It isn’t just that most people are lousy at sales…
far more shocking is the fact that most SALES PEOPLE
are lousy at sales.
far more shocking is the fact that most SALES PEOPLE
are lousy at sales.
If you’re one of them, this article is for YOU!
The plain fact of the matter is that the overwhelming
majority of sales people rely on their charm, gift
of gab, and ability to “wing it” to make sales… instead
of being prepared to make sale after sale. STOP IT! Following
these sensible steps means more money:
majority of sales people rely on their charm, gift
of gab, and ability to “wing it” to make sales… instead
of being prepared to make sale after sale. STOP IT! Following
these sensible steps means more money:
1) Closing sales is not a matter of motivation or pressure.
Instead, it’s a question of having the right information readily
at hand, so you can answer customer questions quickly, easily,
thoroughly.
Instead, it’s a question of having the right information readily
at hand, so you can answer customer questions quickly, easily,
thoroughly.
Thus, consider what you have readily available when
you are talking to a customer.
you are talking to a customer.
2) Do you have (readily available, mind) a sheet of “you
gets”, that is a list of PRECISELY what your customer
gets when using your product/service?
gets”, that is a list of PRECISELY what your customer
gets when using your product/service?
Dollars to doughnuts, neither you nor any member of
your business has sat down and written out the features
of what you’re selling; then converted each and every
feature into a benefit that the customer gets. Treat each
and every benefit like scoops on an ice-cream cone;
the higher you stack ‘em, the more enticing to the customer!
your business has sat down and written out the features
of what you’re selling; then converted each and every
feature into a benefit that the customer gets. Treat each
and every benefit like scoops on an ice-cream cone;
the higher you stack ‘em, the more enticing to the customer!
3) Do you have a sheet of offers?
Products do not sell themselves; a sales person bragging
“Our product sells itself” is wrong, naive or both. What sells
products is offers; the better the offer the faster the sale.
“Our product sells itself” is wrong, naive or both. What sells
products is offers; the better the offer the faster the sale.
Thus, have you got a sheet of offers; “add-ons” you can
use to motivate immediate customer action? This list should
make it very clear just what the customer gets for fast action.
AND when the customer must act, for ALL offers must be
limited by time, quantity, etc.
use to motivate immediate customer action? This list should
make it very clear just what the customer gets for fast action.
AND when the customer must act, for ALL offers must be
limited by time, quantity, etc.
4) Do you have a sheet of results testimonials?
People what to be assured and re-assured about what
they will get when using your product. Here’s where “results”
testimonials come in. These not only provide a happy
customer’s experience in using your product (“I loved it”),
but the specific results that customer achieved. The greater
the specificity and the benefits, the better and more
effective the testimonial.
they will get when using your product. Here’s where “results”
testimonials come in. These not only provide a happy
customer’s experience in using your product (“I loved it”),
but the specific results that customer achieved. The greater
the specificity and the benefits, the better and more
effective the testimonial.
Note: whenever possible ALL testimonials must include
full customer and such relevant details as title, location, etc.
In short, testimonials must be detailed and complete to be
completely credible.
full customer and such relevant details as title, location, etc.
In short, testimonials must be detailed and complete to be
completely credible.
5) A page of objection responses and rebuttals
Face it, not every customer will leap for joy upon hearing
of what you are selling. That’s why you must be prepared for
the nay-sayers, the procrastinators, the cautious, and
the merely foolish. For these folks, a list of every possible
objection and your strongest response is required.
of what you are selling. That’s why you must be prepared for
the nay-sayers, the procrastinators, the cautious, and
the merely foolish. For these folks, a list of every possible
objection and your strongest response is required.
Commmon objections include:
“I must ask my spouse.”
“I’m on vacation for the next 2 weeks.”
“I have to check you out.”
“I don’t have the money.”
Now hear this: there isn’t an objection under the sun
which cannot be effectively answered, only not by
“winging it.” EVERY successful sales person knows
that preparation here is mandatory; the rebuttals may
seem spontaneous… but they must ALWAYS be
rehearsed. Brainstorm all objections; then work on
the responses. As new objections surface, add them
to your list… and, again, perfect the perfect, objection-
demolishing response.
which cannot be effectively answered, only not by
“winging it.” EVERY successful sales person knows
that preparation here is mandatory; the rebuttals may
seem spontaneous… but they must ALWAYS be
rehearsed. Brainstorm all objections; then work on
the responses. As new objections surface, add them
to your list… and, again, perfect the perfect, objection-
demolishing response.
Last Words
The key to sales success is NEVER a “wing and a prayer.”
It is ALWAYS a matter of total, complete, deliberate effort.
Such effort can turn a mediocre sales person into a stellar
performer. That, of course, is precisely what your goal
must be, and now you know how to achieve it!
It is ALWAYS a matter of total, complete, deliberate effort.
Such effort can turn a mediocre sales person into a stellar
performer. That, of course, is precisely what your goal
must be, and now you know how to achieve it!
