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Sales Speaker Says: "I Opened My Mouth But A Roast Duck Didn’t Fly In!"There are lots of ways to be cute or clever in the field of sales and marketing.One of them is by swallowing whole the garbage that passes as wisdom, professed by some of the purportedly best and brightest. Why a Good Sales Plan Today - Sells Better Than a Perfect Plan TomorrowToo many salespeople including myself will focus on developing a perfect sales plan before they make the first call. To often the perfect letter never reaches the client because it isn't mailed. The sales call isn't made because the salesperson doesn’t know the exact words to say. Basic Sales skills: How Effective are you at Selling?There are seven basic skills to selling goods, whether they are products or services. An effective sales person constantly practices these skills so that they can encourage their prospects to buy from them and not from their competitors. The Secret Techniques Salesmen Use to Dig Deeper Into Your PocketIngratiation is gaining favor by deliberate effort. Ingratiation techniques can include compliments, flattery, and agreeableness. Ingratiation can also involve a special recognition of someone such as, "We don't usually do this, but in your case I'm going to make an exception," or "I am personally going to take care of this matter and see that you get what you want." Many people consider ingratiation sucking up or brown-nosing, but the method works and ingratiation makes people more persuadable. The reason this strategy works is because The Law of Esteem increases likeability and promotes an increase in ego. The Psychological Tactics Salesmen Use to Cheat You Out of More MoneyThe hope and expectations you can create in your persuasive environment will forecast your ability to persuade. One experiment volunteers were asked to participate in an experiment on prison environments. Half of the volunteers posed as prison workers, while the other half posed as prison inmates. The results were astounding. Previously tested to be psychologically sound people, the participants rapidly became more and more hostile, crude, rebellious, and abusive--both those acting as inmates and as guards! One "prisoner" became so hysterical and emotionally distressed that he had to be released. The study was supposed to last two weeks but was called off after only six days! Expectation SellingThe Law of Expectations uses expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to perform. As a result, people fulfill those expectations whether positive or negative. Expectations have a powerful impact on those we trust and respect, but, interestingly, an even greater impact on perfect strangers. When we know someone expects something from us, we will try to satisfy him or her in order to gain respect and likeability. What is the Problem With this House? It's Only for SaleMaybe ... no, you must have seen them. Those Advertisements. They are different from what you normally see when a House is for sale... To sell a product as expensive as a house you engage (the client) in a game where ... Assume the SaleThe power of suggestion can also be extremely effective when you engage the emotions in your tactics. For example, when your car salesman says, "You're really going to love how this car handles in the mountains," he is shifting the focus away from the sale and creating an exciting image in your head. He is also speaking as though you had already agreed to the sale because you wouldn't be driving it in the mountains unless you were going to buy it. He's acting like it's a done deal--and the truth is, the more he does this, the more it is! Product Leaflets Add Value To Your Sale: How Does Your Product Information Boost Your Sales Value?Providing product information, advertising hand bills, product data sheets or briefing newsletters is a route to encouraging your customer to buy from you in a more informed way - increasing the value they get from each sale. However, to be effective and focused, the information you give them needs to catch their interest and meet their needs. Three-Stage Sales StrategySuccess in the selling profession requires a salesperson to be persuasive. This article offers the reader a template for persuading customers and prospects to make buying decisions that are in their best interest. MLM Multi Level Marketing Take Away ClosesMultilevel marketing companies teach their down line lots of sales techniques but fortunately they do not teach them ethics. All too often a down line multilevel marketing recruit will go into a meeting and immediately slip into unethical sales practices. Sales Tips And Philosophies That Apply To All Salesmen (Not Just Real Estate)Sales Tips and Philosophies that can help your Real Estate income Give the Buyer Options - Selling Professional ServicesIn selling professional services, the client is often intimidated by the concept of handing over control of the project to the the service provider. One way to mitigate those concerns and to allow the client to feel like a collaborative partner in the project assessment process is to offer the client options. When the client feels as though they helped craft the proper solution, they will have a greater comfort level in giving you the go ahead to proceed with the project. Why an Analog Notebook Improves Sales SuccessDo you search through piles and files on your desk looking for prospect and customer information? If you do, you need a simple system to eliminate this wasted time. Some salespeople have tried using digital technology to improve this sales nightmare. I was one of them and finally gave up, reverting back to the tried and true analog method of a pocket spiral notebook. The Buying ProcessToo many Sale people focus on the SALES Process. I suggest we begin to focus on the BUYING Process. Contrast Your Prospects Into Selling ThemselvesMany times, we can fly under the radar with the contrast principle. There is a theory called the "Just Noticeable Difference" (JND), which means the minimum amount of difference in the intensity of the stimulus that can be detected. What does this mean? How much can you raise the price of a product without anyone noticing? How many ounces can you take out of a can of soup before people start to catch on? Can we really tell the difference between 21 ounces and 20.25 ounces? Many marketers would rather change the packaging and offer less of their product than resort to charging more. When we don't notice the difference, we think we are getting the same deal. The