If You're Not Selling
- Date: 2008-12-07 - Word Count: 610
Share This!
Are you working hard, but not getting the results you want? If you're a professional salesperson and you're not selling, it could be because:
You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you're boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save.
You insult their intelligence. "Mr. Jones, would you like to save money on your long distance phone bill?" Polling prospects with lame questions in an attempt to get them to say yes is manipulative and insulting. Instead, ask open-ended questions to elicit their needs. Treat them with respect by tailoring your questions to their company, industry and circumstances.
You are uninformed. Take time to visit the website of your prospect's company. Check out their competition, industry association and trade journals. Remember: the more you learn, the more you earn. If you do not understand what your prospects do, and what issues they face, how can you expect to determine how your product or service can best help them?
You are talking to the wrong person. Oops! Once again, you have not done your homework, and end up pitching someone who has no decision-making authority. This hurts, because it's usually hard to get a second bite of the apple.
You do not listen. Pay attention to what your customers are saying and how they are saying it, including their non-verbal communication. Effective listening will provide you with most of the answers to your qualifying questions without even asking them. You will learn about your customers' needs, what their hot buttons are, and how to convince them. Simply put: when your customer talks, you sell; when you talk, you lose.
You talk about features, not benefits. You are crazy about all those neat bells and whistles your product offers, but you do not let the buyer know how they will directly benefit him.
You do not understand their needs. In the world of sales, one size rarely fits all. Find out your prospect's special needs and concerns, and show how your product or service can help. Again: listen and he will tell you.
Buyers do not like you. You have heard it a million times: people buy from people they like. If your prospect doesn't like you, he's not going to spend time getting to know your product or service. Investing some time in your rapport-building skills will pay big dividends.
• They do not know you, and have never heard of your company. All things being equal, who do you think your prospect is going to buy from: the company he has known for years, or you, the new kid on the block? Allay his fears by providing him with current customer lists (including contact names and numbers for some of your accounts), testimonial letters on your customers' letterhead, documented case histories, and press coverage. A referral from someone he knows and respects will swing doors wide open.
Make your buyers heroes. Even in a business-to-business sale, you need to show your prospects what's in it for them personally. How do they personally gain? Will they look good to their boss? Will they save time and effort? Will they make their customers or employees happy? There's an important difference between, "Your company will save over $50,000 a year with our product" and "You will save your company over $50,000 a year with our product." People want to be heroes. Make it so.
It's the little things that make a difference in the sale. Pay attention to these ten factors, and make more sales.
You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you're boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save.
You insult their intelligence. "Mr. Jones, would you like to save money on your long distance phone bill?" Polling prospects with lame questions in an attempt to get them to say yes is manipulative and insulting. Instead, ask open-ended questions to elicit their needs. Treat them with respect by tailoring your questions to their company, industry and circumstances.
You are uninformed. Take time to visit the website of your prospect's company. Check out their competition, industry association and trade journals. Remember: the more you learn, the more you earn. If you do not understand what your prospects do, and what issues they face, how can you expect to determine how your product or service can best help them?
You are talking to the wrong person. Oops! Once again, you have not done your homework, and end up pitching someone who has no decision-making authority. This hurts, because it's usually hard to get a second bite of the apple.
You do not listen. Pay attention to what your customers are saying and how they are saying it, including their non-verbal communication. Effective listening will provide you with most of the answers to your qualifying questions without even asking them. You will learn about your customers' needs, what their hot buttons are, and how to convince them. Simply put: when your customer talks, you sell; when you talk, you lose.
You talk about features, not benefits. You are crazy about all those neat bells and whistles your product offers, but you do not let the buyer know how they will directly benefit him.
You do not understand their needs. In the world of sales, one size rarely fits all. Find out your prospect's special needs and concerns, and show how your product or service can help. Again: listen and he will tell you.
Buyers do not like you. You have heard it a million times: people buy from people they like. If your prospect doesn't like you, he's not going to spend time getting to know your product or service. Investing some time in your rapport-building skills will pay big dividends.
• They do not know you, and have never heard of your company. All things being equal, who do you think your prospect is going to buy from: the company he has known for years, or you, the new kid on the block? Allay his fears by providing him with current customer lists (including contact names and numbers for some of your accounts), testimonial letters on your customers' letterhead, documented case histories, and press coverage. A referral from someone he knows and respects will swing doors wide open.
Make your buyers heroes. Even in a business-to-business sale, you need to show your prospects what's in it for them personally. How do they personally gain? Will they look good to their boss? Will they save time and effort? Will they make their customers or employees happy? There's an important difference between, "Your company will save over $50,000 a year with our product" and "You will save your company over $50,000 a year with our product." People want to be heroes. Make it so.
It's the little things that make a difference in the sale. Pay attention to these ten factors, and make more sales.
Related Tags: sales training, sales, sales tips, professional sales advice, sales advice, sales secrets, top dog sales secrets
Your Article Search Directory : Find in Articles
Recent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar - How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou