Learn the Art of Conversation. People like talking about themselves and you should always encourage clients in this. Equally tell them a bit about yourself – chat about football, the weather, current affairs – any topic that gives you some common ground. Whether business to business or with consumers, people like to deal with others […]
Look and Behave Confidently. If you are tentative and unsure in your speech and body language you are unlikely to convince the client your product is reliable or attractive. Don’t slouch, mumble, scratch yourself or yawn. It’s rude to the client and suggests you couldn’t care less. Being smart, well-groomed and alert, you will create […]
Eliminate the Negative. We talked about multiple-close questions in Telephone Selling Tips. It’s a way of avoiding a “no” from the prospect: “Do you prefer it in red or green?” Either answer precludes “no” and takes them a step closer to accepting the product.
Don’t be a Shrinking Violet. “I don’t want to seem pushy” is a very English thing – we pride ourselves on our reserve and politeness is our middle name. Again it’s all about fear of rejection. But you have to steer the client towards the sale, if you don’t you’re wasting their time as well […]
Show Them the Products! Are you serious – how else are you going to make a sale? Yes, but you’d be surprised how many sales reps only present a fraction of their range. Just because someone’s interested in an oven doesn’t mean you can’t discuss your exciting new range of sink units as well. Makes […]
Learn to handle rejection. There’s no easy way to do this, especially if you’re cold calling. It’s contrary to human nature to be happy when people say no to us, and that’s why selling is a unique challenge. The secret to success is patience, persistence and professionalism.
I get asked many times about internet marketing. Here’s what I have to say about it. Remember there is a lot of online hype. You must be careful and not be taken for a ride. Research the people/product, find out as much as you can about the people you buy from. Click Here to Take […]
Sell the Sizzle as much as the Steak. It’s an old salesman’s adage, and some would insist the sizzle is all that matters. It’s the basis of modern marketing – you surround the product in an aura, a suggestive image of whatever lifestyle the client is likely to aspire to. Study advertisements for everything from […]
Develop the Power of Enthusiasm. Up-beat energy is the key to all selling. It sends out positive vibrations and a feeling of excitement. This puts your client into a “buying mood”. Enthusiasm generates an air of expectation, a sense that “things are happening” for the client in relation to the product. Enthusiasm makes people want […]