You can win gatekeepers in a sale but do you need to keep them after that? With prospect connected and made customerm it is tempted to bypass gatekeepers in future transactions. After all, now that you know the bossm why not go directly to the boss?
While salespeople may indeed do directly to the boss, sales professionals never make the mistake of neglecting gatekeepers. Even is a customer decides on the mex meeting, professional salespeople always keep the gatekeepers informed.
With gatekeepers feeling that something good has come out from meeting with their bosses, having gatekeepers on your side will mean that follow up, future appointments and flow of information with their help can become a matter of routine. Professional salespeople keep gatekeepers continually informed and exchange of information on the progresss made. This is to ensure that the gatekeepers are always on your team.
You should also emphasize the mutual benefits between the 2 companies. Sales professionals are grateful for the help extended by gatekeepers and they maintain their relationship with them bu continuously acknowledging not only the gatekeepers's role but also their unique contribution to foster better relationship.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
Friday, August 29, 2008
Wednesday, August 27, 2008
Win Over The Gatekeepers
However, this is not the end of the connection with gatekeepers. In fact, it is only the beginning. Assuring them that a product will bring benefits to the company is only part of the story. Having secured an appointment, sales professioonals now try to win over the gatekeepers.
In today's competitive world, even gatekeeper know that many products are similar. It is the personal enthusiasm of a salesperson that can make the difference to the gatekeepers. And winning over the gatekeepre with such personal enthusiasm could influence the gatekeeper's preference over others.
One of my friend whom I met in a conference suggests: Salespeople could invite the gatekeeper for lunch or perhaps delivering to the gatekeeper a small gift; a birthday card, for example, as a token of appreciation. However, winning over the gatekeepers goes beyond superficial aactions. It involves approaching them with the right attitude, so as to be the one truly preferred by the gatekeepers. Winning the respect of gatekeepers is the key to winning them. When you have become the gatekeeper's preference, they will prefer to call you first, tell you first and even warn you first.
In one of those programs I went to, in a sharing exercise, someone told me this: "I treat gatekeepers as advisors. For example, they may advise on the best time for appointments. We need to get their advice, but more importantly to gain their respect."
To be continued....
Until then, stay tuned and visit http://www.EliteCloser.com to grab your copy of sales tips...
In today's competitive world, even gatekeeper know that many products are similar. It is the personal enthusiasm of a salesperson that can make the difference to the gatekeepers. And winning over the gatekeepre with such personal enthusiasm could influence the gatekeeper's preference over others.
One of my friend whom I met in a conference suggests: Salespeople could invite the gatekeeper for lunch or perhaps delivering to the gatekeeper a small gift; a birthday card, for example, as a token of appreciation. However, winning over the gatekeepers goes beyond superficial aactions. It involves approaching them with the right attitude, so as to be the one truly preferred by the gatekeepers. Winning the respect of gatekeepers is the key to winning them. When you have become the gatekeeper's preference, they will prefer to call you first, tell you first and even warn you first.
In one of those programs I went to, in a sharing exercise, someone told me this: "I treat gatekeepers as advisors. For example, they may advise on the best time for appointments. We need to get their advice, but more importantly to gain their respect."
To be continued....
Until then, stay tuned and visit http://www.EliteCloser.com to grab your copy of sales tips...
Excite The Gatekeepers
With gatekeepers interested, sales professionals go one step further. The seek to excite the gatekeepers, gettting them to talk, hoping to learn more about the customers from the conversation with the gatekeepers.
I believe that the key to doing this is to recognize the gatekeeper's role in the company. Gatekeepers are expected to source information and offer advice to their bosses. Bosses want to secure the greatest possible benefits in their purchases, yet they seek to meet only the smallest number of people. Sales professionals can help gatekeepers to fulfill this role by providing the desired information.
If a sales person doesn't do this well, then the gatekeeper may not even be motivated to talk. Without the necessary information, what should the gatekeeper say to their bosses?
This is why we believe that things start moving when the gatekeepers believe that they have a piece of information that will not only bring benefits to the company, but also make the gatekeepers look good. Basically, you should tell the gatekeeper who you are, the valuable information you have for them and how their company will mis an opportunity if they do not pass the information to their bosses.
The gatekeeper's role is to sources for information for their bosses. We not only respect that but get them excited about this important role they play. This works both ways. By exciting the gatekeepers, sales professionals are able to exchange information about their potential customer with the gatekeepers. Even a casual conversation can deliver valuable information, such as the likes and dislikes of the customer.
The aim is to make the gatekeeper so intensely interested that they talk more. With more talking, salespeople learn more. Also, with engaging conversations, gatekeepers are likely to be more curious to know more. Often, in the desire to satisfy their curiosity, they will be tempted to push their bosses to see the salesperson. In this way, the first meeting is secured.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
I believe that the key to doing this is to recognize the gatekeeper's role in the company. Gatekeepers are expected to source information and offer advice to their bosses. Bosses want to secure the greatest possible benefits in their purchases, yet they seek to meet only the smallest number of people. Sales professionals can help gatekeepers to fulfill this role by providing the desired information.
If a sales person doesn't do this well, then the gatekeeper may not even be motivated to talk. Without the necessary information, what should the gatekeeper say to their bosses?
This is why we believe that things start moving when the gatekeepers believe that they have a piece of information that will not only bring benefits to the company, but also make the gatekeepers look good. Basically, you should tell the gatekeeper who you are, the valuable information you have for them and how their company will mis an opportunity if they do not pass the information to their bosses.
The gatekeeper's role is to sources for information for their bosses. We not only respect that but get them excited about this important role they play. This works both ways. By exciting the gatekeepers, sales professionals are able to exchange information about their potential customer with the gatekeepers. Even a casual conversation can deliver valuable information, such as the likes and dislikes of the customer.
The aim is to make the gatekeeper so intensely interested that they talk more. With more talking, salespeople learn more. Also, with engaging conversations, gatekeepers are likely to be more curious to know more. Often, in the desire to satisfy their curiosity, they will be tempted to push their bosses to see the salesperson. In this way, the first meeting is secured.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
Tuesday, August 26, 2008
Interest The Gatekeepers
Many salespeople treat gatekeepers as obstacles. Their aim is to get over them as fast as possible.
Not with sales professionals. Instead sales professionals treat them as the first level of selling. They don't just make the appointment. Instead, they sell the sppointment to the gatekeepers.
Therefore, instead of talking about bosses, their immediate focus is on the gatekeepers. they seek to interest the gatekeepers about the company and themselves. To these sales professionals, getting the gatekeepers interested is the first important step.
There are many benefits to this approach. The first appointments normally go through the gatekeepers. the first impression is very important. You just got to get their interest.
With interest, gatekeepers are likely to be more supportive.
There are other reasons for the need to interest gatekeepers.
If I am a salesperson then everyone is my customer. That includes gatekeepers. So I believe that you should not ignore gatekeepers because who knows if one day they may themselves become your customers.
