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All About Selling in Recession

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Posted: May 25, 2009 |Comments: 0
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Selling in a recession stricken market is a difficult job. Customers either order less or postpone buying which directly and adversely affects budget.
During a tight market, customers most loath to spend money. They tighten their budget and strive to make use of every penny and waste nothing. Nobody affords to waste money in tight market. Now is the time to plug up the holes and not let things slip through the cracks.
If all these years you were selling your product by focusing on its key features, then now is the time to think different. Try to answer the questions like—do your products or services help your customers to plug up some holes? Do you help them save money? Are they benefited by your product? If the answer is ‘yes’, then turn the benefits to your key selling points. Think out of the box and find out how you can help them save money or resources.
If earlier you were selling savings now is the time to sell cost. Don’t tell your customers that they are going to save money from your product; they already know that and probably many others also told them the same about their offerings…so what difference will you make? Emphasize on their expenditure and consecutive loss and stress that spending money on your product will be a key to curb this expenditure. Instead of talking about the benefit of your product remind them the existing problems they face. This way they will start looking at your product with some interest.

Here is a piece of conversation between the sales person and the potential customer, demonstrating how to turn the tables and compel the customer to think twice before rejecting your offer.
Customer: “Well, it looks good, but I really don’t think we can spend any money right now.”
Sales Person: “I know that John, that’s exactly why I’m here. But take a look at your monthly expenses incurred while maintaining your existing systems. You are already spending $1980 per month to maintain your older systems. Our product will cut that cost by 80%. I agree, Mr. Customer, spending $1600 every month is difficult but installing our product right now will save you $30,000.

You can start selling even while making an appointment with a powerful introduction.
Sales Person: “Mr. Customer, this is John Doe from ABC Systems. The reason I’m calling is that in these tight economic times, most companies are feeling the pinch and looking for every possible way to save money. Well, we have a new solution that will put thousands of dollars back into your monthly budget, adding to your bottom-line and giving you more money to do your job.”
Now after an introduction like that, a prospect cannot say they don’t have money to spend, the sales person just said that she already knows that. Moreover, the idea of saving thousands of dollars will compel the customer to rethink on your offer rather than bluntly rejecting.

The Three Principles

There are three driving principles which a salesman should keep in mind to sell successfully through recession.

1. Be a true business consultant for your customer.

Tell your customers how your solution can solve their problems and improve their business strategy. Offer them innovative ideas based on the insights from your past experience with similar issues.

2. Do your homework well.

Know your customers, their needs, goals, their customers, competitors, employees, and challenges. In a competitive market you should know your customer well before you call them. This information will help you impress your customer during the call.

3. Focus on both results and relationship.

Be result oriented and aim for a long-term relationship with the customer. Customers are more interested in result than the process which gave rise to the result. Think of each customer as market, capturing which will leverage your successes.

Success Strategies

There are three success strategies which a sales person should keep in mind while selling — retain existing customers during a recession, grow existing customer relationships and acquire new customers during a recession.
Given below is a list of tips which will help a salesperson to sell through tough economy:

Hard work…more and more hard work. Now you have to work hard more than ever. How much ever scary the situation becomes, don’t panic and give up on all hopes. Thinking negative is not going to help. Instead, change your selling technique and strategy. Put resources in marketing and sales. Increase your visibility in market thus increasing the market share. If you don’t increase your market share now then you may loose business opportunities and potential customers too. Be proactive and involve yourself into more networking and social gathering. Stay focused and targeted to increase your sell by the end of the day. Innovate new sales strategy or ideas to sell. Bottom-line is leverage your efforts by all means e.g. ask for referrals, try to upsell and cross-sell, get in touch with dormant clients and follow up on all leads. Grab every opportunity to build a long lasting business relationship. Never treat a customer roughly. Add value to your service so that it in turn helps to improve their service. Show the customer that you care for them. Spend time with them and understand their concern. Keep your word and stick to your commitment. Most important of all, sharpen your skills. After all it’s your selling skill which will get you going in the field. Get yourself into sales training, prepare a development plan and monitor your progress, do everything possible to hone your selling techniques. Role and Responsibilities of a Sales Manager Acquire, retain and train talented salespeople with attitude necessary to achieve results. Reward the deserving sales person for their efforts and ensure that the compensation is aligned with their performance. Focus on the continuous growth and development of the sales force. Lead the sales team and motivate the team to stay focused on strategic and financial goals.

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How to Sell IT Service Contracts to Your Small Business Clients

Source: http://www.articlesbase.com/careers-articles/all-about-selling-in-recession-934904.html

Article Tags:
sale, selling, career, recession

Learn how to focus your business around IT service contracts and the great value-proposition that they offer to you and your small business virtual IT clients. Don’t settle for one-shot-deal customers. This video gets you started building a more stable, profitable business. Then learn more proven IT service contracts secrets now at http://ITServiceContractSecrets.com (05:37)

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Memory skills: Use techniques to bring magical changes in life

Skill Selling — Sat, 05 Mar 2011 04:06:57 +0000

Memory skills: Use techniques to bring magical changes in life

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Memory skills: Use techniques to bring magical changes in life

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On a given day an average human being is exposed to so many different things that he needs to remember. Several times he may forget something he has seen or heard because the human brain cannot instantly recollect those thousands of things he has seen at a particular point of time. People wonder how their classmates and colleagues have sharp memory to remember the events of the past. Memory skills play an important role in academics as well, people who have sharp memory are able to remember all the material they have read or studied on the previous day. While sharp memory skills are inborn in some, others have to find different means to remember important things that play a key role in their life.

Previously, people were scammed by telemarketers selling the so-called memory enhancing products which didn’t provide the desired results over the years. A wise consumer uses a number of alternative techniques such as improve my memory to help him grasp and retain the information he receives.

There are some reputed memory specialists who can help with some good exercises to strengthen your mental and cognitive skills. Their improve memory programs are bound to help you improve your mental abilities in areas such as academics, sports, career and relationships.

Today, human beings handle a lot of information and retain them for future use. In this digital age retaining a large amount of knowledge in our mind is the key to be successful in personal and professional life. Hence, the need for improving your memory has become even more apparent. For instance, if you work with an office there are a number of files and important documents that need to be submitted in order to clear any bureaucratic hurdle. Most of the time people forget things such filing their tax returns on time or submitting legal documents on an appropriate time or forget to complete a work assignment given to them by their boss or client.

Thus, improving your memory can help you keep track of all the important dates, tasks and deadlines and help channelize your energies in the right direction. Today, there are a number of successful memory specialists available who even help people improve short term memory loss. These reputed memory specialists now operate their very own websites on the internet. On visiting their websites you will come to know about the services they provide to improve memory skills of people. Their achievements have been published in various news publications and their work has been featured on various websites and blogs online. They cater to a huge audience wanting to improve their memory skills.

All those gambling enthusiasts who love poker can increasingly improve their chances of winning the game, if they have good memory skills. These memory specialists provide various helps to sharpen someone’s mental abilities to remember each card that he plays.

With so many distractions around them, people these days tend to suffer from various psychological disorders such as OCD and ADHD, affecting their memory in a big way. Thus, people need to use improvement memory techniques to help them remember things and lead a better life.

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Compliments International is the author of this article on Improving Memory. Find more information on Memory Skills here.

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improve memory, improve my memory, improve short term memory, improvement memory, improving memory, memorization techniques

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Compliments International is the author of this article on Improving Memory. Find more information on Memory Skills here.

Stop Selling and Grow Your Consulting Practice

Skill Selling — Wed, 23 Feb 2011 04:09:47 +0000

Stop Selling and Grow Your Consulting Practice

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Stop Selling and Grow Your Consulting Practice

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Developing better selling skills is not necessarily the path to more sales. In fact, often it is not the most direct route to greater revenues or profits. Yet so many small business owners turn to this as a panacea for low sales figures. Let me tell you a story so I can illustrate my point. I think you will find it relevant.

I was recently speaking with a business consultant, discussing the current state of her business and her plans for its future. She had put several initiatives in place and was understandably excited — so much so, that it wasn’t long before I too was exhilarated. During our conversation, I asked her what she was doing to position her business for the growth that she was seeking. She told me that she had just signed up for sales training. This surprised me a bit because my impression was that she had a more than admirable closing rate. When I asked her about this, she confirmed my perception.

I had to question why anyone with a high closing ratio would want to take sales training. Could it be that she wanted to brush up on her overall skills? That would be understandable. Was it that she realized a specific element of her sales skills was lacking and she wanted to bring it up to par? If so, I could appreciate that as well. However, neither of these was the case. She signed up for sales training because someone convinced her that it would increase her revenue.

Let’s take a look at her situation.She told me that, over the past two years, she closed more than 90% of the prospects who could afford her services. Ninety percent! That’s amazing! I certainly would be happy with that. She went on to say that, although her closing ratio was high, she wasn’t meeting with the number of viable prospects that she wanted or needed. Well now … that’s a completely different situation, and it calls for a completely different solution.

Improving her sales skills wouldn’t hurt, but it also won’t connect her with many more prospects, if any. For that, she needs to improve her marketing. Her goal should be to market herself and her consulting business in a way that motivates viable prospects to go to her, resolved to do business with her and her alone. When she accomplishes this, the combination of more prospects and her high closing ratio will boost her revenue a great deal. In fact, if she does this well enough, she will have to turn some business away.

I have to admit that she was skeptical. She was apprehensive about the possibility of having prospects coming directly to her, pre-sold on buying her services. I explained that this is a huge advantage consultants have over many other industries. When consultants market themselves correctly, they do not need to be extremely adept at selling. Sure, they have to close sales, but when prospects are pre-sold, it is fairly easy to do. Many times, all that these consultants have to do is 1) not give their prospects any reason to change their minds, and 2) ask for the sale.

My bewildered associate said she understood what I was saying, but that she was having a difficult time reconciling this idea with what she had been told by others. That wasn’t surprising, so I offered a metaphor. I asked if she had ever bought a tube of toothpaste. She giggled and said, “of course.”

“In a supermarket or pharmacy?” I continued.

“Both,” she answered.

I pushed on, “When you bought the toothpaste, how many salespeople were in the aisle, ready to sell you on which brand to buy?”

“Well, none,” she said, as she realized where I was going with this.

My point was that whichever brand of toothpaste she bought, it was probably because it was marketed so well that she went into the store, predetermined to buy it. That’s when she thought she saw a problem with my theory. She said, “But I buy my particular brand of toothpaste because that was the brand my mother has always bought.”

I had to laugh. “You are proving my point,” I said. “The company marketed the toothpaste so well to your mother that it didn’t have to market the toothpaste to you, and you are still predetermined to buy that brand.”

We ended our conversation with my recommending that she take the sales training if she wants to, but not as a means of increasing the number of prospects she gets to meet. For that, I suggested that she think of herself as a tube of toothpaste.

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Sales Career Skills ? Keep Your Training Up To Date

Skill Selling — Sun, 13 Feb 2011 05:19:43 +0000

Sales Career Skills – Keep Your Training Up To Date

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Sales Career Skills – Keep Your Training Up To Date

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A career in sales is certainly a busy one. It can sometimes seem that there aren’t enough hours in the day, whether you are out on the road visiting clients or in the office prospecting, there is always a task that needs doing to meet your targets and increase your commission in all sales jobs. Whilst this is always going to be the bulk of your work, you should not forget the bigger picture and should regularly take time out to brush up on your core skills and keeping up to date with the latest developments in both your industry and sales in general.

Training courses are quite a divisive subject, but love them or loathe them you should certainly be receptive to going on one at least once or twice a year. Whether you are fresh to sales or consider yourself a bit of an “old hand” at the sales game, there is always room to improve and refresh your sales skills. Many employers will be supportive of you wanting to improve your skills and may have funding arrangements for you to utilise to attend any number of courses. Although the ability to sell and be a great sales person is often an ability some will have more naturally than others, training courses will give you a chance to meet with fellow professionals in your field and share your knowledge and experiences.

If you feel you cannot spare the time to attend some off site training, then you must still make the effort to keep up to date with the trends in your industry. You cannot be the best sales person if you are not in the loop regarding product development, new legal issues, and competitor strategies for example. Knowing your industry inside out and keeping up to date with the news is vital so that you appear knowledgeable to all potential customers you go out and meet. It is little things like this that will keep you ahead of the competition and make you appear more genuine in your sales pitch, rather than just coming across as someone after a quick sale.

However training goes beyond knowing your industry; sales training should also include personal development. It is only natural to pick up bad habits over time, and the ability to objectively look at yourself regarding your inter-personal skills is vital. Equally so is the skill of adapting your communication style to the type of person you are speaking too. Excellent communication is a vital part of being a successful salesman, and communication is as much non verbal as what is spoke, so make sure you appearance is always of the highest standard to make that perfect first impression. There are many self help guides, blogs and books on the subject out there but often the people that know you best might be the best place to start, never be afraid to ask for help from those around you.

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SELLING IN A RECESSION

Skill Selling — Thu, 03 Feb 2011 05:26:27 +0000

SELLING IN A RECESSION

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SELLING IN A RECESSION

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Over the last year in the media there has been nothing but talk of this recession we are in. Yes it is here! And there is little doubt the whole of the business world (with a few exceptions) are in it, and up to their knees.

The front pages of newspapers are negative and still predict the worst, they have been ever since the run on Northern Rock in the U.K. and the demise of Lehman Brothers in the U.S. We are left wondering if the world ever be the same again, maybe not, and a lot has happened since the exposure of the mega Billions lost by those incompetent Banks and financial institutions.

Serious stuff, but if you are in business and want to know what can be done to ensure you get through the next year or so without losing your business and suffer to much in sales and profits this article might help.

What’s my angle? I’m a writer and developer of training courses and if there was ever a critical time for sales people to be trained and re-motivated this is it…. So the right type of sales and management training could well be one of the answers

Who am I to be writing this and why should you read on?

I am the experienced side of 50, and have seen and worked through times like this before. I started work for Wurth UK. in London during the three day week in the early seventies, not the best time to start a sales job, but we got through that somehow, and nine years later we were hit again with the eighties recession. By then I was in control as National Sales Manager with 80 salespeople, the north was hit worst, but we were strongest in the South-East were we got through it just as if it wasn’t happening, we never stopped growing both in sales and profits. Then another nine years passed before the recession of 1990–92. By which time I was a M.D. and had been in control of the business since 88.

Yes as the one others looked at for help I remember being worried as it was bad, and all I was hearing was complaints and excuses. In the event everybody had to work harder to win the same level of results in sales. 1992 over 1991 was our worst year on year result, but we still managed a 14.8% increase in sales.

But I was not happy, something had changed, the fun had gone out of the business and it was nothing like what it once was. In the five years whilst I was M.D. at Wurth UK. we averaged a 25% year on year growth in sales and made healthy profits. All this is history as they say, I stayed on for a further year then left to start my first training business, and yes many years later we are into another recession, one that is different as its global, one that has caused crashes not seen since before my time.

So what to do?

Firstly it is not a time to be panicking, it is a time when a level head is needed. Then start over by checking your sales activities, it is always possible to sharpen you axe, and in selling that means the peoples selling skills. Ask what if anything has changed in your sales training programme.

Are they still applying the old trusted sales doctrines? If so then I suggest it is time for some changes or additions to be made. The following pages include my top six tips for selling in a recession.

1/ BELIEF: Stay positive, keep a level head and believe in yourself

One of the problems with all of this negative talk about being in a recession is that as soon as people believe they can’t do anything about the recession they won’t and it will only go on longer.

Most will start to feel negative about their prospects in business. The nature of belief is that people only see what they believe, and not believing what they see.

What is worse is the negative thinking that you can’t change anything! It can become a self fulfilling philosophy, because if you think you can’t you are already right!

