Is it true that the soldier is as good as his weapon? Or the salesman is as good as his product? Well, believe it or not, no answer is wrong. Do you remember hearing a knock on your front door and when you answered, a poor young man was standing there selling a product you do not need? How did you feel and what did you do? 6 out of 10 people say that they bought the product despite no need for it. It was that poor young man's selling skills that accomplished the sale.
On the other hand, when shopping for a car, how often do people buy from the first salesman that approaches them? No doubt they needed the product but, 4 out 7 were turned off by the salesman's approach.
Sure we buy on the Internet more than we ever did but, people will continue to buy from people at their door steps, in the stores and with flayer's left by a person at their front door.
It is not the persistence alone that sells, in fact, some shape of persistence can leave a negative impact on buyers, it is the personality, complemented by a good product and presented in a very persuasive way, which assures a clean sale and a possible referral in the future.
Your talent as a sales professional lies in your personality, your presentation of your product and finally, your knowledge of the product.
Always remember, People Buy From People.
Monday, November 26, 2007
Monday, November 19, 2007
Strategic Sales..Why?
Whatever happened to good old-fashioned selling? A personable salesman who is knowledgeable about his products, a customer who has the need for the products; they meet and discuss the products, the pricing and the length of the contract. Lunch meeting will be on the agenda for next time and a ballgame will join the two to get to know one another. The deal is finalized over three to four visits and, perhaps, the two families may gather around a meal to introduce the new friendship. Loyalty was born over sharing that bread and life is good.
That sounded like the selling of the 50's to most organizations today, nice warm and fuzzy story that could serve as the ending of a great family movie. Yet, if we examine the story closely, there is no mentioning of competitor's threat, industry trend, share holders demands or rising fuel cost and the Internet selling. Life was much simpler back then, wasn't it?
Today's selling is more complicated than it was 50 years ago, and manufacturers and service providers expect far more of their sales force today than they did back in the 50's. The more competition you have to face, the higher the risk of losing a client.
Today, more and more manufacturers and corporations are focusing on retention to secure a steady income, with which they can manage their spending and maintain profitability. With retention of current clients, companies can usually adjust their spending to post profitability. But, does retention mean maintenance? Or does it have a broader meaning? Let us examine that word “Retention ". To retain anything in life, you have to have a plan to save, protect and polish that thing. In the business world, retention will mean:
• Creating a switching barrier (No expiration contracts, costly penalties for early terminations, lower pricing based on higher volume...etc )
• Involving more departments in the relationship with the client
• Creating a thinking process that helps the client increase their profitability
• Personalizing customer service to support the client on daily bases
The above examples are part of today's Strategic Selling. It is a forced strategy by today's world economy and it is here to stay. And to achieve that strategic selling philosophy, client reports have replaced hello visits, industry trending reports have replaced "How's it going?", and finally, PowerPoint presentations have replaced the paper report.
It is safe to say goodbye to old-fashioned selling, to the personable selling, even to some tactical selling. If you do not know your customer better than he does, you will not achieve RETENTION.
I still remember, People Buy From People but, will that be enough to succeed in today's competitive market place?
That sounded like the selling of the 50's to most organizations today, nice warm and fuzzy story that could serve as the ending of a great family movie. Yet, if we examine the story closely, there is no mentioning of competitor's threat, industry trend, share holders demands or rising fuel cost and the Internet selling. Life was much simpler back then, wasn't it?
Today's selling is more complicated than it was 50 years ago, and manufacturers and service providers expect far more of their sales force today than they did back in the 50's. The more competition you have to face, the higher the risk of losing a client.
Today, more and more manufacturers and corporations are focusing on retention to secure a steady income, with which they can manage their spending and maintain profitability. With retention of current clients, companies can usually adjust their spending to post profitability. But, does retention mean maintenance? Or does it have a broader meaning? Let us examine that word “Retention ". To retain anything in life, you have to have a plan to save, protect and polish that thing. In the business world, retention will mean:
• Creating a switching barrier (No expiration contracts, costly penalties for early terminations, lower pricing based on higher volume...etc )
• Involving more departments in the relationship with the client
• Creating a thinking process that helps the client increase their profitability
• Personalizing customer service to support the client on daily bases
The above examples are part of today's Strategic Selling. It is a forced strategy by today's world economy and it is here to stay. And to achieve that strategic selling philosophy, client reports have replaced hello visits, industry trending reports have replaced "How's it going?", and finally, PowerPoint presentations have replaced the paper report.
It is safe to say goodbye to old-fashioned selling, to the personable selling, even to some tactical selling. If you do not know your customer better than he does, you will not achieve RETENTION.
I still remember, People Buy From People but, will that be enough to succeed in today's competitive market place?