Rubber Band Effect In SalesPeople will naturally act in a manner that is consistent with their cognitions (beliefs, attitudes, and values). Therefore, when people behave in a manner that is inconsistent with these cognitions, they find themselves in a state of discomfort. In such an uncomfortable state, they will naturally be inclined to adjust their behaviors or attitudes to regain mental and emotional consistency. When our beliefs, attitudes, and actions mesh, we live harmoniously. When they don't, we feel dissonance at some level--that is, we feel awkward, uncomfortable, unsettled, disturbed, upset, nervous, or confused. In order to eliminate or reduce such tension, we will do everything possible to change our attitudes and behavior, even if it means doing something we don't want to do. Reduce The Sale To The RidiculousThis technique involves paring down your request to something that seems manageable to your prospect. Let's say you are trying to convince someone to purchase a life insurance policy. The client wants a $250,000 policy and you feel that is not high enough for his needs. To adequately take care of his family, you suggest a $500,000 policy. He feels that the monthly payment for a $500,000 policy is too high. So you break it down for him, telling him that for an extra 50 cents a day, or the cost of a can of soda, he can insure himself and adequately take care of his family if something were to happen to him. With this contrast, your client can see that the extra 50 cents is worth it to have the extra $250,000 in coverage. You have reframed your request into simple terms to help your prospect see it fitting into his way of life. Selling to a Door in the FaceWe are affected when we are introduced to two vastly different alternatives in succession. We know that contrasting two alternatives can distort or amplify our perceptions of things. Generally, if the second item is quite different from the first, we will tend to see them even more differently than they actually are. As a Master Persuader, you can use this contrast to steer your audience toward the object of your persuasion. Get The Decision To BuyA critical key to persuasion is to understand and use dissonance. You always want your prospect to feel they made the decision, and they persuaded themselves. That is why we say internal pressure is the secret. Let the rubber band stretch. When talking to a prospect you want them to make a decision as soon as possible. They don’t need to know everything about your product or service. Get them involved and fill in the blanks later. Sliding SalesYour prospect has seen your product/service and needs it, wants it and can afford it. He is wearing a badge that says convince me. He is right on the edge and his rubber band is tight, but he always blames someone else for his inability to make a decision. Dissonance will seal the deal! Confessions of a Serial SalespersonWhen the Judge was presented with the business development evidence, Taylor Success confessed and was clearly identified as the responsible individual for sales growth. Taylor Success was easily tracked down when we followed the trail of consistent sales contacts indicating serial salesperson tendencies. Selling with StoriesStories are powerful tools for persuaders. Compelling storytelling automatically creates involvement and attention with your audience. We can all think of a time when we were in an audience and not paying attention to the speaker. We were off in our own world when all of a sudden we perked up and started to listen because the speaker had begun to tell a story. We sat up, attentively listened attentively, took note of what was being said, and wanted to know what would happen next. Whenever you sense your audience is starting to wander, you should have a relevant story ready. Question SellingThe more you engage someone's five senses, involve them mentally and physically, and create the right atmosphere for persuasion, the more effective and persuasive you'll be. Listening can be a very passive act; you can listen to an entire speech and not feel or do a thing. As a persuader, you need to help your audience be one step closer to taking action. As a Master Persuader, your goal is to decrease the distance someone has to go to reach your objective. Use Contrast To Maximize The Size Of Each SaleWe are affected when we are introduced to two vastly different alternatives in succession. We know that contrasting two alternatives can distort or amplify our perceptions of things. Generally, if the second item is quite different from the first, we will tend to see them even more differently than they actually are. As a Master Persuader, you can use this contrast to steer your audience toward the object of your persuasion. Understanding Why People Buy In Order To Close More SalesPeople buy for their reasons - not for yours. People don't want to be sold they want to buy. In every sales conversation there is one major benefit that will cause the person to buy and major objection that would hold them back. Everything you say has to show how this will benefit the customer. If you have 10 benefits in your product 90% of buying decision will hinge on one benefit. The Vitality of Building Value in Closing the SaleEveryone is concern about the price. Money is a common denominator in every country. We use money and prices to orient ourselves in our commercial society. It enables us to analyze and compare all products and services. The price allows us to measure where a product ranks among the other products available. The prospects willingness to pay and ability to pay are different issues. Convince the prospect of the value of what you are selling is greater than the price you are charging. Remove the Barriers to that Sale - How to Get from No to YesPeople love to say yes and hate to say no. The quickest way to get someone to say no is to try to sell them something without the proper buildup. To make that sale you need to learn how when people say yes to one of your offerings it's much easier for them to say yes to something bigger. Learn how to remove the barriers and make that sale. The 5Ws of ProspectingProspecting is an art. While you may be a natural at getting prospects for your business, it usually takes some time and practice to finally be able to find them for your business, and do the right thing once you've got them. Creating Customer Value in ProposalsFocusing your proposal on the customer will help you win more work. This article looks at the benefits and the ways of doing so.Records: 541-570 from 846