To be continued...
Not with sales professionals. Instead sales professionals treat them as the first level of selling. They don't just make the appointment. Instead, they sell the sppointment to the gatekeepers.
Therefore, instead of talking about bosses, their immediate focus is on the gatekeepers. they seek to interest the gatekeepers about the company and themselves. To these sales professionals, getting the gatekeepers interested is the first important step.
There are many benefits to this approach. The first appointments normally go through the gatekeepers. the first impression is very important. You just got to get their interest.
With interest, gatekeepers are likely to be more supportive.
There are other reasons for the need to interest gatekeepers.
If I am a salesperson then everyone is my customer. That includes gatekeepers. So I believe that you should not ignore gatekeepers because who knows if one day they may themselves become your customers.
To be continued...
Monday, August 25, 2008
Partner Gatekeepers To Prospect Customers
Selling to gatekeeper is the 1st step in the selling process.
Professional salespeople do not just seek appointments through gatekeepers. They sell the need for the appointment to gatekeepers. Selling appointments to gatekeepers is where the sales begin. When selling appointments, the goal is to interest the gatekeepers, to excite them, to win them and to always keep them on your side with warm partnership.
If prospecting is hard, getting pass gatekeepers could be worse. This is particularly upsetting for young salespeople just starting out in the sales profession. Without connections and new to prospects, being refused by secretaries, assistants and deputies is hard to take. It is so near and yet so far. Gatekeepers appear particularly enthusiastic in keeping their bosses away from salespeople. To get pass them, some advocate sweet talk, promises of rewards; some try to gate crash, other just persist. Not easy, not effective, not productive.
Then, there are the major customers who just do not deal with any salespeople who comes their way. Their time is jealously guarded by the gatekeepers.In fact, the higher up he is like to be in an organization and the tougher are the gatekeepers.
Yet in order to even have a chance of making a sale, one must first be able to work with the gatekeepers.
To Be Continued....
Professional salespeople do not just seek appointments through gatekeepers. They sell the need for the appointment to gatekeepers. Selling appointments to gatekeepers is where the sales begin. When selling appointments, the goal is to interest the gatekeepers, to excite them, to win them and to always keep them on your side with warm partnership.
If prospecting is hard, getting pass gatekeepers could be worse. This is particularly upsetting for young salespeople just starting out in the sales profession. Without connections and new to prospects, being refused by secretaries, assistants and deputies is hard to take. It is so near and yet so far. Gatekeepers appear particularly enthusiastic in keeping their bosses away from salespeople. To get pass them, some advocate sweet talk, promises of rewards; some try to gate crash, other just persist. Not easy, not effective, not productive.
Then, there are the major customers who just do not deal with any salespeople who comes their way. Their time is jealously guarded by the gatekeepers.In fact, the higher up he is like to be in an organization and the tougher are the gatekeepers.
Yet in order to even have a chance of making a sale, one must first be able to work with the gatekeepers.
To Be Continued....
Monday, May 19, 2008
You Have 30 Secs To Appeal & What Is The Best Way To Sell?
This post will be extremely helpful for people who are already in telelmarketing.If you are not, you may still want to read on as there will still be times that you need to sell on the phone. When the time comes, this post will help you increase your closing tremendously.
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
Saturday, May 17, 2008
You Have 30 Secs & What Is The Best Way To Sell?
This post will be extremely helpful for people who are already in telelmarketing.If you are not, you may still want to read on as there will still be times that you need to sell on the phone. When the time comes, this post will help you increase your closing tremendously.
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
Wednesday, May 7, 2008
What are the 2 most important things in sales?
It has been a while since I posted anything. Whew…Last month was a crazy month, with so many seminars that I need to be in. Every event lasted almost 13-14 hours per day.
Finally, got some seconds to breath and post something. Hope you will find the following useful:
What are the 2 most important things in sales?
You can read a lot books, attend many seminars or listen to many audio tapes and CDs. But without knowing what are the most important things to focus on. Nothing of those help.
Here are some benefits of knowing what are the most important factors of sales:
1. Zoom in and look for the correct solution for the issue
2. Save money. You only read the books that with give you the solution
3. Increase Sales. You have more time and know where to work on when sales are low
The question is: What are the most important things in Sales?
1. Your Sales Script
Sales script to a sales person is like a camera to a photographer. Without them, your profession simply cannot work. You need to have a systematic script that can help you start a conversation, break the ice and also close for the sale.
2. The number of people you meet
Now that you have a wonderful scrip to sell, the next thing you must do is to start talking. I have work in many sales people in my life and I realise that the top performers have one thing in common. They pitch to ATM (Anything That Moves).
They waste no time doing other things as they know, Time = Money.
By putting this two together, sales will no longer be a challenge for anyone. All you need to check on which one you did not do well when your sales are slow. Either you do not meet enough people or your script needs to be worked on.
I hope by letting you know about these two great things, it will help you save time, money and help you increase your income and sales.
Finally, got some seconds to breath and post something. Hope you will find the following useful:
What are the 2 most important things in sales?
You can read a lot books, attend many seminars or listen to many audio tapes and CDs. But without knowing what are the most important things to focus on. Nothing of those help.
Here are some benefits of knowing what are the most important factors of sales:
1. Zoom in and look for the correct solution for the issue
2. Save money. You only read the books that with give you the solution
3. Increase Sales. You have more time and know where to work on when sales are low
The question is: What are the most important things in Sales?
1. Your Sales Script
Sales script to a sales person is like a camera to a photographer. Without them, your profession simply cannot work. You need to have a systematic script that can help you start a conversation, break the ice and also close for the sale.
2. The number of people you meet
Now that you have a wonderful scrip to sell, the next thing you must do is to start talking. I have work in many sales people in my life and I realise that the top performers have one thing in common. They pitch to ATM (Anything That Moves).
They waste no time doing other things as they know, Time = Money.
By putting this two together, sales will no longer be a challenge for anyone. All you need to check on which one you did not do well when your sales are slow. Either you do not meet enough people or your script needs to be worked on.
I hope by letting you know about these two great things, it will help you save time, money and help you increase your income and sales.
Thursday, April 3, 2008
Not Able To Post You Any New Things For The Moment
Dear Readers,
First of all, I would like to thank you for coming back to this blog to grab more updates of articles.
I have to apologize that due to the many speaking engagements and seminars that I have to attend, I am unable to give you some updates.
However, I will be able to free myself some time to gathering more exciting updates for you by in another 2 weeks.
I will be in Indonesia ==> Malaysia ==> Taiwan during this period so pardon me.
I am sure that when I am back to update you in the next 2 weeks, you will see many interesting contents.
Look forward to seeing you again!
Andy. P
P.S. Meantime, you may want to get some inspiration from www.elitecloser.com/inspiration.
First of all, I would like to thank you for coming back to this blog to grab more updates of articles.
