Skills Of A Successful Sales Person

Brevity in client conversations:

In Hamlet, Shakespeare said it best: “Brevity is soul of wit.” When marketing a particular product, a buyer will lose interest if the benefits of the solution are not expressed in a clear and concise manner. Psychologically, buyers usually have a lot on their minds (as they have their own jobs and goals too) and want to get to the point. Too much information or elaboration on a certain topic can put a sales person in a position where the client purposely avoids them due to their conversations’ perceived length. If you want an example, call one of my family’s pet sitters (name confidential).

Question and Benefit Selling:

Either speaking in-person or over the phone, a good sales person asks the proper questions and uncovers the client’s needs in a timely, friendly and professional manner. They also always write down the client’s concerns in order to address them one by one. Knowing these requirements allows the sales representative to work with the buyer bit-by-bit to solve their problem via a tailored offering. In a meeting, it is the buyer, not the seller, who should control the situation.

Accessible Language with Supporting Evidence:

In nearly any complex sale, a sales person will deal with all different types of decision makers within a company. This can range from that stereotypical reserved CFO to the boisterous VP of Sales. No matter who they are, they will all understand catch phrases such as ‘hit it out of the ballpark’ or ‘we can give you a better price, however, as we all know, at that price, I feel that the resources we can allocate may be a swing and miss.’ These are aspects of everyday life, and to bring them to the negotiation/sales table can put everyone on the same page.

Efficient phone technique:

Nothing grabs the undivided attention of somebody purchasing a product better than a sales representative who speaks with a tone of voice that not only shows confidence in himself, but confidence in the product he or she is selling. Typically, I can tell a good salesperson within thirty seconds, due mainly to voice projection and confidence. Also, before a strong bond is formed with the client, intelligence and proper grammar are significant steps to becoming a respected part of that client’s business day and decision making process. Most importantly, good phone technique follows the old proverb straight and to the point.

Next time you make a cold or warm-call try saying, “Mr. Smith, my name is Bob Salesman; I’m calling from ________ (maybe even add in what your company does). I do truly understand you are very busy, however could you give 30 seconds of your time? About a week ago, you came to my firm inquiring about x, y or z, and I’m hoping to set up a five minute phone conversation in the next few weeks to elaborate on our organization and better introduce myself.” Ink in the appointment and, prior to that next phone call, refer to the “Question and Benefit Selling” part of the article.

Industry Contacts:

In any industry, the easiest way to get in the door is to know the decision makers within your target market. These days, being able to sell to “C” level executives (the new Lexus of resume listings) is a skill in great demand. These contacts are formed over time through trust, careful relationship building and delivery of a product that the executive and her company perceive to be beneficial. The effective sales person realizes that these people are busy and that account manager must be on-call to see them whenever a free moment arises. If you want to know how to find out who these people are, websites such as Linkedin.com, Hoovers and Selectory.com can get you the right names. Now, with the right wit and an ability to get past the gate keeper (sales term for assistant), you can build your own black book of important contacts.

Friendliness and Professionalism:

Good sales people represent their organization in a professional manner while reaping the benefits of establishing good relationships with their valuable client base. However, some of these aspects can backfire when making a sale or laying the groundwork for a “cross-sell” or future business. How can this go wrong? Occasionally, Account Representatives tend to have a very outgoing personality and can easily cross the bounds between a good working relationship and an outside friendship. The best friend tactic sometimes will work with occasional clients as they want to establish both a strong working and personal relationship with their sales representative. Other clients have their own interests and think of a sales person as only a minute (and possibly annoying) part of their work day. Unless the product and service is great, a professional faux pas can kiss just about any account goodbye.

Sales Funneling – A Marketers Guide

Sales people often feel that all marketing needs to do is to drive loads of leads their way. If this is the approach in your organisation, then you are missing sales and lowering potential profitability. Careful management of the tone and quantity of your marketing content across a planned sales funnel can deliver pre-qualified leads to a sales person, significantly improving the chances of conversion.

Many of us will have experienced a sense of ‘information overload’ where we simply switch off, or the frustration of wanting to know more about a product or service before we commit and not being able to find it. Both happen regularly, and when they do – you’ve lost a sale.

For almost every purchase we make, we run through a broadly similar decision-making process (I say almost, as the impulse bar of chocolate at the supermarket counter is quite a different process). Typically, and particularly for more complex purchases, our thinking will go something like this: ‘My laptop is heavy – I saw that ad for really light weight ones, who was it again?’ (Latent need); ‘There’s that ad, it’s X-brand’ (Awareness); ‘I’ll just check out their site’ (Interest); ‘Hmm, well the weight certainly compares well, but can I afford it, what are the other options?’ (Evaluation); ‘I’ll pop into Y-shop to see what it feels like and ask a little more about it’ (Trial); ‘I’ve researched the best price, I’ll get it from there’ (Purchase). Kotler and others have spelt out various different versions of this process, there’s bound to have been one modelled for most markets. By understanding the way people make buying decisions, you can map your sales funnel: 1. Awareness, 2. Interest, 3. Evaluation, 4. Trial, 5. Purchase.

Against this process you should map and measure your sales funnel, you’ll steadily whittle down your audience at each step, with interested parties moving through the funnel and those who either don’t want what you offer or who are turned off by your messaging going elsewhere. To maximise the conversion at each stage, marketers should consider two key elements; tone and quantity.

What do I mean by tone? As short-hand, think emotion. Against the sales funnel, there is an appropriate tone at each step. If you imagine a continuum from emotional to rational, typically your marketing material will need to start at emotional and move to rational through the funnel. To really get noticed, you need to appeal to our most human side, our emotions. If you hit a nerve, they notice you. However rational you are, e.g. ‘we’re cheap’, if they don’t feel a need for what you’re offering they’re unlikely to notice your communications in the first place. Successful emotional appeals, in marketing terms, usually hit on a negative feeling and say that you can take it away. This is called finding the point of pain. Once you’ve established that emotional appeal, your communications need to move into more rational territory, where proof is needed. As a sanity check on the tone of your marketing materials, map out each stage of the sales funnel and look at the material (offline, online, sales person, in-store, etc.) and then judge the emotional appeal – are you delivering rational messages too soon? Is your material providing further emotional messaging, when your buyer is looking for rational proof?

Quantity, in regard to sales funnelling, is a fairly straight forward concept – start ‘short and sweet’ and then provide more information at each step. Where most organisations fall foul of this is on their websites. Home pages are often jam packed with information. In a typical sales funnel, an organisation’s website is the second or third step – this means that people typically reach you looking for an emotional appeal (what’s the benefit for me?) and they are looking for key messages. Again, map out your journey and assess the quantity of information you are serving at each stage, it should start small and increase at each step.

So, if you’re experiencing lots of web traffic, but low numbers of enquiries – or lots of footfall and low sales, think about the sales funnel. An initial assessment against tone and quantity will signpost where your blockage might be and put you on the path to a free flowing sales funnel that has a tangible link to your bottom line.

Copyright (c) 2008 Bryony Thomas

Early Black Friday TV Sales at WalMart and Sears This Weekend for Christmas Shoppers

It’s as simple as that. Telemarketing also helps to make it happen. Using a contact center to be a live answering service can unquestionably make things easier for centers.

Setting up a live answering service does not have to be something all year-round. Indeed, there are telemarketing firms that provide a seasonal service for their clients. One can actually hire a live operator for only a few weeks, or even just days. At this moment, some critics will say that this option will not work. Nevertheless, this option is just that, an option. Shopping mall or department store owners can easily keep their old habits. But if they wish to try something new that can figure, then why not? A live answering service is a nice investment.

Arranging for a live answering service for any shopping mall or department store can be a sensible way to ease the flow of potential customers. It doesn’t have to be an each day operation. One can easily find a contact center that offers seasonal customer support for their clients. For the shopping mall owner, or more or less any store that sells merchandise, this will be the perfect solution for your marketing needs. Sure, some people will balk around this idea, but it’s just a suggestion.
Before making any final purchases with regards to Christmas gift ideas it is obviously a wise decision to see what’s on sale. With almost every major retailer offering steep discounts on Black color Friday and cyber Monday it might be a smart idea to be very patient and see what offers can be bought. Unfortunately, it is often the case that the very best deals will sell out quickly so you’ve got to have a strategy going straight into these busy shopping days to get your hands on the best Christmas gift ideas of 2010.
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It is very hard take into consideration the fact that Thanksgiving is coming but this means that many of us are already thinking about The holiday season shopping and Christmas gifts. Each year many people are looking just to save as much money as probable through Black Friday sales and cyber Monday deals as well as being interesting to see that you can find already early Black Friday TV sales at retailers such as WalMart and Sears this weekend.

The deals which is available at WalMart are for Vizio HD TVs along with the prices are as follows:

26 inch – $198

32 inches – $298

42 inch – $498

47 inch – $698

55 inch – $898

These sales are very attractive and it’s also very interesting to note that Vizio often receives extremely high ratings from Consumer Reports surveys will be quality TVs available through the sales on Nov 6 and November 7. These are very attractive offers i really might be wise to get at WalMart early to get your hands on one worth mentioning very low priced TVs that anyone can use as a Christmas gift idea in 2010.

When it comes to the Sears Black Friday now sales promotion there’s lots of great offers available this weekend including:

– Craftsman two stage snow thrower – Now $599. 99 (Additional 5% out of with Sears card)

– Craftsman FWD Mower – At this point $269.
— 50% off Hamilton Beach Take Mixer

– $15 Apostrophe Jegging, $15 Apostrophe rouched turtleneck cosy sweater

– Panasonic 42 720p Plasma HIGH-DEFINITION TELEVISION – Now $449.