Any negative beliefs quickly affect ones outlook and the way one feels about business prospects. Stop reading for a moment and think about it…

Please start reading again and ask yourself if my next statement is right?

Only those that know they can make

a difference will win through!

If you agree then this is for you and you should read on, otherwise forget it and go read the newspaper as what follows can’t be of help to you.

Look at these two extremes: -

If you thought 2009/10 was going to be a great year for business, your best year yet; how would you feel?

Conversely, if you thought 2009/10 was going to be worse and the continuation of a major recession that it was going to hit you and your business hard; how would you feel?

Mighty different what? And remember, nothing much has changed here other than your attitude and belief. Having a positive and supportive belief structure is essential if you want to succeed in any market but it is vitally essential if you want to keep on going and selling in a tough one.

Having a winning belief culture does not mean that you need to be deluded however! In the middle of the darkest recession you don’t want to have your eyes shut! Hence the need to keep a level head as mentioned before.

Do you agree with me when I say that in a recession people want to work with the best suppliers? Suppliers that they can rely on, suppliers that support them, suppliers who are going to be around tomorrow. If that’s you then the competitors of yours will struggle, that will then eventually mean more sales, more business for you.

2/ BE PROACTIVE:

So 2009/10 is going to be tough, to combat this you need for everybody in the business to be more proactive, yes that means everybody has to be in sales, even non customer facing staff must become proactive and do what they can to help… We all remember that old saying:

‘When the going gets tough the tough get going’

A worn out saying maybe but true, the fact is that you must increase your sales activities, maybe even dramatically so. What and how? I hear you saying…

Become much more proactive, and act on the need to do more marketing and then more following up and more selling. That pipeline needs to expand, the sales hopper must be filled to over flowing, everybody must attend more events, do more networking, attend more exhibitions, more canvassing. The sales team must organise proactive telesales team work every day for three hours a time (I call these Blitz sessions) The fact is when salespeople have to compete they will always do better. Their ego and pride comes into it, they don’t like to let themselves down.

In a recession many companies cut back and pull activities back to save money! They read all the negative media stories and think they had better save their money and pull up the Draw Bridge, close the door, batten down the hatches and start being careful. Surprise, surprise these negative measures will only have one effect – because again that is a self fulfilling prophecy – and the result is less business because that’s what you expect, and that’s just what you will get!

Negative activities = Negative results.

Half-hearted activities = half usual results.

Positive and enthusiastic activities = Positive results.

Take a lesson from the fishermen whose families don’t eat if they don’t catch fish, they don’t even rest until they have a catch. Of course as in sales it’s not possible to have a good harvest every day. But when they fail as they do, they keep trying, they go out on to the high seas again.

They stay out longer, they try new fields, new tricks, but mostly they work harder every time to win a better catch.

Just like in sales if you see less business then you need to do more sales and marketing, not less otherwise you will drown. That’s common sense, believe me fishing for a living is much harder than selling, if you don’t agree try it, no on second thoughts don’t, you might then really drown.

3/ SHAPE UP – TIME TO SHARPEN THOSE SALES SKILLS:

Unfortunately, most salespeople don’t spend enough time working on and improving their sales skills and selling techniques. In my experience I have found that the successful companies always do more sales training than the unsuccessful that really need it but never invest.

Things will always change when the market tightens up. Now is the right time, the best time if there ever was one to invest time and money into sales skills training.

Sales success will go to the salesperson who really understands why people buy and can help people make the right business decisions. Salespeople at this level benefit from any changes ahead because there will always be more business for them if their competition falls by the wayside. I hope the following quotation is correct:

“If I had nine hours to cut down a tree,

I would spend six sharpening my axe”

Abraham Lincoln

The SAS is one of the most elite divisions in the British Army. If they are not actually fighting in a war they spend all their time practicing and training for the next time they are at war! This is the way they stay ahead and why they are respected world wide as amongst the very best of the world’s special armed forces.

Salespeople only need to beat the competition not kill them. Sharpening sales skills can be done over only 100 hours a year. This is approximately three times what most companies invest in for their sales teams, 32 hrs or 4 days. Interestingly the leading companies invest more on average some 96 hrs or 12 days per year on training, which speaks for itself.

Hopefully you are closer the second example. What ever you do invest in time and money, it has to be more or better than that competitor of yours is doing. Doing nothing is no longer an option, not if you want to survive the next year. On an individual basis doing something every week, even reading for an hour, is better than doing nothing towards shaping up!

If you are on your own and don’t have a company that trains you, ask yourself the following two questions: -

1/ When did you last read a book on selling?

2/ How many hours do you invest in sales training every month?

For 80% of salespeople reading this, the answer is zero to 1 hour!

Less than 20% can say 5 to 10 hours as I would recommend.

If you’re in the 20% category, great you’re on track. Keep it up to make sure you stay ahead of the game.

If you’re in the 80% who haven’t had any such investment, don’t panic! You are still keeping that level head right! You still have some time, but it might be running out. Start now by putting together your own sales and development plan to sharpen up on your sales skills and to polish your selling techniques.

Salespeople who can sell in any market will always be in demand. Effort now will reward you whatever the future brings.

4/ ACE FACTORS

I wrote the ‘A to Z of Selling’. A is for Attitude, already touched on under Belief above, C stands for Confidence and E for Enthusiasm. Get these factors right in your mind and like a fist full of ace’s in a card game you will win over anybody.

