|
|
|
Information Technology Consultants and Professionals: How to Avoid Being Seen as Just Another Salesperson
Here are tips for information technology professionals to meet with prospects without being seen as an annoying salesperson:
1. Don't make cold calls. An unsolicited phone call is the easiest tip-off to a prospect that you are a salesperson. How...
Integrity In Business-The Secret To Increased Sales
Imagine David Letterman is on the streets of New York City with a microphone in hand. He has one question to ask those who happen to pass by, "What is the purpose of being in business?" "What do you think the most common response will be? I would...
It's Okay To Negotiate - REALLY!
Sarah is a young woman who attended one of my sales negotiation training programs shortly after taking a new job. When I asked her how she did with her salary negotiation, she replied, "Well, I didn't negotiate. I was offered $44,000 and I took it....
Mental Fitness For Confidence And Winning In Life
Studies show that men and women profit most with having self-confidence and by building up their psychological strength. Self-confidence is the hallmark of great achievement for individuals from all walks of life and from all industries and many...
Why bother with customer centricity?
CRM Magazine recently asked their subscribers "What is the number one concern that keeps you up at night?". I found it interesting that none of the responses resembled anything like: "My kid is failing out of school", or "My spouse works too...
|
|
| |
|
|
|
|
|
|
Choosing A Direct Sales Company
Choosing a Direct Sales Company
In this hustle and bustle world of direct sales the goal remains the same. How do I build my business successfully and make enough to achieve what I have set forth to do? Many have a mentor or someone in their company who helps them along by offering training and direction, however who trains the trainer? Most direct sales companies have a training manual and offer "support" at the home office, but is this really working? How many times have you seen an email from someone who has "retired" from one company only to join another. How does a person really choose which direct sales company is for them? Is it the product? the company name? the price of the products offered? commission structure? Believe it or not, there is a method to choosing which company is right for you. It's the same method that one would take when deciding if a neighborhood is where they want to live or if a certain car is the one they want to drive. It's called taking the time to research the company and talk with others involved. Make informed decisions, don't jump because a consultant does an amazing presentation at an event and you want part of it. That is the role of a good consultant, to make you desire more. Before choosing a direct sales company, here are a few questions to ask yourself and others:
1. What do I think of the products? Not just the ones I bought today, but the ones I have been using for weeks, months or years? Obviously if you are using the products for months or years than it is probably safe to say you are enjoying the products.
2. What is the price range of these products? Do I know people (as we always start with selling to those we know) that can and will want to purchase these products?
3. How often will the products need to be reordered? Will I have returning customers each month because the products are consumable? (make-up, food, cards are examples of consumable products), (jewelry, books, clothing are non-consumables).
4. What is the discount or commission structure? Do I have minimums or quotas each month? What do I have to do to receive my monthly discount or bonus check?
5. Is there a yearly renewal fee for my membership? If so, how much?
6. How can I advertise this business? Many companies are not internet friendly and therefore if you plan to advertise on the internet you may be at a serious disadvantage by not being able to have a website with products on it. However if you are not planning to advertise on the internet, then this issue does not need to be a large concern when making the decision. Ask about use of the company name - can you put a link in your email, sign on your car? Think about what you plan to do and ask if this is something you can do with this particular company.
7. Talk with other representatives and not only the ones in your local area. Ask friends and family members if
they know of the products and if so, what do they know. You may find information that will help you in making a more informed decision.
8. Ask yourself how much do I want to invest in this business? Even though you are working for yourself, this is still a business and you are the business owner, self promotion is key. There is work involved. You will have to decide how much time you want to spend at events, home parties, expos, marketing your business to others and of course, how comfortable are you on the phone? Telephone skills are very important in direct sales. Following up with customers and potential customers is crucial. Keep in touch with those you have met. Just say hello, a friendly reminder that you are there is sometimes all it takes to receive a new order from someone you may have met at an event. Make sure you are available, answering machines are a must in this day and age. No one likes to call somewhere and receive a busy signal or get no answer. Make sure your customers can reach you.
9. Check out the local area reps to see what goes on in terms of meetings and updates. Most companies have a policy that once a consultant reaches a certain level in the company they are required to hold meetings to pass on new information to other consultants. Find out what is in your area. Are there 3 other consultants in your area or 30,000? Having too many or too few is not necessarily a positive or negative to base a decision on, but something to give you a guideline of what type of networking environment is available to you.
10. Most importantly remember that direct sales is not the type of business where you can hang a shingle and say "okay I'm here, come buy from me." This is a very interactive tough type of business to be involved in. Depending on the area and time of year, things will slow down. The main point is that if you are happy with the products you are offering and able to communicate well with others you will succeed. Don't let slow days get you down. Remember to smile on the phone with others, talk about your products and share with everyone. Don't prejudge what the answer is going to be and therefore not talk to someone about what you have to offer. Let them know what you have to share and remind people by the constant use of your products in your home, car, office and wherever else they can be used. Talk it up and your customer base will grow. Most of all - keep a positive mental attitude and remember you can and will succeed!