I have to apologize that due to the many speaking engagements and seminars that I have to attend, I am unable to give you some updates.
However, I will be able to free myself some time to gathering more exciting updates for you by in another 2 weeks.
I will be in Indonesia ==> Malaysia ==> Taiwan during this period so pardon me.
I am sure that when I am back to update you in the next 2 weeks, you will see many interesting contents.
Look forward to seeing you again!
Andy. P
P.S. Meantime, you may want to get some inspiration from www.elitecloser.com/inspiration.
Tuesday, March 18, 2008
Top 5 Characteristics Of A Great Sales Person
No. 1 - Results Oriented
If you are selling for someone else, what they care about most is whether or not you meet your target. One of the best things about being in sales is you have a tremendous amount of freedom and discretion in how you use your time. In return, you must be able to stay focused on the big picture and not let small problems or dramas distract you. If you sell for yourself and you are not focused on results, then you are not in business.
No. 2 - Courageous
We all experience fear at one time or another. Great salesperson are courageous in that they are able to act and move forward even in the presence of fear. Fear is the reaction we have when you know you need to do something or that something is going to happen soon that you are not prepared for. This could be making cold calls or making a BIG decision that you believe to be right when you know that your management will not agree with you.
No. 3 - High Energy
This one is really simple. Despite all the lame jokes about salespeople being out on the golf course all the time, top performers work their asses off. Being able to kick-back and work 30 hours a week while meeting target may sounds great. But the true top performers got that way by working long hours and hard to beat out their competition while the other guys were boozing it on the golf course. In short, you must be able to do "whatever it takes" to get to the top.
No. 4 - Know People
Of all the characteristics that people attribute to salespeople, this is the one that most people are most often talking about when they describe a "natural". the ability to establish rapport and maintain rapport is probably the single most powerful skill a salesperson can have. The most flexible person can adapt and establish rapport with others from a multitude of backgrounds and cultures. The longer you maintain rapport with more people, the more chances you will have to ask questions, uncover opportunities and present solutions that make sales. And as with everything else in sales, this skill can actually be learned.
No. 5 - Committed to growth
Great salespeople got that way by always looking for a better way. They are always improving their approach, techniques and their attitude. There are many philosophies on what the best approach to sales is. Some work better thatn others depending on one's own personal style, the product you are offering and the customers you sell to. Great salespeople know that they must look for the best examples of excellence and adopt the individual aspects of this that they can see.
What left out of this list? It's agressive and enthusiastic. Agressive's definition inclues the word hostile in it. I do not know anyone these days who can effectively sell in a hostile manner to their customers. As for enthusiasm, I believe it has a time and a place. If you run around like a cheer leader for your company all the time, you will annoy people and you probably will not be listening as well.
If you are selling for someone else, what they care about most is whether or not you meet your target. One of the best things about being in sales is you have a tremendous amount of freedom and discretion in how you use your time. In return, you must be able to stay focused on the big picture and not let small problems or dramas distract you. If you sell for yourself and you are not focused on results, then you are not in business.
No. 2 - Courageous
We all experience fear at one time or another. Great salesperson are courageous in that they are able to act and move forward even in the presence of fear. Fear is the reaction we have when you know you need to do something or that something is going to happen soon that you are not prepared for. This could be making cold calls or making a BIG decision that you believe to be right when you know that your management will not agree with you.
No. 3 - High Energy
This one is really simple. Despite all the lame jokes about salespeople being out on the golf course all the time, top performers work their asses off. Being able to kick-back and work 30 hours a week while meeting target may sounds great. But the true top performers got that way by working long hours and hard to beat out their competition while the other guys were boozing it on the golf course. In short, you must be able to do "whatever it takes" to get to the top.
No. 4 - Know People
Of all the characteristics that people attribute to salespeople, this is the one that most people are most often talking about when they describe a "natural". the ability to establish rapport and maintain rapport is probably the single most powerful skill a salesperson can have. The most flexible person can adapt and establish rapport with others from a multitude of backgrounds and cultures. The longer you maintain rapport with more people, the more chances you will have to ask questions, uncover opportunities and present solutions that make sales. And as with everything else in sales, this skill can actually be learned.
No. 5 - Committed to growth
Great salespeople got that way by always looking for a better way. They are always improving their approach, techniques and their attitude. There are many philosophies on what the best approach to sales is. Some work better thatn others depending on one's own personal style, the product you are offering and the customers you sell to. Great salespeople know that they must look for the best examples of excellence and adopt the individual aspects of this that they can see.
What left out of this list? It's agressive and enthusiastic. Agressive's definition inclues the word hostile in it. I do not know anyone these days who can effectively sell in a hostile manner to their customers. As for enthusiasm, I believe it has a time and a place. If you run around like a cheer leader for your company all the time, you will annoy people and you probably will not be listening as well.
Tuesday, March 4, 2008
8 Ways to Selling To A Compliant Type
Compliants have a strong need for security and are risk-adverse. They tend to focus excessively on details, procedures and polocies. The resulting behavior is oftn manifested in perfectionism. In buying situations, they need constant reassurance that they are making the right decision. They are much interested in hearing what you have to say than in telling you what they want. their nonverbal cues are cautious, controlled and guarded. If the buyer sitting across you fits in this type, follow these ways.
1. Reflect the buyer's communication style
Compliant projects caution, concern and focus. They position their bodies to listen intently and to take in as much information as possible. Do the same. Through steady eye contact, a sincere tone of tone and attentive posture, communicate your desire to serve.
2. Uncover organizational factors that might increase insecurity
Consider these questions that get at the risk felt by the buyer:
- "Has your company regretted similar purchasing decisions in the past?"
- "Why did you regret that decision?"
- "Are you under any special pressure regarding this decision? Why?"
3. Emphasize your williingness and ability to diminish risk
Show how you can reduce the uncertainty associated with making the decision. Consider building a "safety net" for Compliants without bending so far that you create an urofitable customer. For example:
- Creating a money back guarantee
- Expanding the usual after sales service
- Lengthing the repair warranty
-Negotiating the contract obligation for a shorter time period than normal
- Building scheduled points into the project for when it can be terminated by the customer
4. Highlight your referrals and satisfied customers
Compliants seek safety in numbers. If they see that others have signed on and are satisfied, they too will take the leap. Provide as many endorsement as possible.
5. Show how you product or service will reduce pain
Pain reduction is especially important for Compliants. Whereas other types of buyers are concerned with the "what", they are more interested in the how and why your product relieves pain, bring in support personnel to do a reassuring dog and pony show.
6. Validate cautious approaches
Although they may not explicitly seek your approval, they nonetheless respond well to it. Compliment them on an approach that will ensure that the right decision is made. "I think your idea to shorten the length of your obligation on the contract is sensible given the uncertainties you face."
