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Tuesday, June 19, 2012, 10:40 AM
[General]
This leaves a gap, and an opportunity. For anyone. But it takes hard work. For everyone. HUGE opportunity. And you could be the one.
The time for systems of selling has passed.
Many,Cheap Marcell Dareus Jersey, if not most, salespeople (not you of course) walk into a sale with product knowledge,Cheap Mike Jenkins Jersey, a few questions, a sales pitch,Lights Out Black Jerseys, and hope. This is a strategy that will result in "How much is it?" Bad strategy.
I have done my homework about their company. I have done my homework on the person I'm meeting with. I'm prepared with questions of engagement about them. I'm prepared with ideas in their favor. I'm more relaxed than formal. I'm confident, not cocky. I'm more friendly than professional. My business card rocks. People comment when they get it. I give signed books, not brochures. I don't start until I have established rapport AND found common ground. I ask more and talk less. I walk into the sales call with ideas, and questions,Cheap Patrick Robinson Jersey, not a pitch. I look for their pleasure, not their pain. I don't talk about what "we do." I talk about how they win. I ask for and get their Santa Claus list (what they're hoping to achieve). I discover my customer's reasons and motives for buying. I answer with questions, not just statements. I dare to inject humor. Often. Not jokes, humor. I don't make presentations from my laptop - if I use slides it's from a projector. I'm prepared with slides if the meeting gets that far. If I use slides,Cheap Sideline Black United Jerseys, they're fun, they're customized for the prospect, and they're not canned. I make my own slides. I often clarify a statement with a question before I answer. I discuss money openly (it's my favorite part). I listen with the intent to understand, and then respond. I take notes to make certain I remember what was said and what was promised, and to show respect. I use testimonials to prove points and create a buying atmosphere. I am more patient than anxious. I wait for them to ask, then tell. When I hear a buying signal, I ask for, and confirm the sale. I don't leave without asking for the sale or formalizing the next step.
The old way of selling doesn't work anymore, and the new way of selling is difficult for seasoned salespeople to master.
Salespeople are not willing to build reputation, build expertise, network,Cheap Bobby Hebert Jersey, work longer hours (especially in these times), and prepare harder than the competition.
THE HARD WORK: Earning and acquiring video testimonials.
I wonder if you're using yesterday's approaches to complete today's sales.
THE HARD WORK: Attraction through value.
Here are my approach strategies and actions. See how many of them are yours:
THE HARD WORK: Internet presence.
The time for sales manipulation has passed.
PROBLEM: This requires work. Hard work. And in my experience, most salespeople aren't willing to do the hard work that makes selling easy. They would rather do the easy work that makes selling hard.
The time for "finding the pain" has passed.
THE HARD WORK: Social media presence.
The time for "closing the sale" has way passed.
I have an approach that's different from yours. It's an approach that has evolved from years of selling and years of practice. And I am current. Internet current. Google ranking current. Website current. Social media current. And technology current.
THE SECRETS: I have a reputation that's Google-able, and I have a presence on social media that anyone can find and be impressed with. My company answers the phone with a friendly human being on the second ring 24/7/365.
THE HARD WORK: Get up early, study, and write.
THE HARD WORK: Preparation for each and every prospect.
It's time for you to create an approach that works and WOWs - an approach based on value and differentiation, an approach that's personalized and customized.
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