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Digg it UP - Hooking Customers at the Bank Counter
Is your business publishing a print or e-newsletter? An informative publication is a great way to stay in touch with your customers and leads. It also reinforces your expertise in your industry. You can give your readers tips and advice. You can also give them updates about company news and information about your products or services. Both can help drive repeat business to your website. It also reminds people that you are still available the next times they need your services or products.To generate your mailing list, start with your current customers, friends, associates, and vendors. Include a sign-up form on your website for print and/or electronic versions. Ask new customers if they would like to receive your newsletter. Organize your contacts using some kind of database software. Make sure you keep your list up to date.Over time, a newsletter establishes trust with your readers. You begin to form a relationship, even if you’ve never met face to face. Be there for your readers if the
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
eBay sellers can place themselves at a big advantage by specializing in hot products. But to find these hot products they need to understand the mentality of eBay shoppers.eBay shoppers are guided by their desire to save money, be entertained, and gift giving.Many customers buy on eBay to take advantage of price savings not offered in the offline world. To win over these customers you need to focus on merchandise which you can sell at a drastic discount off of the original retail price.eBay customers looking for entertainment are either searching for hard to find items, are collectors, or are motivated out of curiosity.You can combine these needs with the need to save money, and lend a further boost to your eBay sales.Finally, the last category of eBay shoppers is comprised of people looking to purchase gifts. These shoppers are looking for clothing, collectibles, movies, music, antiques, and novelties.To capture sales from eBay gift givers you need to sel
It can be that easy. In theory.
But in practise people’s emotions, feelings, prejudices and so on and so on, get in the way. So we need to know how to handle this when it happens. So what exactly are buying signals? They are strong signs from your customer that they are thinking about owning your product or using your service. The thought is in their head. They like what you’ve said so far, they trust you and your company and are interested.
When do we look for buying signals?
Sales training textbooks say you should look for buying signals towards the end of the meeting. Yes you should but you must also be looking for them throughout the meeting with your customer. Not so you can close them but so you can move forward. When I’m selling my service to customers, during the first 5 minutes of the call, I’m looking for verbal and non-verbal signals that they want to proceed and are beginning to warm to me. We all do this subconsciously and all we’re doing is observing buying signals.
If we don’t get these buying signals, at any stage, we need to test the customer’s thoughts.
“How does that sound?” “What do you think so far?” “Is this interesting for you?”
Towards the end of the meeting you’ll be looking for strong buying signals which will allow you to trial close the customer.
“So if we can organise all the paperwork immediately, might you be willing to go ahead then?”
“This all sounds really good doesn’t it? “If I can get all the costs within your budget and it includes all these benefits we’ve been speaking about, would you be happy to go ahead then?” “So next time we meet, I can assume you’ll be happy to go ahead with the paperwork then?”
How do we recognise buying signals?
Let’s look at a system to help you gauge the customer’s buying position. Lots of successful salespeople use an imaginary traffic light in their head. You know the classic red, amber and green.
The red light indicates stop. In a car we do this and in selling we should do so as well. The reason is that the customer is not interested and is showing negative signs. Our actions should be based around bringing the customer out of this negative point of view, if we can. I recall selling a mortgage to a customer in the estate agents where I worked who blatantly didn’t want to be there. I was getting nowhere and you could see this clearly.
No before you read on to find out about my classic method to get him on my side I’m afraid you’re going to be disappointed.
I used a few testing questions and trialled him a couple of times. It became very obvious that whatever I said or did, he wouldn’t buy. Why? Well he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
CRM is an approach which diversifies the customer facing processes, according to Customer groups of different value to the Enterprise. CRM is about tuning the consumption of Enterprise resources, in order to provide increased value to the valuable Customers.‘Tuning the consumption of Enterprise resources’ means trying to identify optimal approaches in investing existing budget to handle the Customer relationship. Optimal approaches would entail the direct & flexible linking between Customer value to the Enterprise and service level or pricing offered.Enabler of this approach is Customer insight: the knowledge of the Customer by the Enterprise, the Customer’s value to the Enterprise and the Customer’s preferences in the relationship with the Enterprise. If this information is unavailable, the Enterprise is unable to apply any of the above mentioned practices. CRM is about developing Organisational processes & competences, which shall allow the Enterprise to better learn from the Customer
When do we look for buying signals?