7. Use the best case/worst case scenario question
Ask these questions:"Describe the best case that might result from purchasing this product." "Describe the worst case scenario that might result from making this decision." Demostrate that the worst case is highly unlikely and that the best case scenario is highly probable.
8. Bring out the data
ompliants wants proof. Bring plenty of catalogs, bulletins, brochures and ciculars. Point to numbers, statistics, specifications, blueprints and any other comforting details.
1. Reflect the buyer's communication style
Compliant projects caution, concern and focus. They position their bodies to listen intently and to take in as much information as possible. Do the same. Through steady eye contact, a sincere tone of tone and attentive posture, communicate your desire to serve.
2. Uncover organizational factors that might increase insecurity
Consider these questions that get at the risk felt by the buyer:
- "Has your company regretted similar purchasing decisions in the past?"
- "Why did you regret that decision?"
- "Are you under any special pressure regarding this decision? Why?"
3. Emphasize your williingness and ability to diminish risk
Show how you can reduce the uncertainty associated with making the decision. Consider building a "safety net" for Compliants without bending so far that you create an urofitable customer. For example:
- Creating a money back guarantee
- Expanding the usual after sales service
- Lengthing the repair warranty
-Negotiating the contract obligation for a shorter time period than normal
- Building scheduled points into the project for when it can be terminated by the customer
4. Highlight your referrals and satisfied customers
Compliants seek safety in numbers. If they see that others have signed on and are satisfied, they too will take the leap. Provide as many endorsement as possible.
5. Show how you product or service will reduce pain
Pain reduction is especially important for Compliants. Whereas other types of buyers are concerned with the "what", they are more interested in the how and why your product relieves pain, bring in support personnel to do a reassuring dog and pony show.
6. Validate cautious approaches
Although they may not explicitly seek your approval, they nonetheless respond well to it. Compliment them on an approach that will ensure that the right decision is made. "I think your idea to shorten the length of your obligation on the contract is sensible given the uncertainties you face."
7. Use the best case/worst case scenario question
Ask these questions:"Describe the best case that might result from purchasing this product."
8. Bring out the data
ompliants wants proof. Bring plenty of catalogs, bulletins, brochures and ciculars. Point to numbers, statistics, specifications, blueprints and any other comforting details.
Thursday, February 21, 2008
8 Suggestions You Must Know To Selling To An Influencer
Influencers have a high need for approval and recognition. They love to talk. They want to know about you and they want you to know about them. They are likeable and trusting. They will offer you refreshments and inquire about your comfort. In turn, they want to be accepted and trusted.
In negotiations, they are likely to act quickly, take risks and rely on intuition. After the negotiation, however, they may second guess the decision. Nonverbally, they project an overall image of being open and approachable. They smile, nod in agreement when appropriate, and may even touch you on your shoulders, back or arm when introduced.
Here are some of the suggestions you MUST use if the buyer in front of you suits into this description.
1. Relect the buyer's communication behavior
Return simles with smiles, eye contact and nods of agreement with nods of agreement. Portray as much openness in your posture as the Influencer shows.
2. Create a personal relationship during the bonding stage
Show what you want to develop a long term association. That's mutaully rewqarding. " I am not in this for the quick sale. My main interest is in seeing us build a relationship that will be rewarding and satisfying for years to come.
3. Acknowledge personal pictures, photographs or certificate in the office
Influencers create working spaces that are personally fulfilling and meant to reach out to others. Noticing the personal touches will earn points.
4. Emphasize the intangible of your product or service
Highlight whatever prestige, distinction or esteem comes with your solution. Pinpoint its high caliber, reliability and quality. Focus on intangible attributes as much as those that directly solve the buyer's problem.
5. Demostrate how purchasing your product or service will satisfy others who depend on this purchase
The influencer is making a decision that will affect other people throughout the organization. Acknowledge these people. Help the buyer see how much they will appreciate the decision.
6. Listen for underlying feelings and motives
Influencers are in tune with feelings. recognize those feelings through your responses to buyer statements.
" It seems that what you are saying is..."
"The reason you feel this way is because..." ( Let the buyer finish the sentence for you)
"How much help would you like to see them get."
" What you just said shows concern for the people who will use the product."
7. Bring in third party endorsements
Influencers are reassured by learning that others are happy with your products. Offer testimonials and stories about how lives have been improved.
8. Get a commitment for every decision
You want to guard against buyer's remorse. Ask the influencer questions to head off second thoughts. the answers to these 3 questions will tell you what it will take to solidfy the buyer's commitment.
"I am not syaing this will happen. But suppose a week from now you rethink the wisdom of this decision. What will you do?"
"tell me again...what convinced you to buy?"
"What will you do it next week one of my competitors calls asking you to switch?"
Hope you find these 8 suggestions or any of my articles useful for you. If you are find that they make sense, let's keep in touch.
You just need to enter your name and email into the boxes on the left and you will be in my contact list. I will also give you a small token of appreciation.
Feel free to visit my website at www.elitecloser.com
In negotiations, they are likely to act quickly, take risks and rely on intuition. After the negotiation, however, they may second guess the decision. Nonverbally, they project an overall image of being open and approachable. They smile, nod in agreement when appropriate, and may even touch you on your shoulders, back or arm when introduced.
Here are some of the suggestions you MUST use if the buyer in front of you suits into this description.
1. Relect the buyer's communication behavior
Return simles with smiles, eye contact and nods of agreement with nods of agreement. Portray as much openness in your posture as the Influencer shows.
2. Create a personal relationship during the bonding stage
Show what you want to develop a long term association. That's mutaully rewqarding. " I am not in this for the quick sale. My main interest is in seeing us build a relationship that will be rewarding and satisfying for years to come.
3. Acknowledge personal pictures, photographs or certificate in the office
Influencers create working spaces that are personally fulfilling and meant to reach out to others. Noticing the personal touches will earn points.
4. Emphasize the intangible of your product or service
Highlight whatever prestige, distinction or esteem comes with your solution. Pinpoint its high caliber, reliability and quality. Focus on intangible attributes as much as those that directly solve the buyer's problem.
5. Demostrate how purchasing your product or service will satisfy others who depend on this purchase
The influencer is making a decision that will affect other people throughout the organization. Acknowledge these people. Help the buyer see how much they will appreciate the decision.
6. Listen for underlying feelings and motives
Influencers are in tune with feelings. recognize those feelings through your responses to buyer statements.
" It seems that what you are saying is..."
"The reason you feel this way is because..." ( Let the buyer finish the sentence for you)
"How much help would you like to see them get."
" What you just said shows concern for the people who will use the product."
7. Bring in third party endorsements
Influencers are reassured by learning that others are happy with your products. Offer testimonials and stories about how lives have been improved.
8. Get a commitment for every decision
You want to guard against buyer's remorse. Ask the influencer questions to head off second thoughts. the answers to these 3 questions will tell you what it will take to solidfy the buyer's commitment.
"I am not syaing this will happen. But suppose a week from now you rethink the wisdom of this decision. What will you do?"
