, 2007 |
 A career in sales may sound fascinating and lucrative to many. However, you must analyze it from all the important aspects before deciding to pursue sales as your profession. Exploring several opportunities is necessary as you might get to know about better options available and feel interested in a particular sector of sales.
Job Profile
Sales primarily revolves around the main intention of making money, deriving huge benefits and increasing customer satisfaction as well as loyalty. It includes several activities including converting various opportunities into orders along with negotiating, propositioning, presentation and deal closing. It even envelops imparting knowledge regarding marketing like competing risks, current business trends and benefit analysis.
Research Leads To Knowledge:
Knowledge plays a very significant role in order to be successful. No matter which degree you graduated with, you can always acquire the skills to sell, provided you have the zeal and urge to do well in your career. Similar to other professions, people in sales need to be hard working, dedicated, committed and talented in order to survive in the competitive world of sales. It is like the man eats man theory. You need to be on your toes most of the time, in order to meet the targets; otherwise you’ll find someone else ready to replace you. One should always do a lot of research work and take the opinions of people who have been working in this field from a long time. You can get to know about various challenges, fears, different issues and general work culture as a whole. Second hand work experience would certainly help an aspiring candidate in understanding the job completely, along with its positive as well as negative effects.
Job Opportunities
It’s a great career to be part of, because one gets the opportunity to stay dynamic, meet several different people, travel a lot and resolve problems. A sales person should be efficient enough to understand every detail about the product and able to explain the product to customers in a proper way. It’s necessary that he/she should be able to make the customer understand features of the product and other necessary details. They must be acquainted with marketing strategies and should be able to implement it to one’s daily professional life.
Basic Skills
The profession of sales has lagged behind other professions mainly because of the inability to seriously understand the career. It is always useful to pursue a degree in sales and promotion because it is a difficult job and not the kind of thing that can be done well by every one and anyone. One needs to have an undying passion and inclination to excel, learn new skills, developing technical knowledge and bring good will to the company. Some of the other attributes of a sales person are good critical thinking skill, ability to take rejection and excellent verbal and written communication skills. You should even have some knowledge about the advertising industry and tricks of the trade regarding sales and promotion.
It’s advisable for a newbie who aspires to be in a sales career to search for a good sales team to work with and especially an efficient sales manager who can help them learn the practical fundamental elements of the sales business.
Sales is a dynamic field and one cannot apply the same traditional methods that once worked. It requires implementing the latest methodology and strategies to ensure success.
Article Source: http://EzineArticles.com/?expert=Tony_Jacowski |
| posted by editor @ 8:58 AM |
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