**Written by Caryn FitzGerald, owner of VendorCentralUSA.com** Contact: caryn@vendorcentralusa.com.
Reprinting of this article is encouraged - please remember to include author credit.
About the Author
Caryn FitzGerald is a retired LPC, and the owner of VendorCentralUSA.com. She holds a Masters in Counseling and has worked as a therapist for many years prior to becoming a work-for-herself parent.
|
|
|
|
|
| free online sales training articles, sales & selling processes ... |
| Free online sales training and selling glossary: sales techniques, selling skills and methods, free online from AIDA to modern selling methods. |
| www.businessballs.com |
|
| Sales Training International, classroom training, online sales ... |
| Sales Training International is a Houston based sales training, customer service training, and sales management training and consulting company offering ... |
| www.saleshelp.com |
|
| Waterhouse Group - Sales Training Programs: Consultative, Value ... |
| Sales Training and Consulting by Waterhouse Group - Your solution for Consultative Selling and the Complex Sale. Customized sales training courses and ... |
| www.waterhousegroup.com |
|
| Sales training consultancy - UK sales training, sales staff ... |
| Sales training courses, sales consultancy and sales related products. |
| www.salestraining.co.uk |
|
| Professional Sales Training Courses & Sales Coaching Programs ... |
| Need a sales training course or professional sales coaching program to improve your sales and thicken your skin? Industrial Ego Sales offers help for sales ... |
| www.industrialego.com |
|
| Sandler Sales Institute;Sandler Selling System:sales training ... |
| Provides sales management training and program. Offers international and domestic franchise for sales training, coaching, and sales management techniques. |
| www.sandler.com |
|
| Sales Management Training - Selling Seminars - Reinforcement & ROI ... |
| Sales management and sales training programs focused on creating a lasting return on your investment, not just a temporary increase in sales. |
| www.brooksgroup.com |
|
| Professional Corporate and Leadership Training from Dale Carnegie ... |
| For 94 years, business professionals have turned to Dale Carnegie's powerful books and winning interactive seminars to help them reach new levels of ... |
| www.dalecarnegie.com |
|
| Sales Training |
| We always have things to learn when it comes to sales and marketing. You'll find the best sales tips and advice in this resource of valuable information ... |
| marketing.about.com |
|
| Sales Training, Sales Management Training, Corporate Sales Training |
| Sales Training - Sales Management Training - Selling Skills Certification Programs. Follow a proven sales management process based on research of over ... |
| www.thesalesboard.com |
|
| Miller Heiman Sales Training: The Sales Performance Company |
| Sales training, process and strategy for outstanding performance. For nearly 30 years, Miller Heiman has helped thousands of companies, their salespeople, ... |
| www.millerheiman.com |
|
| Sales Training Camp offers sales training and sales coaching ... |
| Slife Sales Training, Inc. brings the top sales training to you at a reasonable price through sales seminars, keynote speakers, a free Sales Tip of the Week ... |
| www.salestrainingcamp.com |
|
| Sales Training, Sales Consulting & Sales Seminars |
| Sales training with Perpetual Development is intense with a focus on results - Sales training consultants offer a variety of sales consulting delivery ... |
| www.perpetualdevelopment.com |
|
| Sales Training America: Corporate Training Seminars and Custom ... |
| Offers sales training seminars across the US. Other training seminars include leadership training, management training, customer service training, ... |
| www.salestrainingamerica.com |
|
| Sales Training, Telephone Sales Training, Sales Management Training |
| Sales Training through public courses, also on-line sales training, sales recruitment, psychometric testing available, telephone sales training with ... |
| www.salesxcellence.co.uk |
|
| sales training and business development - free online sales help |
| Provides sales training and management courses, covering presentation skills, public speaking and negotiation techniques. Offers range of free reports and ... |
| www.salessense.co.uk |
|
| Sales training: choosing the right course/seminar |
| Practical advice on how to choose a good sales training course. |
| www.teamtechnology.co.uk |
|
| Sales Training International Ltd - Sales Training, Management ... |
| Providers of bespoke sales training courses, covering subjects from human resources to leadership and selling skills. |
| www.salestrainingintl.com |
|
| Sales Training Home Page: Sales and Sales Management Training Firm ... |
| CPSA offers acclaimed sales training and sales management training workshops and seminars throughout Canada. |
| www.cpsa.com |
|
| Sales Lead Generation Seminars and Sales Training Courses |
| Sales Lead Generation Seminars and Sales Training Courses showing how to write compelling prospecting letters, create a dynamic sales presentations, ... |
| www.leadersinstitute.com |
|
|