|
|
|
4 Easy Ways to Boost Your Sales
Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process.
1. Focus on What Your Customers Really Want
Your customers really don't want your products or...
6 Ways to More Sales During A Slow Season
6 Ways to More Sales During A Slow Season Copyright © 2004 Tinu Abayomi-Paul Unbeknownst to me, it’s a slow summer for business this year. Here I’ve been panicking when I see a sales dip over 48 hours, and some folks are complaining of not...
Creating Sales Conversations
You've got a great product or service that beats the competition by miles. Once you get in front of people or get them on the phone, they're sold. The only problem is you're not getting enough of those initial conversations with prospects...
How To Increase Your Sales From Your Newsletter
The first and most important thing you should know when thinking of your own newsletter is that YOU can do it. Yes, you can write your own newsletter. There is nothing much to it if you are ready to do it. If you can write a letter or a note to...
Want to Increase Your Online Sales? Make Sure That Your Web Site Has a Unique Selling Proposition
If you own a web site or if you are going to build a new one, the most important thing about your site is to achieve as high as possible visitors to sales conversion rate.
Although they say that "the traffic is king online", if your website...
|
|
| |
|
|
|
|
|
|
3 steps to getting a sales meeting
The best way to get a new customer is to clearly identify
who you want
to do business with and then get in front of them. They can
then see what you look
like, possibly see what your product looks like and also
examine any data or
statistics you might have. It gives you the ideal
opportunity to start building
a positive working relationship with your potential
customer.
Advertising, direct mail, web sites and telesales all have
their place but nothing beats the face to face interview.
The first challenge is, of course, getting to speak to your
prospect and arrange a meeting.
When you phone your prospect's organisation it's highly
possible you won't get through initially even if you have
their direct number. There's always an assistant, a
colleague or voice mail to deal with.
# 1 Deal with the other person
1.Always be pleasant and polite. Use the person's name as
soon as you know it
but not over familiar.
2.Use your prospects name and your name; say - "Will you
please tell John Smith that Alan Fairweather is on the phone
for him."
3. If you're asked what it's about, say - "It's about the
contents of a letter Mr Smith has received. (More later)
Will you tell him that Alan Fairweather is on the phone for
him please!"
4.If you're told that your prospect is in a meeting, find
out what time they'll be
out of the meeting and ask if it that would be a good time
to call.
5.Thank the person for their help and say - "I'll call back
at 3.30 and look forward to speaking to John then. Thanks
for your help Mary."
None of this is easy but persevere and don't be nuisance.
Always be friendly, firm
and courteous with Mary.
It sometimes helps to send a brief letter to your prospect
explaining that you'll call to arrange a short meeting.
(Don't use the word appointment). Briefly state your
product or service benefit or even a couple of questions at
the start of the letter.
But don't make it a sales letter and don't enclose
literature. (Your prospect gets
enough of the stuff).
# 2 Deal with voice mail:
1.Give your name, business name and phone number. Speak
slow and clear, warm, friendly and businesslike.
2.Say what you do - "Were the people who minimise
production time and cost on..... I'd appreciate the
courtesy of a return call on ........"
3.You might want to make an appointment to call - "I
appreciate you're very busy Mr Smith, however I have some
interesting information for you. I'll call back at 3pm and
would be pleased if you'd speak to me."
4.Follow up with a fax or email and make it human.
5.Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm and
friendly and that you
could be worth talking to, then you'll get call backs.
Always keep customer details
handy because when prospects call back they say - "Hi Alan,
its Fred I'm returning your call."
If you made twenty calls that day you may not initially
know
who Fred is, so be prepared.
# 3 Sell the meeting
Once you speak to your prospect on the 'phone you need to do
a good selling job to get the meeting.
Most of the time they're going to say something like - "I'm
not really interested, we already have a supplier, I'm a bit
busy at present."
Always keep in mind that the majority of prospects are
reasonable human beings and they have nothing against you
personally. There's also a strong possibility that they'll
welcome a visit from you if you sound warm, friendly and
businesslike.
If you sound like you have some worthwhile information to
impart and you don't sound pushy or manipulative then you're
more likely to get that meeting.
Plan your call carefully and consider the following.
1.Greeting - Speak slowly and clearly using the prospects
name, your name, and your business name
2.Courtesy - Ask if it's convenient to speak
3.Introduction - Say what you do and provide a benefit to
the prospect
4.Close - Ask for a short meeting at mutually convenient
time
5.Deal with resistance - Acknowledge what the prospect
says, outweigh with a benefit and close again
6.Don't use the word "appointment"
7.Don't start selling your product/service on the 'phone
only sell the meeting
8.Don't say you'll send literature, say you'll bring it
with you
9.Don't be pushy, be persistent and pleasant
10.Have a fall-back position. If they won't see you this
time then ask if it would be OK to 'phone at an agreed time
in the future - and make sure you do so.