Sales training textbooks say you should look for buying signals towards the end of the meeting. Yes you should but you must also be looking for them throughout the meeting with your customer. Not so you can close them but so you can move forward. When I’m selling my service to customers, during the first 5 minutes of the call, I’m looking for verbal and non-verbal signals that they want to proceed and are beginning to warm to me. We all do this subconsciously and all we’re doing is observing buying signals.
If we don’t get these buying signals, at any stage, we need to test the customer’s thoughts.
“How does that sound?” “What do you think so far?” “Is this interesting for you?”
Towards the end of the meeting you’ll be looking for strong buying signals which will allow you to trial close the customer.
“So if we can organise all the paperwork immediately, might you be willing to go ahead then?”
“This all sounds really good doesn’t it? “If I can get all the costs within your budget and it includes all these benefits we’ve been speaking about, would you be happy to go ahead then?” “So next time we meet, I can assume you’ll be happy to go ahead with the paperwork then?”
How do we recognise buying signals?
Let’s look at a system to help you gauge the customer’s buying position. Lots of successful salespeople use an imaginary traffic light in their head. You know the classic red, amber and green.
The red light indicates stop. In a car we do this and in selling we should do so as well. The reason is that the customer is not interested and is showing negative signs. Our actions should be based around bringing the customer out of this negative point of view, if we can. I recall selling a mortgage to a customer in the estate agents where I worked who blatantly didn’t want to be there. I was getting nowhere and you could see this clearly.
No before you read on to find out about my classic method to get him on my side I’m afraid you’re going to be disappointed.
I used a few testing questions and trialled him a couple of times. It became very obvious that whatever I said or did, he wouldn’t buy. Why? Well he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
In Parts 1 and 2 of this article series, we examined four points of influence, including the word w“Because,” Reciprocity, Contrast, and Pointing out the Negatives, and what you can do as a business leader to use them to your advantage. The points of influence outlined in this conclusion to the series are Consistency and Association.ConsistencyWhen an individual takes a position, he or she will defend their belief whether it is right or wrong. Have you ever been in an argument with somebody here after a while it just matters that you win the argument not what the argument was about in the first place? That’s an example of consistency, and here are a few more.During the Korean War, American POWs who were in Chinese Communist detention camps were asked by their captors in discussion groups to make very mild anti-American statements - statements as mild as “the United States isn’t perfect.” It was hard to disagree with. Nobody’s perfect and the United States isn’t perfect either, ing for you?”
Towards the end of the meeting you’ll be looking for strong buying signals which will allow you to trial close the customer.
“So if we can organise all the paperwork immediately, might you be willing to go ahead then?”
“This all sounds really good doesn’t it? “If I can get all the costs within your budget and it includes all these benefits we’ve been speaking about, would you be happy to go ahead then?” “So next time we meet, I can assume you’ll be happy to go ahead with the paperwork then?”
How do we recognise buying signals?
Let’s look at a system to help you gauge the customer’s buying position. Lots of successful salespeople use an imaginary traffic light in their head. You know the classic red, amber and green.
The red light indicates stop. In a car we do this and in selling we should do so as well. The reason is that the customer is not interested and is showing negative signs. Our actions should be based around bringing the customer out of this negative point of view, if we can. I recall selling a mortgage to a customer in the estate agents where I worked who blatantly didn’t want to be there. I was getting nowhere and you could see this clearly.
No before you read on to find out about my classic method to get him on my side I’m afraid you’re going to be disappointed.
I used a few testing questions and trialled him a couple of times. It became very obvious that whatever I said or did, he wouldn’t buy. Why? Well he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
Most businesses have their "heroes". They’re the trend-setters who lay the foundation for the rest to follow.In the publicity business, the real trend-setters are the Press Agents. They’re the people who literally "create" news stories.They’re people like George Evans. His company was hired to take a relatively unknown Vegas lounge singer called Frank Sinatra and try to make him into a star. Evans hired a dozen girls, at $5 each, to jump and scream "Oh Frankie, Oh Frankie" and toss flowers at the stage. They met and practiced in the basement at the Paramount Casino where Sinatra was performing.Jack Keller, Evan’s West Coast partner explains what happened:"We hired girls to scream when he sexily rolled a note. The dozen girls we hired to scream an swoon did exactly as we told them. But hundreds more we didn’t hire screamed even louder. Others squealed, howled, kissed his pictures with their lipsticked lips, and kept him a prisoner in his dressing room betwe amber and green.
