How to Build a Picture With Your Customer

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January 22nd, 2010
 

There’s one thing I know–if your customer can’t picture themselves with the product you’re selling, you won’t sell the product to that customer. But how do you you build a picture with your customer so that they envision themselves using the product you’re selling? There are several different ways to help them see the big picture. If possible, allow them to try the product, or to sample it. If you’re going door to door selling knives, be sure to let the customer try the knives and compare them to their own cutlery. Why? This allows them to see themselves using the product every day. However, it’s not always possible to give the customer the opportunity to try out what you’re selling. When this is the case, more than anything else you need confidence. This doesn’t mean that you shove what you’re selling in the customer’s face. Let the words you say paint a picture for your customer so that they can see that what you’re selling is what they need.

If you don’t believe in what you’re going around selling people, they’ll be able to tell. So try asking yourself why you would buy what you’re selling. Think of all the different reasons, and then figure out why this particular customer would want to buy what you’re selling. By the two of you figuring out together why the customer needs your product, you’ll not only find that the customer will want to buy what you’re selling, but you’ll feel great selling it to them, and not just because of your commission. You’ll know that you helped make their life just a little easier, a little more convenient, and maybe a little more fun.

The point is this—once they’ve got the picture, you’ve got the sale. Just work with the customer to help them see why they need the product.

Sales Managers Quick Tip: Motivating your Sales Staff

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October 25th, 2009
 

Motivating and managing key employees can prove to be one of the most difficult tasks required of business owners and managers, and the ultimate success of a company can rely on the ability to understand the most common mistake that sales staff make. It is important to realize that most people consider a job in sales to be very tough and a competent manager or business owner must be prepared to handle the perceptions of their staff. The most common mistake that sales staff make is generating too much of their time to non-revenue generating activities. While the sales force may believe that they are working incredibly hard, the fact of the matter is that most of the “hard work” does not actually accomplish any progress towards quotas or goals. Read the rest of this entry »

Top Business Social Media Websites for Busy Sales Professionals

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October 17th, 2009
 

Okay… I know that this topic has been done before. That being said I thought I might bring a different perspective to the mix. As you may or may not know, I own a SEO Company called WebTalent SEO. I often use social media websites to connect with prospects and generate qualified sales leads. I have also coached many other business on how to make the most out of their time spent on these social networks. The most common rebuttal I get from experienced sales professionals is that they just dont have enough time to monitor and maintain all these profiles. Now many of the other blog posts list dozens of site that you need to be on in order to effectively reach your prospects online. Read the rest of this entry »

Suggestions For Overcoming Sales Comfort Zones

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October 16th, 2009
 

Ah, comfort zones. The bane of the B2B salesperson. I believe that the loss of productivity and sales effectiveness caused by the limitations of comfort zones is so widespread that it could be the number one problem for salespeople.

What’s a comfort zone? Since we are talking about salespeople here, it’s some aspect of the salesperson’s job with which he/she is Read the rest of this entry »

We need writers from our sales blog

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September 3rd, 2009
 

Quick Sales Tips gets thousands of readers each month looking for information on sales training or wanting to reads sales blog posts. If you are a talented sales executive and would be interesting in becoming a guest author on the site please contact me at Oliverfeakins@hotmail.com. We would require at least an article every month to make and we would credit you with a link to your blog or homepage. Writing sales blogs can be a great way to help pass your knowledge of sales and customer service to sales representatives across the country. Email me today to find out more information.

Ideas to Keep Repeat Customers

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July 4th, 2009
 

Small Business Sales and Marketing Ideas to Keep Repeat Customers and Take Sales From Competitors
By Stephen Craine.

Small business sales can be increased with these marketing tips on building trust and credibility through regular contact with your customers. Use these small business marketing ideas to build repeat sales relationships, and take customers away from your competitors. This sales and marketing strategy works for any type of business in any type of market. The actions to achieve success can be started today and be working for you in just a few days.

Imagine the effect on your small business sales if you became a source of regular information to potential and repeat customers. You are the expert on what you sell and the services you provide. Use your knowledge to become the person people go to when they want information about your industry, market, or product. Think what you could recommend to people that were considering making a purchase and wanted more information. Customers want to make informed decisions, and they’re frightened of making mistakes. When you help them make informed decisions it’s a win - win situation. The customer gets good information and you get the chance of a sale. Read the rest of this entry »

Sales Ethics 101: sales tips on selling ethically

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March 4th, 2009
 

There is a company here locally who is well known for their questionable business practices. They sell  a service based product to a very targeted niche market and have been known for giving no value with their service as well as ignoring the many customers who have problems. The operation runs very similar to the movie “Boiler Room” and once you subscribe to this service they make it extremely difficult to leave. Read the rest of this entry »

Sales tips for selling in a down economy

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January 23rd, 2009
 

For those of you who have read my previous sales blog posts regarding sales in a down economy this one is a little different. My previous sales blogs have been more about the sales process or types of sales strategies. I’d like to share a story of optimism from my own company which helps nurses find travel nurse jobs. Our sales process is very similar to that off most companies in our industry. We cultivate sales leads through cold calling and off out website (just to name a few). In this economy I would rather spend time writing sales articles on my sales blog than cold call. Read the rest of this entry »

Quick Sales Tips: Solving sellers block

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January 21st, 2009
 

You know how writers have writer’s block. We’ll sales representatives sometimes have a selling block. I write this article as I’m watching the swearing in of Obama on my computer knowing that I should be making phone calls. Here is are couple good sales tips to help you focus on your sales process and keep your sales managers and yourself happy.

First thing you need to do is have a game plan. Talk to your sales manager and define daily, weekly and monthly goals. These goals don’t have to be sales quotas or monetary goals. They can just as easily be behaviors like dials or sales presentations. Once you have your daily plan you’ll need to break it down even further. Read the rest of this entry »

Top 5 Sales Blogs offering sales tips

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January 21st, 2009
 

This sales blog, like many other sales blogs provides my opinion on sales and management iniatives based on my experiences as a sales manager. I believe that it sales blogs and sales articles play a particular role in sales training. I remember taking a sales class in college. I was reading tales techniques out of a textbook from 20 years ago. Although this has helped me form a basis of understanding of how the sales process works it didn’t do much for me in the field. What really helped me strengthen my selling skill was being in the presence of great sales representatives and watching what they do. Read the rest of this entry »

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