ATTITUDE

Everything starts with and depends on Attitude, no matter what you do. It is particularly the case in sales, the correct mental attitude is essential before anyone can do well when selling. Ones personal attitude will always dictate how one gets on in life generally.

Here are five basic truths about Attitude:

Your attitude toward customers influences your behaviour. You cannot fake it or always camouflage how you feel. Your attitude determines the level of your job commitment and ultimately job satisfaction. Your attitude affects everyone who comes in contact with you in person or on the telephone. Your attitude is reflected by your tone of voice and also in your non-verbal body language, i.e. in the way you stand or sit, your facial expression and in other ways. Your attitude is not fixed, the attitude you choose to display is entirely up to you.

CONFIDENCE

Real confidence comes when other things are in place. For example we must be happy with our mindset and Attitude first, this must be in place before we can be confident enough to win through.

Also our Confidence is not secure even transparently so if we don’t have sufficient ‘Domain Knowledge’. That is a sound comprehension of our company, sector, service and products.

This often makes the difference that wins the business, knowing and using real examples using ones service or products special Benefits and USP’s.

Attitude & Knowledge = Confidence

ENTHUSIASM

One of my favourite two words in selling, the other is Passion. I can’t think of two more important traits in a sales person, one goes hand in hand with the other.

In sales we are often faced with finding a way to close and cross that chasm or ‘Gap’ between the client’s Interest and Desire to sign up and commit.

We have to bridge the Gap and then walk the prospect across every step of the way until they reach the other side. What gets them moving is our enthusiasm for what we are doing, our total conviction in our product and/or service. Providing proof and excellent value are two of the other steps over the Bridge of Sales.

5/ FOCUS – ON INDIVIDUAL RELATIONSHIPS:

As you read this many companies will be working out how to cut corners. They will try to save money by tinkering with their business offerings.

They will try squeeze out extra profits out of customers by cutting some bells and whistles from their offerings. This is not always a good idea, and if you look at a Swiss cow with no bells, it is just a cow and no one would take pictures and send postcards of them home!

When business is tight you should be pleasing your clients with better service and products, better than what they have ever had, from you or from any of your competitors, so more bells not less.

In a recession we all need to add value and be seen to go that extra mile. When it bites them many companies will try and discount to survive. However many won’t survive if they do this as they are eroding their profits, but of course you still don’t want your clients going to them to take advantage because they just might as they are trying to cut costs.

To avoid this you must secure your existing business by locking in your clients now, so that they don’t even consider going anywhere else, look to: -

Spend more time with your clients. Build stronger individual relationships with those that matter in the business, in the PowerBase in your customers. Make sure you truly understand them, their issues and concerns. Know how their business works, because knowing more about your customers than your competitor will always prove beneficial. Remember that when you win that piece of business the next sale has just started.

6/ ACTIVITY – WORK SMART – MAXIMISE EFFORT

Always ask for referrals. Referrals are great business but most salespeople do not ask for them or forget as they are only focused on getting the order or might fear rejection as some clients will say no.

Learn how to ask for a referral, get into the habit and include it as just another part of the sales process.

Pipeline more, sell-up, sell sideways. It is five times easier to sell to an old customer than to convert a prospect.

Extending your business with existing clients will not only make you more money, it will also strengthen your relationships with and value to them and their business.

Contact dormant accounts. Most companies have hundreds if not thousands of “dormant” accounts. There may be multiple reasons for this from changing business practises to fall-outs with the client. Dormant clients may well be redeemable and may have been “lost” purely because someone left or forgot to call them, maybe a competitors salesperson moved on.

Call them all again, again and again, get to see them.

You have got to the end of this piece so get in touch with them now… What are you waiting for… Then come back and look at the training in your business.

So there you have it my 6 tips to help you and your people sell in a recession. The next twelve months may well prove to be an interesting year for some businesses and individuals. Some will be down to the market itself. But most of it will be down to you and how you react and respond to the challenge, thank you for reading my work, good selling.

JOHNNY HERBERT

Retrieved from “http://www.articlesbase.com/sales-articles/selling-in-a-recession-1173024.html”

(ArticlesBase SC #1173024)

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How to Prospect And Sell In The Recession

Source: http://www.articlesbase.com/sales-articles/selling-in-a-recession-1173024.html

Article Tags:
business, recession, selling, sales, management, marketing, training, development, success, doing well in a recession, getting through the next year, how to survive in sales in 2009 10, company strategy, selling in a tough market, need help in selling

Learn how to prospect (cold call) and sell in the recession. Sales down? Finding it challenging to acquire new business? Howard Lewinter, Business Management Specialist, discusses business and sales strategies to help CEOs, Presidents and Business Owners get through the recession. (04:26)

How to Prospect and Sell in the Recession, Part 2

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Sales 101 ? Basic Sales Career Skills

Skill Selling — Mon, 24 Jan 2011 04:38:06 +0000

Sales 101 – Basic Sales Career Skills

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Home Page > Careers > Career Management > Sales 101 – Basic Sales Career Skills

Sales 101 – Basic Sales Career Skills

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Posted: Sep 10, 2009 | Views: 180 |

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To some, selling is the most natural thing in the world, yet to others the thought of going out and meeting prospective clients fills them with dread. Clearly sales jobs are not right for everyone, but why is it that some people can become a great salesman or woman yet others will never attain the same levels of success? Well, there is a case for saying “you are born with it”, but that is certainly not to say you cannot improve your selling skills, whatever your current level.