"tell me again...what convinced you to buy?"
"What will you do it next week one of my competitors calls asking you to switch?"
Hope you find these 8 suggestions or any of my articles useful for you. If you are find that they make sense, let's keep in touch.
You just need to enter your name and email into the boxes on the left and you will be in my contact list. I will also give you a small token of appreciation.
Feel free to visit my website at www.elitecloser.com
Tuesday, February 12, 2008
6 Tips For Selling To A Steady Relater
Steady Relaters (SR) have a passive approach to problems. This does not mean that they are weak, uninterested or martyrs. They do take a position, but they are neither forceful nor demanding in expressing it. As the term steady implies, these buyers take a measured and balanced approach to conflict and negotiation. They project an unassuming and amiable style. What they may lack in passion they make up for diligence. They are patient and persistent. Nonverbally, they project an openness and non judgmental quality. If the buyer sitting accross you fits this profile, use the following tips:
1. Reflect the buyer's communication style
SRs listen attentively and focus on what you have to say. Their body posture and gestures convey an openness and willingness to discuss. Show them the same. Maintain eye to eye contact. Position your body to see and hear as much as possible.
2. Demostrate a sincere interest
Social bonding is important to SRs. They care and want to know you do the same. Ask about hobbies, family and personal interests. Listen to their answers and comment. Share your personal interests, but only after attending to theirs.
3. Be patient
If you give the impression of trying to impose your agenda or close the sale, SRs will back off. They need to set a measured pace based on their own internal clock. Match you pace with them.
4. Demostrate trust for you and your product/service
The instincts of SRs are to be loyal to you. Give them reasons to see you as a worthy person and to judge your product as dependable.
5. Limit the focus of analysis
SRs like to focus their attention on one particular aspect of your product. Help them gain this focus and at the same time, control the agenda by saying something like, "Given your current concerns and your analytical approach to buying, I think you would be most interested in focusing on. It that right?"
6. Do not mistaken passivity as weakness
SRs are not wimps. They will be as thorough as other buyers. You will have to be as sharp with them as with anyone else. They simply call for a different communication style.
Have you got your free bonus? If not, key in your name and valid email on the top left corner of my blog and it will be sent to you.
1. Reflect the buyer's communication style
SRs listen attentively and focus on what you have to say. Their body posture and gestures convey an openness and willingness to discuss. Show them the same. Maintain eye to eye contact. Position your body to see and hear as much as possible.
2. Demostrate a sincere interest
Social bonding is important to SRs. They care and want to know you do the same. Ask about hobbies, family and personal interests. Listen to their answers and comment. Share your personal interests, but only after attending to theirs.
3. Be patient
If you give the impression of trying to impose your agenda or close the sale, SRs will back off. They need to set a measured pace based on their own internal clock. Match you pace with them.
4. Demostrate trust for you and your product/service
The instincts of SRs are to be loyal to you. Give them reasons to see you as a worthy person and to judge your product as dependable.
5. Limit the focus of analysis
SRs like to focus their attention on one particular aspect of your product. Help them gain this focus and at the same time, control the agenda by saying something like, "Given your current concerns and your analytical approach to buying, I think you would be most interested in focusing on
6. Do not mistaken passivity as weakness
SRs are not wimps. They will be as thorough as other buyers. You will have to be as sharp with them as with anyone else. They simply call for a different communication style.
Have you got your free bonus? If not, key in your name and valid email on the top left corner of my blog and it will be sent to you.
Sunday, February 3, 2008
10 Suggestions For Selling To A Dominant Buyer
Dominant buyers try to maintain control and walk away with most (if not all) of the marbles. During negotiations, they seek to control the agenda. They get to where they want to go because they lead, not because they follow. Nonverbally, they are likely to project a forceful, domineering posture and stance. When frustrated or angry, they may pound fists and point fingers. Vocally, they emphasize their position by increasing volume and may even using profanity for impact. Follow these tips when the buyer in front of you fits into this profile.
1. Never convery to a Dominant that you are hungry for the sale
Sure, you want the sale. But don't beg or plead for it. Giving the impression that your next meal depends on this sale will trigger this buyer's predatory instincts.
2. Go to the bottom line and work backwards
A good opening line with a dominant buyer is "Can we fast forward to the end of the movie and then work backwards? What exactly you need to close a deal that will make you happy?"
3. Match nonverbal behavior
Return the Dominant gaze. Move forward in you chair when the buyer move forward Use your voice and body to emphasiza key points. Come across as passive and meek and the dominant will turn you into a "road kill"
4. Limit small talk
Dominants want to get down to business quicky. As soon as you sense that the buyer is ready for business, switch from your social mode to business mode.
5. Draw lines in the sand
What is negotiable and what is not? What is a fixed policy and what is flexible? Without clear answers to these questions before the negitiaton, the Dominant may kick the sand in your face.
6. Probe assertions
Dominants will try to structure the sale to conform to their wishes. They will assert their requirements up front. Move beyond those assertions to uncover unlying issues with statements like:
Yes, I understand you clearly. Why do you believe that?
Why is that so important to you?
Wht do you mean when you say...?
I wonder if we could examine this issue further.
7. Limit your answering of questions with questions
Answering questions with questions is a reliable way to keep pressure on the buyer, but this strategy will alienate the dominant buyer. Provide specific answers when asked specific questions. Follow up with questions after you present your information. "Sure, I will be happy to answer to that. But how does this information help you?"
8. If you are feeling pressure, identify it as an obstacle to crafting the best possible deal.
Dominant want to win. Your feelings are inconsequential unless they get in the way of shaping a good deal. Consider this as a response to pressure tactics: "I am feeling pressure right now and a little uncomfortable. Because of this pressure I am afraid we might not end up witht he kind of best deal that is best for you. Could we take deep breath, sit back and focus on how we can best solve your current issue?"
9. Offer choices
Dominant need control. Limit their alternatives to what will work for you, but offer choices within those alternatives. You win, but the dominants feel as if they had won.
10. Ask for a summary of any agreements
Dominants are not the greatest listeners. Ask them to tell you what they heard. If there are any misunderstanding, clarify them on the spot. In order to verify that, dominants view the agreements in the same way you do, let them, not you, do the summary.
Looking for inspiration for your sales department, team or even yourself? Here's my recommendation: http://elitecloser.com/inspiration
1. Never convery to a Dominant that you are hungry for the sale
Sure, you want the sale. But don't beg or plead for it. Giving the impression that your next meal depends on this sale will trigger this buyer's predatory instincts.
2. Go to the bottom line and work backwards
A good opening line with a dominant buyer is "Can we fast forward to the end of the movie and then work backwards? What exactly you need to close a deal that will make you happy?"
