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The Risk of Being A Yes-Man
Sales is all about negotiating. You are negotiating from the first word out of your lips on a cold call, to the moment that you touch the contract with your customer's wet signature on it. Whenever you are listening to a prospect tell you about something that they want or
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تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
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Improve Your Sales Closing Ratio
Occasionally EGOPOWER readers send me questions or topic suggestions that I feel would be of interest to you. In this issue I give some tips to improve your sales closing ratio in response to a question Rob Smith wrote me from the UK: "I sell IT equipment to schools in the >> Unless you can find a compelling reason why they would switch to a "new" vendor, your odds of closing are going to be very low. How well do their current vendors meet the "what's most important" to the prospect criteria? After you've thoroughly discussed the vendors that they have current business relationships, you can easily ask about any other new vendors that they are considering. They'll likely open up to you on this now because you greased the conversation by getting them to talk about their current vendors first. If they are reluctant to answer questions about other vendors, then tell them you are selective about who you give bids to. If you know whom else they are evaluating, then you will better know if you can help them and should bid on it. >>> The lesson here is don't do a proposal unless you can PROVE that you offer an advantage in meeting their key criteria. Being me-too is not enough because it is likely that there are already vendors they do business with that they prefer and know better than you. By rigorously qualifying your prospects, your closing ratio and total sales will increase significantly. You'll be happier also because not only will your bank acount be fatter, but you'll be working with people who want to work with you. © 1999-2004 Shamus Brown, All Rights Reserved.Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/" />
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تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
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Lock, Stock, and Barrel!
The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. In this scene, the auctioneer gavels the auction open by pronouncing
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تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
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Why I Hate (Most) Benefit Statements
Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. This client got a series of benefits to use in selling from one of the
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توسط: Mouhamadou-bamb ...
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Dr. Seuss?s 3-Step Selling Process
Hello Everyone: Here's a unique look at learning how tosell: "I am Sam. Sam I am. Do you like green eggs and ham? Wouldyou like them here or there? Would you like them in a box,would you like them with a fox?" Most people have read the Dr. Seuss tale "Green Eggs &
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How To Get Rich Giving Away Something Free
The best of all worlds is to have a product you can give away free and still make money. That world exists. The product need not be expensive or elaborate. It can be something simple - a sticker with a happy face, a pen with a logo, or some other intriguing item. This
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تاریخ: 02/01/2012 05:46 »
توسط: Mouhamadou-bamb ...
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In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually a good reason. Here are two examples. Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She's been going to Carol's Beauty Shop and Day Spa for the past
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The Best Day In The Week
The best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. To M.A.K.E. the most of every day ? do the following: Monitor the critical performance elements in your business. Know your numbers.
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15 Ways To Get Really Motivated
First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. Don't wait for someone to
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توسط: Mouhamadou-bamb ...
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Hurrican Selling Styles
As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. It grows in size and intensity as it draws closer to the
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The Doors Of Opportunity
Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not see the one that is opened for us." If you're in sales you gotta remember this one. Right now, during these challenging and difficult
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First, Fast, And Foremost . . .
First - being before all others. Fast - moving or able to move quickly. Foremost - first in rank, order, or place. Wouldn't you like to be first, fast, and considered foremost in your business. Obviously, the correct answer is yes. Here are nine tips, hints, and practical
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Before You Sell Do The Math
This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Doing the math means you have to know certain numbers. These numbers include: ? The sell price. ? The cost of the
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Smooth Sailing (Selling) In The Second Half of The Year
You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. For example:Always link your ideas to action steps. Always >> Unleash your imagination . . .>>> Harness your intellectual inventiveness . . .>>> Stimulate your thinking . . .Each of us is born with unlimited potential.Most of us go through life with permanent potential.Ordinary people are capable of doing extraordinary things. It happens every day.What It Takes . . .Do you know what it takes?There are six characteristics of very successful salespeople. If you possess these qualities you have what it takes to succeed in sales.1. Successful salespeople are optimists.2. Successful salespeople are goal oriented.3. Successful salespeople are personally accountable for the results they achieve or don't achieve.4. Successful salespeople are passionate about their work, their products, and their customers.5. Successful salespeople are always sharpening their selling skills - and they have the biggest Learning Libraries in their company.6. Finally, successful salespeople never - never - never give up.Do you have for what it takes?How you measure up with these six characteristics will determine your ultimate success. Few salespeople have these qualities wired into their DNA. Having said this, very few salespeople achieve success without them. It's up to you to acquire the knowledge and skills to get what it takes.Are you doing what it takes?Blending in versus standing out is an extremely important and conscious strategy in today's highly competitive environment. Blending in is the virus and standing out is the antidote. From the customer's perspective, when all competitors appear similar it puts extreme pressure on the pricing variable. Anybody can discount! It takes imagination, creativity, and the willingness to demonstrate to your customers how specifically you and your products add value to their current situation.Sidebar ? if you can't quantify the value you're adding, don't expect your customers to be able to see it.Do you know how to get what it takes?If you don't possess the skills to be number one in your company - what you doing about it? Is your Learning Library filled with books or are the shelves barren and collecting dust? There are many ways to acquire knowledge about the selling profession - including: books, CDs, TeleSeminar's, Webinars, Boot Camps, and even e-Learning.If you're not doing what it takes ? don't be surprised with your results!If, however, you do what it takes - you'll truly be amazed with your results.When you make every day a masterpiece - you'll discover smooth sailing in the second half of every year!Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com" />
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How To Take The Right Steps To Increase Your Selling Results
Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. If you're selling a complex product or service you won't get the order after a single face-to-face sales call. There are a number of
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