Sales Recruitment And The Modern Economy

Whether a given company is primarily concerned with retail sales or works through business-to-business operation, the modern global economic climate is likely to be having an intense impact on overall success. From public decline in interest in a range of industries, to a lowered ability to accord goods and services thanks to job losses or cutbacks, many businesses are experiencing significant difficulty in keeping their sales departments afloat.

While a number of salespeople confronting these challenges may be disillusioned about what the future holds for their career, there are scores of eager sales talents hoping to break into the world of selling with fresh personality and bright ideas.

Accessing these talented individuals doesn’t have to entail pricey placing of help wanted ads or exhaustive online portfolio searching. Businesses can instead turn to sales recruitment firms to find the professionals who can propel their conversion ratios and allow managers and developers to concentrate on producing great work in their own departments.

Sales is a challenging and demanding field in any situation, but when economic conditions create difficult markets and lukewarm consumers, making positive impressions and closing deals can be especially demanding. Still, those who are truly cut out for careers in sales are often able to rise to the challenge of the job in any set of circumstances, and may actually thrive in tough environments. Sales recruitment firms are excellent sources for such dedicated professionals, and often provide quality support and services both before and after placement, allowing for an optimal experience for everyone involved.

Identifying potential salespeople online or even in person who retain the right skills and attitude for excelling in today’s economy isn’t an especially easy task, even for the most experienced of hiring managers. Finding that a given sales professional is ill-equipped for a project or position after the hiring process has been completed can result in a regrettable loss of time and resources, all while products and services continue to go on unsold.

Avoiding such dire circumstances can be as easy as creating a position or project description and submitting it to a sales recruitment agency. Job seekers who are intent upon developing their natural abilities in sales but may find it difficult to get hired without extensive experience can also use sales recruitment agencies to connect them with businesses looking for someone with precisely their talents.

As a large number of sales recruitment firms provide pre-placement training, both job seekers and employers can be sure that campaigns can commence with easy and efficiency. Allowing gifted salespeople to practice their prowess and bring in new clients and sales may be a dream held by many businesses and managers in times of economic prosperity, but many may feel that such prospects are unrealistic in the context of modern markets.

Rather than resigning to lowered standards and lost goals, businesses can rely on sales recruitment agencies to help them charge through the most challenging periods on the market, emerging triumphant through every sales difficulty.

The 10 Steps Of Car Salesman Training

When you become an auto sales person, the dealership where you are starting your sales career will typically provide some sort of car salesman training. This training will teach you everything you need to start selling vehicles regardless of you ever having any sales experience. Every car dealer has a certain selling system that they teach their sales people which may consist of 8 to 12 different steps. Overall the car sales systems are generally the same with some of the steps get combined and other dealers drag them out.
I will use a 10 step system to illustrate the steps and the reasons for each step in the car salesman training program so you can see the importance of each step. The sales systems that auto dealers use to train car salesmen is not been put together haphazardly, there have been years of study and research done to create an atmosphere that is conducive to buying a car.

The Car Salesman Training Steps

1. Meet and Greet: This is the introduction of the car sales person to the potential car buyer. You shake hands, exchange names and try to get comfortable with each other.

2. Discovery: This part of the car salesman training is where the sales person will ask the customer questions and try to understand what they want, such as options, colors, new or used, price range etc.

3. Choose a Vehicle: This is a critical step because if you put them in the wrong car you wont sell them no matter how good a car salesman you might be. This is where the car salesman training can make a big difference because you must be sure to choose a vehicle in their price range they actually like and want to drive home.

4. Why Buy Today: After selecting the right car it is time to tell them why they should buy it now. It could be any number of reasons depending on the car. It could be special financing, other interested buyers or the big sale that is going on.

5. Walkaround: During your car salesman training you will be instructed on how to do a proper Walkaround which is exactly what it sounds like. You show the customer all of the features and benefits from under the hood to the interior.

6. Test Drive: You car sales training will also show you the key points of taking your customer for a test drive while you have the potential car buyer focus on the areas or options that are important to them.

7. Negotiation: You learn how to present numbers and payments to the customer and overcome objections which keep you car buyer from saying yes.

8. Closing: Now its time to close the car sale. There are many different car sales closing techniques which you can use to close the car sale which are based on the type of customer you are selling.

9. Delivery: The car salesman training will take you from doing paperwork to greeting the car ready for delivery and introducing your customer to the business manager.

10. Follow Up: The final step of any quality car sales training system includes following up with your customer. It is important to have a happy and satisfied customer so they will return and buy more cars over the years.

As you can see, there is much more to selling cars than driving cars and collecting checks. Each step of the car salesman training is quite involved and could cover all of the word tracks, sales scripts and psychological factors that are involved in selling cars professionally.