3. Match nonverbal behavior
Return the Dominant gaze. Move forward in you chair when the buyer move forward Use your voice and body to emphasiza key points. Come across as passive and meek and the dominant will turn you into a "road kill"
4. Limit small talk
Dominants want to get down to business quicky. As soon as you sense that the buyer is ready for business, switch from your social mode to business mode.
5. Draw lines in the sand
What is negotiable and what is not? What is a fixed policy and what is flexible? Without clear answers to these questions before the negitiaton, the Dominant may kick the sand in your face.
6. Probe assertions
Dominants will try to structure the sale to conform to their wishes. They will assert their requirements up front. Move beyond those assertions to uncover unlying issues with statements like:
Yes, I understand you clearly. Why do you believe that?
Why is that so important to you?
Wht do you mean when you say...?
I wonder if we could examine this issue further.
7. Limit your answering of questions with questions
Answering questions with questions is a reliable way to keep pressure on the buyer, but this strategy will alienate the dominant buyer. Provide specific answers when asked specific questions. Follow up with questions after you present your information. "Sure, I will be happy to answer to that.
8. If you are feeling pressure, identify it as an obstacle to crafting the best possible deal.
Dominant want to win. Your feelings are inconsequential unless they get in the way of shaping a good deal. Consider this as a response to pressure tactics: "I am feeling pressure right now and a little uncomfortable. Because of this pressure I am afraid we might not end up witht he kind of best deal that is best for you. Could we take deep breath, sit back and focus on how we can best solve your current issue?"
9. Offer choices
Dominant need control. Limit their alternatives to what will work for you, but offer choices within those alternatives. You win, but the dominants feel as if they had won.
10. Ask for a summary of any agreements
Dominants are not the greatest listeners. Ask them to tell you what they heard. If there are any misunderstanding, clarify them on the spot. In order to verify that, dominants view the agreements in the same way you do, let them, not you, do the summary.
Looking for inspiration for your sales department, team or even yourself? Here's my recommendation: http://elitecloser.com/inspiration
Tuesday, January 22, 2008
Obtaining Self-Confidence
Many salespeople cannot meet or surpass sales targets because they do not have the self confidence to ask for the sale. Many fear the feeling of objections and being unable to turn around the objections they face.
Self confidence is very important to be successful in sales. It seems to be one of those areas that people believe "you just have it, or you don't". many people think that you are either a natural, are born talented or you are incapable. However, my belief is that whatever one peson can do, another person can do it too! I also believe that what human have yet to accomplish, can be realised through ingenuity and persistence.
Self-confidence is:
1. A feeling that one can accomplish what one sets out to do
2. The state of being certain
3. Trust of faith in one's abilities
When a person says, "I lack the self confidence to close that sale", what is he or she really saying? He is really saying that he is not certain or that he lacks trust of faith. So how does one achieve self-confidence?
- One has to have trust and faith that one is capable.
- Create results in advance by envisioning your desired goal or outcome, and then detail out a specific plan of exactly how you will get there.
- Model after someone who is already successful. Because if someone has done it, then so can you. Once you have found the right people to copy, find out what they believe about themselves and their success. Adopt their beliefs or pretend that you believe the same thing. Do this until you become the success you want to be. Pretend long enough and it will be in you. You will realise the you are no longer pretending. you actually believe the same things that successful people do because you are one of them.
Sometimes, just by having the confidence alone sells...
To your success!
Andy. P
www.elitecloser.com
Self confidence is very important to be successful in sales. It seems to be one of those areas that people believe "you just have it, or you don't". many people think that you are either a natural, are born talented or you are incapable. However, my belief is that whatever one peson can do, another person can do it too! I also believe that what human have yet to accomplish, can be realised through ingenuity and persistence.
Self-confidence is:
1. A feeling that one can accomplish what one sets out to do
2. The state of being certain
3. Trust of faith in one's abilities
When a person says, "I lack the self confidence to close that sale", what is he or she really saying? He is really saying that he is not certain or that he lacks trust of faith. So how does one achieve self-confidence?
- One has to have trust and faith that one is capable.
- Create results in advance by envisioning your desired goal or outcome, and then detail out a specific plan of exactly how you will get there.
- Model after someone who is already successful. Because if someone has done it, then so can you. Once you have found the right people to copy, find out what they believe about themselves and their success. Adopt their beliefs or pretend that you believe the same thing. Do this until you become the success you want to be. Pretend long enough and it will be in you. You will realise the you are no longer pretending. you actually believe the same things that successful people do because you are one of them.
Sometimes, just by having the confidence alone sells...
To your success!
Andy. P
www.elitecloser.com
Saturday, January 12, 2008
4 Basic Personality Types
As a sales professional, we meet, speak, sell to many different types of people everyday. None of them have the same decision making process, thinking or character. In order for you to become a better closer, you need to understand the differenet personality types and to understand how do they make decisions.
I am a certified psychometrist and have been through few training how to deal with different people. I would like to share with you some simple personality types of customers you will face.
Once you have understand the different distinct types, you are able to place your customers in the category they belong to and respond better to them.
1. Dominants (D)
These are the people who has high control desire and independence. In negotiations, they tend to keep information to themselves, identify the other person's weakness and exploit that weakness for personal gain. they focus on the bottom line, which to them is winning. Dominants want to make their own conclusion or decisions instead of being led to it. They tend to talk more than they listen.
2. Influencers (I)
Influencers are very much like Dominants. They are assertive and have a need for autonomy. However, they are "softer" and have a great need for recognition and acceptance. They love to talk and will provide a great deal of information about their needs. They do not try to win at your expense because of their need to be liked. In negotiations, they rely very much on gut feel and impulsive decisions, which sometimes sours their long term satisfaction with a deal. They, more than the other 3 types in this list are susceptible to buyer's remorse.
3. Steady Relaters (S)
Steady Relaters want to maintain working relationships and aviod conflicts as much as possible and at all costs. They control their negative emotions so as not to offend people. Like Influencers, they have a need to be liked and to build relationships. However, they are far less assertive and impulsive. because change make them feel uncomfortable, they are usually more skeptical about new ideas, products and proceures. They do make decisions. But, these decisions tend to be abit too long to wait.
4. Compliants (C)
Compliants are risk averse and moticated by security. They are the people who needs to know everything about the product or services they are considering to buy. Because of their great need of protection and their underlying insecurity, they continually seek reassurance that they are doing the right stuffs. They focus on details, making sure everything works the way it should and do not like surprises. They make their decisions slowly and systematically, weighing all criteria. Because of their insecurity and reassurance, they will ask for more inforamtion during the sales call than the Dominants or Influencers.
Now that you know the 4 types of personality. It is time to remember them and learn to learn with different personality types when you are doing a sales call, attending a sales meeting or doing a sales presentation.
Check out my personal website www.elitecloser.com to get more ideas, tips and advice about selling. You can even grab your FREE ebook there.
Alternatively, you can also submit your email at the top left of this blog for me to send you my ebook.