It is especially important to anyone in a small business, or someone who has direct contact with customers because you should ALL be acting as sales staff. By knowing what the hallmarks of a good sales person are you will not only help your business, but your inter-personal skills will be boosted too.

If there is one key point to remember above all, it is to listen. Really listen, don’t just sit quietly waiting for your turn to speak. If you listen to what your potential client is telling you, what they need, what they want and how they feel it will enable you to ask the right questions, and dramatically improve your relations with them. The old adage that “humans were given two ears and one mouth – because you should listen twice as much as you talk” is particularly true when it comes to sales. Above anything else you read in this article or you are told when it comes to sales, listening is the key. It provides the platform for you to work upon, and is the basis of any good relationship. You will not be able to understand anyone if you do not listen to what they have to say. Mastering the skill of listening is a pre-requisite for learning the skill of questioning. Once you have a real understanding of the person you are talking to, questioning will become far easier, and the information you need to be able to make the sale will be more forthcoming from someone who feels they are dealing with a salesperson who really cares about what it is they want.

Confidence is also extremely important. Obviously this is an easy thing to say and not necessarily that easy to put into practice. You must have confidence in your product, your business and your abilities otherwise why should the client? Even if you do not feel particularly confident, it is important to at least appear to be, without coming across as arrogant. You confidence will be key in any presentations you make. Presentations again are something many people will not feel comfortable doing, but take advice from those around you, do your research and prepare well in advance in order to give yourself the best possible chance of making a great impression.

Once you have mastered these basic skills you are far more likely to be able to succeed in the actual sales process, along with making you a better all rounded individual in whatever career you choose to pursue throughout life.

Retrieved from “http://www.articlesbase.com/career-management-articles/sales-101-basic-sales-career-skills-1216347.html”

(ArticlesBase SC #1216347)

James Martin -
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James Martin writes for CD Sales Recruitment, a leading UK sales recruitment specialist.

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Creating a Career to Profit From

Source: http://www.articlesbase.com/career-management-articles/sales-101-basic-sales-career-skills-1216347.html

Article Tags:
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lViews: 180

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James Martin writes for CD Sales Recruitment, a leading UK sales recruitment specialist.

Sales – The Skills to Sell

Skill Selling — Fri, 14 Jan 2011 04:56:40 +0000

Sales – The Skills to Sell

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Home Page > Business > Sales > Sales – The Skills to Sell

Sales – The Skills to Sell

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Posted: Sep 19, 2005 |Comments: 0
| Views: 248 |

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The ability to sell products, or a product, is a skill that must
be practiced and perfected. People, who sell retail, or
telesales, must possess qualities that attract the attention of
others. Verbal and written communication is crucial. If you are
unable to express yourself to others, you should not enter into
the sales profession.

Selling products is a growing, and economically developing
industry. We purchase our products, such as computers,
televisions, cell phones, and everything else from people who
sell and promote the products to us. Whether we like to be sold
products or not, it happens on a daily basis. Selling has become
the fabric of our society, so the ability to sell products in
stores, or on the phone, is becoming a desired occupation for
many people. How can one better their selling abilities? Help is
available for those who work in this growing profession. Let us
examine some of the strategies one can use to improve their
skills in selling products to consumers.

When you are working at your sales job, dress in business
attire, and maintain your outward appearance and hygiene. You
want people to like you, and attract their attention so you can
try to sell them the product they are looking to buy. If you are
selling a product over the phone, the same maintenance of
appearance and hygiene apply. The reason is psychological. If
you are trying to sell a product over the phone to a customer,
you will speak with a confident tone of voice, because you know
you are dressed to act professionally. When you are a
salesperson in a store, stand with a confident posture to
emphasize your professional and clean appearance to those around
you. Make eye contact with the customers to build their trust.
Build a relationship with the customers by asking them what they
need, how they are doing, and telling them some things about
yourself. Explain how the product or products they are thinking
about purchasing will benefit their lives. Politely suggest
which product, or products to purchase. Explain how the
suggested products will benefit them over the other product or
products they wanted to buy. If they need time to decide, call
them back when it is convenient for them, or leave them for ten
minutes to browse and think in the store.

If the customer returns, or is willing to talk on the phone,
address them by their first name to let them know you remember
them. If the customer is still reluctant to purchase the
product, or products, show that you understand, and offer them a
free sample of another product, or a coupon for a discount off a
popular product. If they have further inquiries, answer them
with honesty, and sincerity in your facial expression, and tone
of voice. If you don’t know how to answer the question, ask a
co-worker, or manager to assist you in answering the question.
This shows the customer, that you want to help him or her get
the best service and benefits from the store, or Phone Company’s
product.

If you succeed in getting a sale, or several sales, you should
always ask your manager and colleagues what areas you should
improve. Selling is a method of survival. Food, clothing, and
everything else, is sold each day without notice, or question.
It is important to note that those who sell the most are usually
sociable, positive, and kind to others. Moreover, if you build
relationships, keep a clean appearance, maintain persistence,
and respect others, you may be the best salesperson the store,
or Phone Company has hired.

