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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...
Killer Ways To Multiply Your Sales!
1. When you make your first sale, follow-up with the customer. You could follow-up with a "thank you" Email and include an advertisement for other products you sell. You could follow-up every few months. 2. You could up sell to your customers....
There's never a bad time for a great sales promotion!
I love spring! The warm days, sunshine, fresh flowers…it’s a welcome relief from colder, shorter, wetter winter months. Plus, it’s a built-in great opportunity for a sales promotion! From March 21 – June 20, you can run a promotion targeted at both...
Tips to power-up your sales copy
Tips to Jump Start Your Sales Copy... by: Anthony L. Davenport We are were guilty of it at one time or another. Getting too caught up in our website design.. making sure the links work...checking our site in different browsers and resolutions etc....
Top Ten Ways of Why and How to Write your Book's Sales Letter - Part 1
Top Ten Ways of Why and How to Write your Book's Sales Letter - Part 1 Judy Cullins ©2005 All Rights Reserved. Authors/publishers are great at getting their books written. But after the initial one-year honeymoon, sales slow down. To counter this...
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Dramatically Improve Sales with The KISS Test
We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not.
Let me start with some examples of what I'm talking about. At one position I held, I sat next to someone who could have been a top salesperson. He and I both operated much the same in that rather than cold call, we ran our own personal marketing programs to generate leads and simply took the calls that came in as a result. The problem is what he did with the calls. When someone called me, ready to buy, I immediately went into closing the deal and making arrangements to either come out with the paperwork or to fax it over. He, on the other hand, went into a full-length company story and a lot of other information that he absolutely should not tell a qualified prospect unless they ask for it. The end result is that people who called ready to sign up for one of our services lost interest and didn't buy anything at all.
Another example is what happens every time I try to make a business purchase. Here I am, saying "Yes, I'm going to buy," and the sales rep lauches into a company story about how long they've been in business, who their big clients are, and on and on. Lucky for these salespeople, the product usually sells itself and I still buy. However, I'm willing to bet that a lot of people don't. Nothing is more frustrating than picking up the phone saying, "Hi, here I am ready to buy," and having some rep go into a story bragging about how great the company is and all that they can do. That comes off as pure arrogance to a business owner. What's more, talking about your big enterprise clients alienates
most small business owners. They assume their needs will be placed second to those of the big dogs and that they'll be treated as just a number when calling for service.
I think most training is at the root of this massive problem. Every course I've taken has gone through the steps of a sale. The problem is, what if all the steps don't take place? Consider "objection handling." When I was working for that company I mentioned earlier, many of my prospects had no objections because my marketing pieces took care of them in advance. By assuming that each of these steps are going to take place, a lot of salespeople will cause something to happen when it really shouldn't have to begin with. If a prospect doesn't come up with any major objections, don't give them a reason to!
I've seen a lot of managers require their reps to fill out a "lead sheet" that documents each step of the sale. This assumes that each of the steps will happen when they may not. If you're required to maintain these types of records, skip anything that doesn't happen naturally. Don't induce a prospect to enter a selling phase that may not only be unnecessary, but may cause you to lose the sale entirely.
Use the KISS test when you're selling. Always ask yourself if what you're doing is actually necessary. Believe me, you'll save yourself a lot of wasted time and lost sales by doing so. I did.
About the Author
Frank Rumbauskas is the author of Cold Calling Is a Waste of Time: Sales Success in the Information Age. He is the founder of FJR Advisors LLC, which publishes training materials on generating business without cold calling. For more information, please visit http://www.nevercoldcall.com
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| Sales - Wikipedia, the free encyclopedia |
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| Manage Smarter - Performance Gateway |
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| Oracle Customer Relationship Management Solutions |
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| Sales Jobs - Search Sales & Marketing Jobs at Monster.com |
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| Sales and Marketing Executives International |
| Worldwide association of sales and marketing management. |
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| 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. |
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| Sales Resource Center - Business Sales Web Site - Small Business ... |
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| Sales - Wex |
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| Sales Jobs, Marketing Jobs, Advertising Jobs on CareerBuilder.com |
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| Compare prices for retail store sales at SalesCircular |
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| Music Sales Group |
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| REALTOR.com: Real estate listings & homes for sale |
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| Marketing Jobs / Sales Jobs - NationJob.com Careers, Work ... |
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