I am a certified psychometrist and have been through few training how to deal with different people. I would like to share with you some simple personality types of customers you will face.
Once you have understand the different distinct types, you are able to place your customers in the category they belong to and respond better to them.
1. Dominants (D)
These are the people who has high control desire and independence. In negotiations, they tend to keep information to themselves, identify the other person's weakness and exploit that weakness for personal gain. they focus on the bottom line, which to them is winning. Dominants want to make their own conclusion or decisions instead of being led to it. They tend to talk more than they listen.
2. Influencers (I)
Influencers are very much like Dominants. They are assertive and have a need for autonomy. However, they are "softer" and have a great need for recognition and acceptance. They love to talk and will provide a great deal of information about their needs. They do not try to win at your expense because of their need to be liked. In negotiations, they rely very much on gut feel and impulsive decisions, which sometimes sours their long term satisfaction with a deal. They, more than the other 3 types in this list are susceptible to buyer's remorse.
3. Steady Relaters (S)
Steady Relaters want to maintain working relationships and aviod conflicts as much as possible and at all costs. They control their negative emotions so as not to offend people. Like Influencers, they have a need to be liked and to build relationships. However, they are far less assertive and impulsive. because change make them feel uncomfortable, they are usually more skeptical about new ideas, products and proceures. They do make decisions. But, these decisions tend to be abit too long to wait.
4. Compliants (C)
Compliants are risk averse and moticated by security. They are the people who needs to know everything about the product or services they are considering to buy. Because of their great need of protection and their underlying insecurity, they continually seek reassurance that they are doing the right stuffs. They focus on details, making sure everything works the way it should and do not like surprises. They make their decisions slowly and systematically, weighing all criteria. Because of their insecurity and reassurance, they will ask for more inforamtion during the sales call than the Dominants or Influencers.
Now that you know the 4 types of personality. It is time to remember them and learn to learn with different personality types when you are doing a sales call, attending a sales meeting or doing a sales presentation.
Check out my personal website www.elitecloser.com to get more ideas, tips and advice about selling. You can even grab your FREE ebook there.
Alternatively, you can also submit your email at the top left of this blog for me to send you my ebook.
Friday, January 11, 2008
A Salesperson's GIFTS
Are you using all the G.I.F.T.S that the higher power has given to you? When I ask most sales people, the almost immediate answer I have is, No. They often tell me that they don’t even know what are G.I.F.T.S.
So how does a person use his or her G.I.F.T.S to instantly create more sales? Here, let me present to you, the G.I.F.T.S of a salesperson.
G = Greed
This is one the few that almost all of us know how to use. To use greed is to throw in as many FREE or CHEAP bonuses as possible.
“If you were to buy/register/sign up now, you will get bonus 1, bonus 2, this and that and all of this are worth more than $XXXX.”
I = Indifference
Not many people will agree with me when I tell them to use Indifference. Most of them will tell me that this will allow customers to have an option to say no. But, let me ask you, how many of you like to be sold and let the salesperson make all the decisions for you? I believe less than 5% of the population in the world will like this idea.
Therefore, I use Indifference in almost all of my sales pitch and it works perfectly fine. All I need to add in my pitch is, “It is up to you. In fact, you have nothing to lose but everything to gain.” After mentioning this and adding some selling points, I would proceed to perform another test close.
F = Fear Of Loss
Fear of Loss is one of the commonly used GIFTS by salespeople and marketers. You must have heard of people telling you that this offer is only for today and you will not get the same offer the next day.
Sounds familiar? That is Fear Of Loss. Alternatively, you can also use terms like, “I only have 2 more sets left” or anything similar. Just need to let the customer feel that they will be losing out something if they do not take action today.
T = Theory Of Jones
This theory of Jones is one way to give assurance to customers who are almost buying but still hesitating. Use this to turn around negatives and objections. It is a wonderful tool that sales people can use.
“I understand that concern of yours. In fact, 90% or my clients have this concern initially when I spoke to them. However, like I have mentioned…”
Use someone that the client knows or see to make him or her feel comfortable. “Before Bill got this product, he asked me the same question too and I will let you know what I told him.”
S = Sense Of Urgency
Use sense of urgency by showing excitement in your body language and the speed you speak. Do not speak too fast though. Just imagine a salesperson talking to you in a monotone and slowly. What will you do? For me, I will be totally uninterested and cut him off.
Do you want to be cut off or bored people? If not, show more interest in your product and speak with excitement. Selling is about transferring emotions.
Find out out more sales tips at my webby at www.elitecloser.com. I will give you another gift for you to increase sales revenue and make selling easier.
Happy Selling!
Andy P.
elitecloser.com
So how does a person use his or her G.I.F.T.S to instantly create more sales? Here, let me present to you, the G.I.F.T.S of a salesperson.
G = Greed
This is one the few that almost all of us know how to use. To use greed is to throw in as many FREE or CHEAP bonuses as possible.
“If you were to buy/register/sign up now, you will get bonus 1, bonus 2, this and that and all of this are worth more than $XXXX.”
I = Indifference
Not many people will agree with me when I tell them to use Indifference. Most of them will tell me that this will allow customers to have an option to say no. But, let me ask you, how many of you like to be sold and let the salesperson make all the decisions for you? I believe less than 5% of the population in the world will like this idea.
Therefore, I use Indifference in almost all of my sales pitch and it works perfectly fine. All I need to add in my pitch is, “It is up to you. In fact, you have nothing to lose but everything to gain.” After mentioning this and adding some selling points, I would proceed to perform another test close.
F = Fear Of Loss
Fear of Loss is one of the commonly used GIFTS by salespeople and marketers. You must have heard of people telling you that this offer is only for today and you will not get the same offer the next day.
Sounds familiar? That is Fear Of Loss. Alternatively, you can also use terms like, “I only have 2 more sets left” or anything similar. Just need to let the customer feel that they will be losing out something if they do not take action today.
T = Theory Of Jones
This theory of Jones is one way to give assurance to customers who are almost buying but still hesitating. Use this to turn around negatives and objections. It is a wonderful tool that sales people can use.
“I understand that concern of yours. In fact, 90% or my clients have this concern initially when I spoke to them. However, like I have mentioned…”
Use someone that the client knows or see to make him or her feel comfortable. “Before Bill got this product, he asked me the same question too and I will let you know what I told him.”
S = Sense Of Urgency
Use sense of urgency by showing excitement in your body language and the speed you speak. Do not speak too fast though. Just imagine a salesperson talking to you in a monotone and slowly. What will you do? For me, I will be totally uninterested and cut him off.
Do you want to be cut off or bored people? If not, show more interest in your product and speak with excitement. Selling is about transferring emotions.
Find out out more sales tips at my webby at www.elitecloser.com. I will give you another gift for you to increase sales revenue and make selling easier.
Happy Selling!
