Posts Tagged ‘Salesperson’

Have you ever noticed the “pitch men” on the television commercials?  The next time you see one, do not dismiss the commercial.  Pay close attention!  If you listen carefully, you will likely hear some “great sales techniques.” For example, have you ever heard one of these “pitch men” saying something like this?  “If you order two boxes of our “Super Suds” dishwasher detergent today we will give you a third box free.”  Or perhaps you have heard something like this.  “Call within the next 10 minutes and we will include ABSOLUTELY FREE our handy dandy, super absorbent, long lasting, specially imported, ...

What is a Good art of Handover, Customer walks in and explains to me and I have to handover to one of my sales guys.

The great sales trainer, Larry Wilson, taught that before we could sell our prospect, we needed to “warm them up.”  He recommended using an ember.  Now don’t get the wrong idea!  He did not mean we were to set them ablaze.  In this case Larry used ember as an easy to remember acronym.  E.M.B.E.R. stands for “Establishing a Mutually Beneficial Empathic Relationship.”  Some salespersons today might say that we need to create a “Win Win” relationship with the prospect. For both the salesperson and the prospect to believe that the purchasing ...

The great sales technician and trainer, Doug Edwards, said “people buy emotionally and then justify their purchase logically.”  Salespersons have been proving this statement true for decades through their own experiences.  Since we know that our prospects are very likely to have their emotions involved in their buying decision; that should affect how we present the benefits of our product.  As professional salespersons, we know that a presented benefit tells the prospect what the product “helps them gain” or “helps them avoid losing.”  Should we present our benefits positively or negatively?  The answer is “Yes.” Studies over many years have determined ...

When closing a sale, sometimes it takes to.  No, I did not misspell that last word of the first sentence.  I really meant to write “t” “o”.  Those two letters are the initials for one of the most long-practiced sales techniques we know.  They stand for “Turn Over.”  The “T.O.” is used in sales environments where the salesperson has other salespersons or sales managers nearby when they are presenting to prospects.  This would usually be in a retail setting or perhaps a group sales presentation of some type.  The “T.O.” is the technique of “Turning Over” a prospect to another ...

Communicating with one another is an interesting process.  We use words to help each other understand what we want each other to know.  However, when we say a word, the other person does not really envision the word we have said.  For example, when we say the word “dog,” the person does not see in their mind the three letters “d o g.”  The person will see in their mind an image of a dog.  So what actually happens when communicating is that we paint “word pictures” in the mind of the person to ...

The Sale After the Sale … Getting Referrals. Referrals have always been the single most valuable commodity a salesperson can acquire.  The more referrals a salesperson is able to collect, the more income he is going to make.  After we have created a new client, it is time to start selling again.  We must sell the new client on giving us some referrals. In my 30-plus years of selling and coaching salespersons, I have noticed that most salespersons are very poor at getting referrals.  There may be a number of reasons.  If a salesperson is having a “run of success,” ...

Why Doesn’t a Qualified Prospect Buy Now? It is not uncommon for a thoroughly qualified prospect to stall on making a buying decision after he has heard a perfectly delivered feature, advantage and benefit presentation on a correctly priced product/service that is exactly what he wants/needs.  Read on and find out why? Often after a prospect has heard a presentation and has been asked to buy, he puts up some resistance to buying at that time.  Very often what he says has a tendency to cause the salesperson to lose momentum and ultimately bring the sales process to a halt.  ...

Is Everyone a Prospect?  Yes!  Really? Sales and income are lost when a salesperson does not know how to: find the persons who should buy his product/service; recognize when a prospect has an interest in his product/service; identify the level of interest; create or increase the level of interest so as to produce a qualified prospect. Is everyone a prospect?  Yes!  Really?  Of course!  He is a prospect for someone.  Whether or not he is a good prospect for us is what we must determine.  Each of the various sales areas requires the ability to identify prospects for ...

How often are salespersons found to be surprised, even shocked, when we do not close a sale that we thought was a “sure thing?”  This happens too often.  One of the principal reasons this happens is that the salesperson was never actually dealing with the REAL decision maker.  For the purpose of this article the term “decision maker” will mean the individual or the set of individuals required to approve a purchase. As the great J. Douglas Edwards was fond of saying, “If we are NOT talking directly to the decision maker, pack up and leave; unless we just want to ...