"The ties that combine another person with us are only in our minds." -Marcel Proust
Want to sell more? Sure you do it. But the question is, "What price are you willing to pay for your long-term performance?" Are you ready to give up instant gratification? Many dealers are not. Why would you even consider postponing refund sales, especially if you sell on a commission? For your continued success, I think it's infinitely valuable to sell your career to turn off smooth sales today, for a lifetime customer.
In our western culture, we all want it now. What is the price we pay for this hole of instant happiness? I tell you, it's a salesman salesman in North America. It is right next to the hooked politicians, the fallen priesthood and the deputy director. I have a better idea – build a relationship!
In 17 years of non-sales and 15 years of internal sales, I learned from the first couple that the sale is not military. Rather, selling is building relationships. The bigger you are a satisfied customer, the greater your annual turnover.
Notification I did not say monthly? If you only look at monthly figures, as many sales managers and sales representatives are sooner to do, you miss the team. I have worked with too many stranger sales managers and general managers who concentrate only this week or the sales price of this month. It was because they worked for companies who bleed to death. If your business is healthy, your focus will be yearly and half year. If your business is sick, your focus will be on a daily basis.
Before I go further, ask me this question: "Is your business healthy?" If not, why are you stabbing? There are plenty of healthy and prosperous companies, why be a martyr and go down the ship? If you are working for a healthy business, your company will make great value in communicating with its customers. Follow my RELATIONSHIP model and make sure you will succeed in professional sales and secure customers. So confident, it's your business will be afraid to make you become a victim of reengineering.
R is for relaxation. Relax and be authentic. This is primarily; Try to be someone you are not mortal about. Even if you think you can pump a prospect, you're wrong. For the first time maybe but since then they have your number. If you decide to be the best you understand, it's enough. No one likes a smooth oil salesman!
E is for excitement. Be excited about your product and the opportunity to serve your customers. Think of lonely teachers you have in high school or college, the one who put you to sleep for five minutes in the class. An unused sales representative is no different. Why in the world would I want to do business with someone who does not believe and is not excited about their products or services? Let me take care here: If you act like a 110 volt light bulb that is crocheted to 220 volts, then two things happen. First you have to burn out in a glorious flash and secondly you will be counterfeit. Being your best involves tension, but the stimulation must be real.
L is for Look. Look at your customers and customers in the eye and thank them for the opportunity to serve. Be glad they came to see you or allow you to visit them. Today, we live in a fast-paced society, even in the small town of America. People do not have enough time to do whatever they want. And you, as a sales representative, ask them for a while, a little bit of their lives. Let your customers and customers know that you appreciate the opportunity to serve them in solving their challenges.
A is for Ask. Ask a lot of questions that cause discussion about your wishes and expectations of customers. I'm sure you've heard that a professional sales representative speaks only 20% of the time and listens 80%, but what kind of questions you ask about what really allows you to help them meet the needs of your product or service? Knowledge is power and you need a lot of knowledge to help a highly sophisticated buyer today. Do not change your prospect by talking too much. If you talk too much, you will be low value for your customers and they will not want to build a relationship with you.
T is for Talent. Use your abilities to be an artist. Show how your products will make your life better. Now this is an important key; how it will make your life better, not your life. Focus on your potential and use sizzle to sell the bakery, not a burger. If you only concentrate on your promotion and the amount of exhibitor you are, you will miss it and probably the sale. Your customers do not buy the show. Many today are in pain and need the show to help them understand how the product will solve their problems.
I'm invited. Invite the customer to hold, touch, feel, ride, test, use or otherwise experience your products. Get them in the ceremony. If they hear, they forget. If they see, remember them. If they experience them implants them. You want your customers to interfere with the value of what you sell, right? How many buy a car for the test drive? Not many! Put it in my hand and I'm on my way to an emotional property. If I have an emotional own product, it will be easy for you, a professional sales representative, to allow me to buy it, do not you think?
O is for a protest. Commitments are real questions. Simply answer their questions. The feeling, felt, found method is usually quite effective here. Let's review the method. When your prospects say "No," agree with them and show your understanding. Say: "I understand how you feel." Mrs. Jones felt exactly the same. Although she tried it, I did it better than I promised and … "Too often when your prospects say," No, "they actually say," I need to know more. "If you understand this, you will do a better job of answering their questions. Now is the time when everything that listened to you did before. With your knowledge of the needs of your customers, you can smoke out the true road to them whatever they want, then you can help them buy. By adding other bricks to the solid long-term relationship you and your business enjoy with those customers.
N is for now. it's time to learn three great words that will change life Ask for it! "Ask to buy what you know they want now. What are you afraid of? Maybe you're afraid they'll like you less to ask," I assure you they will think less of you, if you do not ask them to buy. They will tend to say "Yes" to not break you. I benefit from your product or service and not easily on many features. Resellers who sell features and not benefits hear a lot of "Great Presentation" or "You're Great Sales Representative" as their prospects go hand in hand. Never ask for future prospects before giving them some good reasons to do what you want.
S is to be solved. Solve unresolved problems, challenges or obstacles that keep your customers from what they want. This is important and usually occurs after one or two trials have been closed. You now see that there are still some areas you did not reach, any area you watched. Somewhere with my sales site, I learned what is called the "door". This is useful when you're at the end of your helpless, ready to fall into oblivion, where you lost your dealers ending.
Pack everything up; thank your expectations for their time and attention. When you grab the door to go, turn the button. Stop and rotate, hold down the key. Ask: "Just for my information, Mr. Smith, why are you not buying it today?" Listen closer – you are going to beat gold. Whatever it is they say, respond with, "Oh, I, I forgot to overcome it!" Now release the button and return to the future and answer its last protests.
H is for help. Help them buy it, ask again. Remember, however, that your real goal is to build a strong foundation of satisfied customers, not just selling today. Assistance also understands that your prospect may be a reason for not buying today. If you continue to focus on a relationship rather than just selling, you're long-term success rather than just another hotshot, hook to 220 volts, burning brightest for a very short time.
I'm for Inspire. Encourage your customers to feel very comfortable about their purchase decision. When your client asks you to allow them to buy, or simply says, "I'll take it," keep guard against buyers "repentance. Encourage them to feel very comfortable about their decision to buy and trade with you. Remember, once upon a time, what a good choice they did by looking at all ways the product or service will make your life better. Encourage them to take advantage of your product and customer service. do business with you that they want to tell all their friends about you.
P is for Partner. Make a customer's partner in total product / service satisfaction (TPS or TSS). Follow regularly. Be sure to value and enjoy customer satisfaction. Your business has been from business to you and your business. Make sure they are very fond of buying from you 30, 60, 90 days later. doubtfully start building long-term relationships, request references. Allow your satisfied customers to help you now in your work. Allow them to help their friends enjoy the very good emotions they enjoy. Affiliates get real leads from their customers, not just unprofitable listings of names that are often given to various clients to get rid of them.
By making your deposits in "Federal Bank", you are guaranteed to be successful. Position yourself as a spouse. Be persistent in your sales efforts. Try again to help your customers have everything you know they want. Have patience – I've learned to be number two in mind your expectations will pay off. Your contestant will blow it someday like you and me, and when they do, you're ready to take advantage of the relationship you've built. Building relationships makes installment. Not always today, but usually until you think.