The red light indicates stop. In a car we do this and in selling we should do so as well. The reason is that the customer is not interested and is showing negative signs. Our actions should be based around bringing the customer out of this negative point of view, if we can. I recall selling a mortgage to a customer in the estate agents where I worked who blatantly didn’t want to be there. I was getting nowhere and you could see this clearly.
No before you read on to find out about my classic method to get him on my side I’m afraid you’re going to be disappointed.
I used a few testing questions and trialled him a couple of times. It became very obvious that whatever I said or did, he wouldn’t buy. Why? Well he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
I was fascinated about the concept of lean manufacturing since I first read the articles on lean manufacturing. Then when I conducted few researches on lean manufacturing I understood that lean is the path for future.But one question continuously I asked myself is the possibility of applying lean manufacturing concepts in the field of agriculture and food industry. Agriculture is traditionally based on bulk manufacturing. Harvesting is done once a season most of the times and stocked and used later. In fact some lean thinkers say that people adopted batch processing and stocking in manufacturing as a result of the practices from agricultural thinking. Before the industrialization people with the biggest stocks of food and other supplies were considered as more stable and they were able to face challenges of nature without having to starve. People with time develop the concept of having more stocks is better. When people gradually moved to industrialization, still the concept of maintaining big l he’d made an offer on a property we were selling, had already agreed his mortgage elsewhere, but was forced by the negotiator to sit down with me to look at other options. We soon parted amicably
Of course you might turn them around and we can look at ways of doing this shortly.
Amber indicates caution. Proceed carefully and be aware of on coming traffic. In selling we should do the same. Be aware that we’re not quite hitting their buttons yet and should do some more work on this before going too much further.
Green is go. So continue as you’re doing. If you’ve got green towards the end then close and get the paperwork done. Just do it.
Lets look at how we can recognise different colours on our traffic lights.
The Red Light
We’ll see how to spot this and then discuss some actions to take. Spotting the non verbal signals is not that difficult. Negative body language such as crossed arms, legs, body; leaning away, lacking eye contact, in a different world. Expressionless face. Careful though as this could be their natural way. Fidgeting – moving around a lot, playing with things and drumming fingers are usually a sign of boredom, nervousness or impatience. Verbally saying very little, indeed being tight-lipped. Maybe the odd throwaway remarks. Impatience shown by trying to interrupt.
What can we do about this? The first thing is to shut up. Sorry to be so blatant here but you’ve probably been doing too much speaking and have forgotten the customer. Get them talking about themselves and their needs.
Try some testing questions.
“Is everything fine so far?” “What’re your thoughts?”
Or the classic…”How do you feel about what I’ve been saying?”
More benefits might be needed here or they have some concerns that need ironing out. Listen to them to decide the way out of red. Don’t please…close them. You’ll get objections and rejection. People who jump red lights usually come a cropper!
The Amber Light
Similar signals to red but not so blatant. Usually a sign something is wrong somewhere and we need to investigate. Ask testing questions to test the temperature of the soup. Listen to their thoughts and reactions and act accordingly. You can usually recognise amber when you’re not getting green light signals which we’ll look at in a moment and you’re not getting red light signals either. You’re in the middle.
Non verbal could be stroking their chin as if thinking deeply about something. Looking upwards. Frowned expression.
“What’s on your mind Mr Brown” “I can see something is on your mind?”
Sometimes the best thing to do here is to continue. It could be their way of behaving. Cautious, nervous could be their natural style. Listen to their reactions though. Ask some questions. Get them talking.
“What’s on your mind so far?” “How do you feel about this so far?” “Is this interesting for you?” “How does this compare with…?”
The Green Light
Spotting the green light is very re-assuring isn’t it? When we are in the middle of the meeting, it gives us permission to proceed and enjoy ourselves. Towards the end it allows us to close effortlessly and quickly.
The biggest problem I’ve noticed over the years with salespeople is that some of the more subtle signals are not noticed. Lets look at these. Non verbal can be easy to see. Sparkling eyes, nodding heads, smiles. Leaning forward maybe picking up the forms and brochures (which you cleverly left in the middle of the desk), open body language, looking at each other smiling and agreeing.
Some are a little obvious…some a little more subtle.
Verbal signals are a little more tricky so listen carefully. The man might turn
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