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Digg it UP - Sales Training Techniques
Have you thought about starting your own business? Have you started one and are having challenges with marketing, fear of failure, fear of success…I could go on and on. Has the question, Now what? ever entered your mind? If so, I would like to share my story with you. A journey, from corporate to business owner and everything in between.After working in the corporate field for 25 years, an opportunity presented itself to start my own business, to work out of my home. I found a fulfilling profession in personal and
Wholesale clothing seems to be abundant these days. A quick click of the mouse and a retailer can find thousands of sources for wholesale clothing.But what retailers need the most, are strategies for selling the wholesale clothing which they buy.Here are my top tips for selling clothing out of a store:Clothing Sale Tip #1Always have a well lit store. You can have the nicest clothing in your store, but unless your customers get a good look at it they won’t buy it.Clothing Sale Tip #2<
The first step in the sales process is that you need to qualify your lead before you present your sales presentation to them. There is no point in trying to sell something to a lead that is not qualified. For example if you are selling weight loss programs you can ask them questions like "On a scale of one to ten how serious are you about losing weight?" and "Why do you want to lose weight now?" Obviously if they answer ten and they are experiencing health problems you know they are very serious. One important thing to remember is that when people volunteer information they may say that they are a ten, but in fact they could possibly only be a six or seven serious. You can find this out by asking them a question that is a contradiction like "Hypothetically speaking how much would you pay a weight fairy to instantly lose all the weight with the wave of a magic wand?". This question catches most people off guard and determines how serious they actually are. Now someone who answers fifty dollars is only slightly serious. However someone who answers three thousand dollars is very serious and there is a good chance that they will purchase your product. The reason for this is that if they were deadly serious they would get the result immediately
There’s no denying that a healthy work environment is a top concern for most employees. Review any employee satisfaction survey and you’re apt to find this issue among the top five concerns of your staff – sometimes above the issue of pay.So how do you know if your organization provides a safe, healthy environment for employees? Well, there are some signs to look for.1. Employees laugh often.Generally, humor is a sign of comfort. Employees that feel comfortable with co-workers and have joy in their
The first step in the sales process is that you need to qualify your lead before you present your sales presentation to them. There is no point in trying to sell something to a lead that is not qualified. For example if you are selling weight loss programs you can ask them questions like "On a scale of one to ten how serious are you about losing weight?" and "Why do you want to lose weight now?" Obviously if they answer ten and they are experiencing health problems you know they are very serious. One important thing to remember is that when people volunteer information they may say that they are a ten, but in fact they could possibly only be a six or seven serious. You can find this out by asking them a question that is a contradiction like "Hypothetically speaking how much would you pay a weight fairy to instantly lose all the weight with the wave of a magic wand?". This question catches most people off guard and determines how serious they actually are. Now someone who answers fifty dollars is only slightly serious. However someone who answers three thousand dollars is very serious and there is a good chance that they will purchase your product. The reason for this is that if they were deadly serious they would get the result immediatel
When someone feels love or unconditional acceptance, they will be open to your influence. To be this open to your influence, people have to know that you empathize with their situation. Empathy has both Latin and Greek roots. The two parts of the word mean "to see through" and "the eye of the other." The ability to see through the eye of another creates long-term influence. When people know that you can see what they see, feel what they feel and hurt the way they hurt, then they will be wi
Make Magic #1Marketing is about making plans, about Goals and Objectives and Strategies. It is about what I call the “what and the how” – the answering of these questions.• What is my destination (objective) and how (strategy) will I get there?• What action (strategy) will I take to reach that destination (objective)?• What steps (goals) are necessary to accomplish these things?This process is critical to a successful marketing effort and paramount to your future. Addressing these que
Of all the tools in your persuasion toolbox, questioning is probably the one most often used by Master Persuaders. Questions gain immediate involvement. Questions are used in the persuasion process to create mental involvement, to guide the conversation, to set the pace of conversation, to clarify statements and objections, to determine beliefs, attitudes, and values, to force you to slow down, to find out what your prospect needs, and to show your sincerity. Questioning is a very diverse and useful tool. Neil Rackham and
One of the most significant factors in succeeding in selling is that you need to listen more. Most sales people come across very aggressive and this is a big turn off for most people. Ask a question like "What is most important to you about losing weight?". Your qualified prospect will explain to you the reasons why they want to lose weight and persuade themselves to buy.
Often sales people are too scared to close the prospect and end up losing lots of sales. If you have done all the previous steps correctly the closing part should be easy and natural. I have found the best way to close is to offer your prospect two choices. You do not want to ask them a question where they will answer "yes" or "no" as many people will answer "no" out of habit. You can close by asking a question like "Would you like the advanced weight loss program or the standard weight loss program?" Take their credit card details and get off the phone before they hesitate and change their mind.
After you close you are going to have to learn to deal with objections otherwise you will lose a lot of sales. These objections rise mainly because the product could be expensive or because of skepticism.
The three most common objections you will hear are:
1) "I need to think about it" This happens because
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