Retrieved from “http://www.articlesbase.com/sales-articles/sales-the-skills-to-sell-2300.html”

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Simple Writing System: Bullets

Source: http://www.articlesbase.com/sales-articles/sales-the-skills-to-sell-2300.html

Article Tags:
ability, sell, products, product, skill, must be, practiced, perfected, people, retail, or telesales, possess, qualities, attract, attention, of others, verbal, written, communication

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Small Business Advice – Targeting Women

Targeting Women. Women make purchasing decisions differently than men. Delia Passi discusses how to successfully sell your product or service to women. From your initial greeting to closing the deal, there are several important keys to success.

(06:06)

How to Create Stock Video Footage

Learn how to create stock video footage and make money selling it over the Internet on stock photo/video sites. (06:24)

How to Monetize Your Blog

Responding to a reader question in a Problogger Flip Tip. In this episode, David talks about the quickest ways to monetize your blog. He talks about Adsense, Clickbank and selling your own information product. (04:41)

Double Star shoe innovation and technology upgrading through the grasping highlight brand strength

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Sales – The Skills to Sell

And written communication is crucial. If you are
unable to express yourself to others, you should not enter into
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Selling art online

Skill Selling — Tue, 04 Jan 2011 05:43:51 +0000

Selling art online

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Selling art online

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I want to touch people with my art. I want them to say ‘he feels deeply, he feels tenderly.’ Vincent Van Gogh Every artist dreams of touching people with his or her art. The artists relate their art to life and then canvas became their life as well as the art became their way of living. Recognition for their work is a tonic that keeps them going. Such involvement gets justified only when these artists get good feedback on their efforts. To get a good feedback, their paintings and other art work should reach a vast audience. In the past, artists had to strive to get a gallery to display their paintings; even if they reached this stage, it was tough to sell art to visitors. The work of the artists was confined to a small gallery with limited viewers. Very few good artists ever got accepted to reach a larger audience and managed to sell paintings. Now, the situation’s changed. With the advent of the Internet, the world has become one huge canvas for artists to paint in. Make your paintings reach all corners of the world with just a click of the mouse. There are hundreds of online art galleries where you could display your works of art and through which you can reach your audience. For online selling, just upload pictures of your art and sell them through online galleries. Get to know other artists through artist forums and discuss about various techniques. This is a field where you have to learn constantly and these art forums are a good place to trade views and learn new skills. Join this art community to improve your skills and learn how best to sell your art to a wide market. You can {exhibit your paintings, photography or digital art in the online galleries, also you can exchange a few words with the potential buyers as well as get their feedback and sell your paintings online}. To sell online, you can have your own website or you can get registered with existing online gallery website . The artist community is a {unique brand of people with their own language and way of living|Having their own language, imagination and way of leaving, the artist community became a distinct brand of people}. If you are an upcoming artist, I’m sure you’d love to blend with this group of people to improve your style, learn new techniques or just simply admire the work of other artists. Many online galleries offer free membership to upcoming artists and charge no commission on online sales of the work of these artists done through a bidding process . There are many online galleries, which offers art competitions to showcase your talent, forums and communities where you can meet people and discuss your work and the facility to promote your work online. All you have to do is, create a profile with a description of how you work and upload a few samples of your work. The potential buyer may browse through your profile and may contact you on the mentioned contact number in your profile. This way, you get feedback on your work and money for your art. You can collect your money out of the sell through online payment systems available on the net. Once the bidding period expires, you can choose the highest bidder to sell the product. Now, are you convinced to put up your art on sale to the world wide market?. Just select a good online gallery that gets you the best deal through minimum effort and that improve your skills!

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C-Level Selling – Asking Sales Questions Is Easier Said Than Done

Skill Selling — Sat, 25 Dec 2010 05:49:28 +0000

C-Level Selling – Asking Sales Questions Is Easier Said Than Done

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C-Level Selling – Asking Sales Questions Is Easier Said Than Done

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Like you, I’ve been selling all my life and what I’ve learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, I contend that most of you ask only cursory questions, listen superficially, and can’t wait to give their pitch.

Questioning has levels — simple, intermediate and advanced. “How are you?” “Can I help you?” are basic questions. “What’s your budget?” “When will you need this?” are more intermediate. “Can we agree that you will order this next Tuesday?” “You seem hesitant. What are your concerns? ” are more advanced. To reap the benefits of questioning one must be able to easily transition from the simple to the more advanced.

Effective listening involves understanding, which requires probing to truly comprehend what a person means by the words they speak. For example, when a person says, “I’m looking for someone who can give me good service.” The words good service could mean all sorts of things. The effective listener will probe the prospect to explain what good service actually looks like to him or her. Probing encourages the prospect to fully reveal the vision of what s/he wants. This requires skill, preparation and patience. Finally, effective listening means the ability to recite back to the customer exactly what they just described. This solidifies understanding and builds credibility.

So here are some tips on how to pull off these difficult tasks.

That’s why athletes and teams warm-up and practice before a competition.

However, before you can become comfortable probing, which sounds simple, you need to list all the words that have meaning in your products’/services’ world. Again, this may sound unnecessary, but until you go through the drill, these words will slide by you – as they do right now.

You’ll have to determine how you’ll set up these questions, how you’ll transition into your probes and how you’ll feed it back to confirm understanding and meanings. The first few times will seem uncomfortable, but it’ll quickly become second nature as you start seeing the outstanding results you get. So just go out and do it and you’ll adjust accordingly to make it work smoothly.

