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Will You Add? - Nine Common Mistakes Salespeople Make
Many schools and churches are looking for fundraisers that are a bit different than the usual bake sale, candy bar sale or car wash. While these are great fundraisers, everyone is doing them. So many schools and churches are opting to sell silicone rubber bracelets.What makes these bracelets such good items for fundraising is the fact that they can be customized. This makes them unique. There won't be a dozen schools and churches selling the exact same bracelets. For churches, Bible verses can be inscribed on them, even using verses that are relevant for the purpose th
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn att
Selecting the right payroll solution is an important decision for all business owners. The wrong payroll solution can be expensive not only in terms of money, but in productivity, which translates back to morale, which translates back to money. When selecting payroll solutions, carefully consider your resources. Here are brief descriptions of each type, and the resources you need to implement them:Payroll Software - Payroll within Accounting SoftwareWhen using payroll software, or when running payroll within your accounting software, your company runs pa
Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over".
2. They presume instead of ASKING QUESTIONS.
Salespeople seem to have all the solutions. In fact, most companies are no longer in the business of selling products, but instead are now in the business of selling solutions. The only problem with this is that too many salespeople try to tell the prospect the solution before they even understand the problem. If salespeople were held accountable for their solutions, as doctors are for prescriptions, they would be forced to examine the problem thoroughly before proposing a cure at the risk of malpractice. The salesperson must ask questions up front to insure a complete understanding of the prospect's perspective.
3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode. Often, the salesperson will begin a lengthy speech on quality or value...or they might respond with a concession...or a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn't buy yet, until he tries something more powerful to get an even better price. "Your price is too high" is not a question! It does not require an answer.
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn atti
Test your assumptions about everything.Assumptions have a way of creeping into all parts of a problem-solving project. They’re often wrong, which can lead to a lot of wasted effort and even cause a problem-solving project to fail entirely. It’s very easy to take a strongly stated assertion as true, especially if it’s the boss who makes it. Remind everyone involved to be skeptical and on the watch for untested assumptions.Problem definition.Check the facts first to be sure that you and your team understand the problem the same way, and that y
2. They presume instead of ASKING QUESTIONS.
Salespeople seem to have all the solutions. In fact, most companies are no longer in the business of selling products, but instead are now in the business of selling solutions. The only problem with this is that too many salespeople try to tell the prospect the solution before they even understand the problem. If salespeople were held accountable for their solutions, as doctors are for prescriptions, they would be forced to examine the problem thoroughly before proposing a cure at the risk of malpractice. The salesperson must ask questions up front to insure a complete understanding of the prospect's perspective.
3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode. Often, the salesperson will begin a lengthy speech on quality or value...or they might respond with a concession...or a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn't buy yet, until he tries something more powerful to get an even better price. "Your price is too high" is not a question! It does not require an answer.
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn att
As Michael Dell sat in his dorm room at the University of Texas in 1983, envisioning a better way to deliver PCs and “beat IBM,” he had no way of knowing the Internet, E-mail, Instant Messaging, eBay, Amazon, Google and an ever-growing need for businesses to increase productivity would drive demand for computers to such lofty heights. What he clearly saw back then, in his own words, was “finding a new way to deliver a better customer experience and more value at less cost is a good strategy.”Obviously, this philosophy works well for Dell, Inc. The company sells one of
3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode. Often, the salesperson will begin a lengthy speech on quality or value...or they might respond with a concession...or a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn't buy yet, until he tries something more powerful to get an even better price. "Your price is too high" is not a question! It does not require an answer.
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn att
It was probably first discovered out there in the caves or wherever else the history of mankind begun. And yet this weapon has been used so sparingly over the centuries. It is so powerful that those surprisingly few who have stumbled on to it and appreciated and respected its power have ended up making untold fortunes.Even the greatest mail order marketer of them all, Joe Karbo, created a selling system that showed he fully understood the power of this weapon. (More on that at the end of this article.)I am sure you’re dying to hear what it is. Let me warn you, y
3. They ANSWER UNASKED QUESTIONS.
When a customer makes a statement such as "Your price is too high", salespeople automatically switch into a defensive mode. Often, the salesperson will begin a lengthy speech on quality or value...or they might respond with a concession...or a price reduction. If a customer can get a discount by merely making a statement, then maybe he shouldn't buy yet, until he tries something more powerful to get an even better price. "Your price is too high" is not a question! It does not require an answer.
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn att
Starting up your own business can be a daunting task: once you come up with your initial business idea, you need to formulate a business plan - a process that usually involves finding the necessary funding to make your company a reality. However, it's important not to be overwhelmed; after all, small to medium sized businesses make up over half of the UK's workforce and occupy a crucial place in the workings of the British economy. Simply make sure that you get the best advice possible, and consult the right financial sources to gain the necessary capital you require.M
4. They make TOO MANY FOLLOW-UP CALLS when the sale is actually dead.
Whether it is a stubborn attitude to turn every prospect into a customer, or ignorance of the fact that the sale is truly dead, too much time is spent on chasing accounts that don't qualify for a product or service. This should have been detected far earlier in the interview process.
5. They fail to get a COMMITMENT before closing sale.
Salespeople are too willing to jump at the opportunity to show how smart they are by making features and benefit presentations about their product or service. They miss their true goal-To make a sale-and end up merely educating their prospects, who then have all the information they need to help them buy from a competitor.
6. They chat about everything and AVOID STARTING THE SALE.
Building rapport is necessary and desirable...but all too often the small talk doesn't begin. Unfortunately, the prospect usually recognizes this before the salesperson is back on the street wondering how he or she did with that prospect.
7. They would rather hear "I want to think it over" than to hear the word "NO".
Prospects are constantly ending the sales interview with the standard "THINK IT OVER" line. The salesperson accepts this indecision and even sympathizes with the prospect. It's easier for the salesperson to tell the sales manager that the prospect may buy in the future, rather than to say that the prospect is not a qualified candidate f
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