You won't win them all however if you sound professional and
pleasant, potential customers are more likely to see you, so
don't give up.
I built my business initially by phoning prospects,
arranging meetings and then selling my services, I had
success, so can you.
===========================================================
Discover how you can generate more business without having
to cold call!
Alan Fairweather is the author of "How to get More Sales
without Selling" This book is packed with practical things
that you can do to – get customers to come to you .
Click here now
=>http://www.howtogetmoresales.com/Without%20Selling.htm
==========================================================
**Attn Ezine editors/Site owners**
Feel free to reprint this article in its entirety in your
ezine or on your site so long as you leave all links in
place, do not modify the content and include our resource
box as listed above. If you need additional articles, check
out my article archive for fresh, new content you can use
on your website or in your ezine - FREE
http://www.howtogetmoresales.com/Free%20stuff.htm
============================================================
About the Author
Alan Fairweather is the author of four ebooks in the "How
to get More Sales" series. Lots of practical actions you
can take to build your business and motivate your team.-
www.howtogetmoresales.com
|
|
|
|
|
| Sales - Wikipedia, the free encyclopedia |
| Dubious selling practices may occasionally result in a sale if the ... These can be slightly influenced by the salesperson, however, the sales person knows ... |
| en.wikipedia.org |
|
| Sales Jobs .com Worlds Largest Sales Employment Site |
| Sales Jobs features thousands of sales jobs for sales professionals. |
| www.salesjobs.com |
|
| Manage Smarter - Performance Gateway |
| Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
| www.salesandmarketing.com |
|
| Oracle Customer Relationship Management Solutions |
| Oracle's products cover the breadth of CRM functionality—from sales, ... With Siebel CRM On Demand, you can accelerate sales, improve marketing and deliver ... |
| www.oracle.com |
|
| Sales and related occupations |
| Sales and related occupations. Advertising sales agents · Cashiers · Counter and rental clerks · Demonstrators, product promoters, and models ... |
| www.bls.gov |
|
| Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
| Sales Career Paths: This field offers many different options. ... Manage Your Sales Career: Get expert tips for developing your sales career and handling ... |
| sales.monster.com |
|
| Government Sales and Auctions: FirstGov.gov |
| Official site for information on all sales and auctions of government surplus property and assets. |
| www.firstgov.gov |
|
| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
| www.smei.org |
|
| GPO U.S. Government Bookstore: Main Page |
| Purchase Federal information products for sale through the United States Government Printing Office (GPO). Browse by topic, keyword, or special collections. |
| bookstore.gpo.gov |
|
| Sales |
| Sales is a major aspect of product management. Therefore, after reviewing information in this topic, you might also benefit from scanning the topic ... |
| www.managementhelp.org |
|
| Sales Resource Center - Business Sales Web Site - Small Business ... |
| Sales resource center at Inc.com, small business sales and marketing information. |
| www.inc.com |
|
| Sales - Wex |
| Transactions for the sale (and leasing) of goods is governed mainly by sales ... Federal law has a limited impact on transactions for the sale of goods. ... |
| www.law.cornell.edu |
|
| Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
| Looking for sales & marketing jobs? Start your job search at CareerBuilder, the leader in job search sites, and access hundreds of thousands of jobs today. |
| sales-marketing.careerbuilder.com |
|
| Compare prices for retail store sales at SalesCircular |
| SalesCircular shows what's on sale at local retail stores every week by collecting data from Sunday newspapers and other ads. |
| www.salescircular.com |
|
| Sales Jobs in Canada - workopolis.com |
| Sales Jobs - Find sales Jobs online with workopolis.com. ... CSR (84), Office Equipment Sales (5). Call Centre Opportunities (109), Real Estate Sales (12) ... |
| www.workopolis.com |
|
| free online sales training articles, sales & selling processes ... |
| Sales and selling terms explained. (Scroll down a little bit to find this set of terms.) |
| www.businessballs.com |
|
| Music Sales Group |
| Music Sales Group - Eight Offices and three distribution centres worldwide bring you the world's best music. The Music Sales Group is Europe's largest ... |
| www.musicsales.com |
|
| Sales Autopsy |
| A collection of the best of the worst of negative selling experiences. Sales horror stories to use for learning, training and managing salespeople. |
| www.salesautopsy.com |
|
| REALTOR.com: Real estate listings & homes for sale |
| REALTOR.com is the world's largest real estate database of homes for sale and the official site of the National Association of REALTORS. |
| www.realtor.com |
|
| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
| Marketing Jobs / Sales Jobs - detailed job listings and company profiles - Updated daily. |
| www.nationjob.com |
|
|