Assess

How well did your meeting go? In other words, what went well, that you will do again in the future? What didn’t work and needs to be adjusted? Sales calls should never be judged on outcome alone. They should be judged against your plan. For example, your plan is to ask questions to get specific information and to understand the customer’s vision. Did your questions work? Were you able to probe meaningful and ambiguous words? Did the customer respond as you had hoped to the questions you asked? Were other words used that you weren’t prepared to hear? These are the kinds of questions you should ask yourself and adjust your game plan for the next call.

Use a Coach

No one can coach themselves — not Tiger Woods, nor Kobe Bryant, nor Derek Jeter, etc. They all have coaches that help them prepare, improve their skills and see things they can not see for themselves. Salespeople are no different. They need coaches — someone to help them prepare and get better. Managers are usually assigned to this task, but many managers focus on closing business rather than improving their performers. Like relatives, you can’t choose your manager, but you can choose someone to help you. Most salespeople feel that if they’re employed they’re good enough. This is like telling a professional football player not to exercise during the off-season. A professional who wants to stay on top of his or her game needs to be constantly improving. As mentioned above, you can’t do this without the help of a coach.

Use these tips to improve your questioning, listening and probing skills, and you’ll soon be outselling your associates and your competitors.

And now I invite you to learn more.

Retrieved from “http://www.articlesbase.com/sales-articles/clevel-selling-asking-sales-questions-is-easier-said-than-done-1101243.html”

(ArticlesBase SC #1101243)

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Sam Manfer is a sales force development expert and makes any sales manager or sales person feel comfortable and confident getting to and talking with powerful decision makers. For his free “Selling Wisdoms” e-zine and articles on overcoming all the problems with C-Level Selling visit www.SamManfer.com .

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Essential Skills Required For Ultimate Ebay Success

Skill Selling — Wed, 15 Dec 2010 05:21:07 +0000

Essential Skills Required For Ultimate Ebay Success=900)&&(!__fwPendingImagesProcessed)){__fwPendingImages.push([a,b])}else{a.src=b}},300)}function __fwGetElementYPosition(b){function a(f){var g=f;while(g.parentNode){var e=(window.getComputedStyle)?window.getComputedStyle(g,”"):g.currentStyle;if(e.display==”none”||e.visibility==”hidden”){return true}g=g.parentNode}return false}var d=0;var c=b;while(c.offsetParent){d+=c.offsetTop;c=c.offsetParent}if(d==0){if(a(b)){d=1000000}}return d}function __fwProcessPendingImages(){if(__fwPendingImagesProcessed){return}__fwPendingImagesProcessed=true;for(var b=0,a=__fwPendingImages.length;b document.body.offsetHeight ? document.body.scrollHeight : document.body.offsetHeight + ‘px’)}*:first-child+html
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Home Page > Internet > Essential Skills Required For Ultimate Ebay Success

Essential Skills Required For Ultimate Ebay Success

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Posted: Apr 01, 2010 |Comments: 0

If you are contemplating whether or not to start an eBay business to supplement your income, or even to completely replace your current salary, then there are certain essential skills that will be required. Ultimate eBay success will not be easily attained, but with the right skill set and frame of mind, you will be well on your way to achieving your goals.

Organisation

One of the first skills that you will require for your ultimate eBay success is organisation. Running any business means taking charge of records of any sales and expenses; they will be required when completing your tax return at the end of the year. What’s more, your organisational ability will be tested in the quick distribution of products, and in keeping track of when your items sell the best and for how much.

Should you find that your organisational skills are lacking you don’t need to dismiss ultimate eBay success as a far off dream. Organisation can be learnt and improved through practice. Create lists of what needs to be done and ensure that you update records as soon as you make new sales and spend money.

Marketing

It is important to have at least a basic grasp of marketing skills to be successful on eBay. After all, you will be advertising products to an audience that will need to be convinced, without feeling that you are forcing something that they don’t want upon them.

Marketing expertise can be developed with practice. The more sales that you make the better you will become at selling, and with many resources available to give you tips and help you to improve this skill you’ll be making a great profit in no time.

Writing

Crafting persuasive, informative and effective descriptions for each of your auctions is one way to potentially maximise your eBay profits. Writing skills will be essential to ensure that your listings aren’t riddled with spelling and grammatical errors. Word processors will help you to catch some errors that would otherwise have sneaked in, but don’t think that technology can entirely replace the ability to write and proofread.

If you aren’t a confident writer don’t worry, there are many tools and resources that can tell you how to create great listings specifically for eBay.

Computing

You don’t need a degree in computing for ultimate eBay success, but a basic knowledge of computers will help you significantly. You will need to become intimately familiar with the eBay website, utilising tools such as eBay Pulse and the Advanced Search to monitor selling trends and to find niche markets. A basic knowledge of HTML coding would also be very useful in order to create aesthetically pleasing listings that will entice prospective buyers.

Computing abilities can certainly be developed, with many HTML courses available online and even basic courses in word processing and the internet. Don’t allow your lack of skill in computing to deter you from success; take the time to learn all that you can.

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Amanda O’Brien -
About the Author:

Amanda O’Brien is a successful eBay Powerseller and author of two eBay home study courses – ‘The #2,500 Per Week eBay Powersellers Secrets’ and ‘The Ultimate eBay Success System’. Want to learn more about starting an eBay business or simply want to improve your eBay sales? Claim your free eBay Selling Secrets Report at Powerseller Pod.

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