Andy P.
elitecloser.com
Tuesday, January 8, 2008
15 Ways To Warm Up To Cold Calling
It is exciting to pick up the telephone to call buyers who are waiting to hear from you. We bet you could make these calls all day, everyday, and with your eyes closed. You don’t need advice to help you with this seller’s dream. You do need this list for the kind of prospecting most salespeople would rather not do, cold calling. Some salespeople see an impending cold call as a threat to their self-esteem; others see it as an opportunity to make money. Look for at least one idea in this list to help you overcome your reluctance to make cold calls, and turn threats into opportunities.
1. Recognize that you will need to make some finite number of dead-end calls before the next positive response
You have no idea what that number is. It might be one, this next call. Or it might be 50, and this next call will reduce the number to 49. Either way, you are always getting nearer to a good response or Yes. So pick up the phone and make that call.
2. Build rewards into your day for achieving milestones
Once you achieve each milestone like making 25 calls, do something that you like to reward yourself. Whether it is reading the favorite section of the newspaper, go out for some ice cream or call up a friend to plan your weekend.
3. When the last call was a real bummer, use a prescribed routine to get beyond it
Maybe it is a cup of coffee, reading a page in a favorite book, going outside for fresh air, or a few moments of prayer. Get back to the phone within 15 minutes.
4. View the next call as your first call of the day
Even though it may be 3 pm, assume you have made no calls yet today. Imagine the one coming up is your first. Be as fresh and energetic as you were at the start of the day.
5. View the next call as the one that will decide whether you can pay your bills
Be sure to call this person who is waiting to put money in your pocket.
6. View the next call as an opportunity to help someone solve a problem
You have got a great job. Your job allows you to help people relieve their pain. Get busy so that you can find someone who needs you and your product.
7. Practice positive mental imaging
Try this sequence:
Close your eyes
Take a deep breath
Relax your body
Picture in your mind the smile that was on your face when the last buyer accepted your proposal
Exhale slowly keeping this picture in your mind
Put that same smile on your face
8. Recall your favorite positive affirmations
Woody Allen said, “Eighty percent of success is simply showing up.” General George S. Patton said, “I don’t measure a man by how high he climbs but by what he does after he falls down.”
9. Picture your competitor sitting at a phone about to dial that number
Don’t wait another second. Your competitor has this buyer in mind too. And if you don’t dial the number, your competitor may dial the number faster than you do and get the sale.
10. Think about the cold calls that resulted in meetings and in sales
You have got rejections, but you also have successes. Think about the cold calls that confirmed your belief in yourself and the product.
11. Next to your telephone, post the running total of the sale volume that’s resulted from cold calls
Calculate the sales you have generated throughout your career that can be traced to an initial phone call. Keep that number next to your telephone and tell yourself that you are going to increase the number. Pump it up every time you have another success.
12. Post your current year sales to date and current year sales goal
Successful salespeople have vivid and specific goals. Stop focusing on your reluctance to call and start focusing on the likelihood this call will get you closer to your goal. When it does, update your numbers. What you focus is what you will achieve. Focus on that numbers you want to achieve and the reasons why you want to achieve that numbers.
13. Hone your appointments-getting skills
Become so good with the tactics to get through the gatekeepers and setting appointments so that you can speak to more buyers and set more appointments. More appointments is equivalent to having more opportunities to close a deal
14. Stop trying to change the rules of the game
Don’t kid yourself. Selling is a number game. The faster and the more people you speak to will bring you to a nearer Yes. Do not even try to change the rules. You cannot beat the natural law.
15. Imagine that you are only paid for your performance. You make money only when you make a sale or keep a current customer happy
Do not be complacent just because you have a basic salary. Try imagining that you are only paid for what you closed. Try to live on only your commission and take that basic salary of yours as a bonus.
Andy.P
www.elitecloser.com
1. Recognize that you will need to make some finite number of dead-end calls before the next positive response
You have no idea what that number is. It might be one, this next call. Or it might be 50, and this next call will reduce the number to 49. Either way, you are always getting nearer to a good response or Yes. So pick up the phone and make that call.
2. Build rewards into your day for achieving milestones
Once you achieve each milestone like making 25 calls, do something that you like to reward yourself. Whether it is reading the favorite section of the newspaper, go out for some ice cream or call up a friend to plan your weekend.
3. When the last call was a real bummer, use a prescribed routine to get beyond it
Maybe it is a cup of coffee, reading a page in a favorite book, going outside for fresh air, or a few moments of prayer. Get back to the phone within 15 minutes.
4. View the next call as your first call of the day
Even though it may be 3 pm, assume you have made no calls yet today. Imagine the one coming up is your first. Be as fresh and energetic as you were at the start of the day.
5. View the next call as the one that will decide whether you can pay your bills
Be sure to call this person who is waiting to put money in your pocket.
6. View the next call as an opportunity to help someone solve a problem
You have got a great job. Your job allows you to help people relieve their pain. Get busy so that you can find someone who needs you and your product.
7. Practice positive mental imaging
Try this sequence:
Close your eyes
Take a deep breath
Relax your body
Picture in your mind the smile that was on your face when the last buyer accepted your proposal
Exhale slowly keeping this picture in your mind
Put that same smile on your face
8. Recall your favorite positive affirmations
Woody Allen said, “Eighty percent of success is simply showing up.” General George S. Patton said, “I don’t measure a man by how high he climbs but by what he does after he falls down.”
9. Picture your competitor sitting at a phone about to dial that number
Don’t wait another second. Your competitor has this buyer in mind too. And if you don’t dial the number, your competitor may dial the number faster than you do and get the sale.
10. Think about the cold calls that resulted in meetings and in sales
You have got rejections, but you also have successes. Think about the cold calls that confirmed your belief in yourself and the product.
11. Next to your telephone, post the running total of the sale volume that’s resulted from cold calls
Calculate the sales you have generated throughout your career that can be traced to an initial phone call. Keep that number next to your telephone and tell yourself that you are going to increase the number. Pump it up every time you have another success.
12. Post your current year sales to date and current year sales goal
Successful salespeople have vivid and specific goals. Stop focusing on your reluctance to call and start focusing on the likelihood this call will get you closer to your goal. When it does, update your numbers. What you focus is what you will achieve. Focus on that numbers you want to achieve and the reasons why you want to achieve that numbers.
13. Hone your appointments-getting skills
Become so good with the tactics to get through the gatekeepers and setting appointments so that you can speak to more buyers and set more appointments. More appointments is equivalent to having more opportunities to close a deal
14. Stop trying to change the rules of the game
Don’t kid yourself. Selling is a number game. The faster and the more people you speak to will bring you to a nearer Yes. Do not even try to change the rules. You cannot beat the natural law.
15. Imagine that you are only paid for your performance. You make money only when you make a sale or keep a current customer happy
Do not be complacent just because you have a basic salary. Try imagining that you are only paid for what you closed. Try to live on only your commission and take that basic salary of yours as a bonus.
Andy.P
www.elitecloser.com
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