Sunday, November 18, 2007
Goals Vs. Customer Needs
If you have been selling for a while, you know how it feels to receive your new sales goals for the year. I would look at it and say “if I did not achieve my smaller goal last year, how would I be able to make it with 23% increase?". Trust me, the goal will never decrease, it may stall, but not for long. Those moments of truth are harsh as reality can ever be but, don't sweat it if you can't change it.
The focus on meeting the sales goals will hunt you all year but, you have a more important challenge to deal with, the customer. You see, without your customer, you have no chance of making any goal, small or big. So why don't you shift some of your focus on the customer? What can you do to keep that customer and grow their business? Grow their business? That would be one way to increase your goal attainment. Then, let us focus on the customer for a second here; do you have all the business there? Or do you share some with the competition? Here are some tips to start digging for more business:
• If you sell a product to your customer, did you ever ask if they need this product for another branch of their company? If you never did, do so, it would not hurt you. Do you have another product that you never offered your customer before? Does your customer buy a product from your competition that your company offers? It is time to get in the game and discuss your competitive product.
• If you sell services, does your customer utilize all your services? Do they even have a need for other services? If your customer utilizes other service providers, they must have a need that you can fulfill. Get in the game and discuss their needs.
Get to know your customers as you will need that knowledge to get ahead of your competition and certainly, help you to meet your sales goals. And always remember, People buy from people and your relationship with your customer can and will be your asset.
The focus on meeting the sales goals will hunt you all year but, you have a more important challenge to deal with, the customer. You see, without your customer, you have no chance of making any goal, small or big. So why don't you shift some of your focus on the customer? What can you do to keep that customer and grow their business? Grow their business? That would be one way to increase your goal attainment. Then, let us focus on the customer for a second here; do you have all the business there? Or do you share some with the competition? Here are some tips to start digging for more business:
• If you sell a product to your customer, did you ever ask if they need this product for another branch of their company? If you never did, do so, it would not hurt you. Do you have another product that you never offered your customer before? Does your customer buy a product from your competition that your company offers? It is time to get in the game and discuss your competitive product.
• If you sell services, does your customer utilize all your services? Do they even have a need for other services? If your customer utilizes other service providers, they must have a need that you can fulfill. Get in the game and discuss their needs.
Get to know your customers as you will need that knowledge to get ahead of your competition and certainly, help you to meet your sales goals. And always remember, People buy from people and your relationship with your customer can and will be your asset.
Information Is Key
Have you ever called a merchant that you ordered a product from to inquire about your order? How did you feel when the answer was “it was sent out"? Is that all you can tell me? Can you tell me where it is now? How soon will it be here? Good luck getting an answer.
In the mid 90's, I ordered a part for my personal laptop; and advised the manufacturer that I will need that part delivered to my house early in the morning on Saturday so that I can take it with me on my overseas trip. That request triggered the shipper to use an overnight delivery company to insure the Saturday delivery, however, that Delivery Company showed up at my door steps while I was boarding the plane. Yes, I called them all morning to verify the estimated delivery time but, they had no idea and could not commit to a time frame. I even called five minutes before I left my house for the airport to offer to meet with their driver and pick up the part, no can do.
Needless to say, I predicted the demise of this company and sure it happened, they are no longer in business as they were bought out by another company.
So what does that mean to me as sales professional? Well, what was missing in that story I just mentioned? If your answer is information, you got it. If I had some information from the manufacturer, I could have alerted the delivery company and possibly picked up the part on my way to the airport.
If information was that critical in the 90's, how is it today? Believe me, it is everything in today's business and personal world. So, as a sales professional, information provided to your customer can make you or break you. Responding to your customer's information needs in a timely manner is equally critical, why? Because your competition will deliver the information if you don't and you may not recover from that setback.
Have you ever heard the old saying “you don't get a second chance to make a first impression "? That is very true in most cases in the business world. You may get lucky and get a second chance, I did, but, don't count on it.
Remember, People buy from people who they trust and can depend on.
In the mid 90's, I ordered a part for my personal laptop; and advised the manufacturer that I will need that part delivered to my house early in the morning on Saturday so that I can take it with me on my overseas trip. That request triggered the shipper to use an overnight delivery company to insure the Saturday delivery, however, that Delivery Company showed up at my door steps while I was boarding the plane. Yes, I called them all morning to verify the estimated delivery time but, they had no idea and could not commit to a time frame. I even called five minutes before I left my house for the airport to offer to meet with their driver and pick up the part, no can do.
Needless to say, I predicted the demise of this company and sure it happened, they are no longer in business as they were bought out by another company.
So what does that mean to me as sales professional? Well, what was missing in that story I just mentioned? If your answer is information, you got it. If I had some information from the manufacturer, I could have alerted the delivery company and possibly picked up the part on my way to the airport.
If information was that critical in the 90's, how is it today? Believe me, it is everything in today's business and personal world. So, as a sales professional, information provided to your customer can make you or break you. Responding to your customer's information needs in a timely manner is equally critical, why? Because your competition will deliver the information if you don't and you may not recover from that setback.
Have you ever heard the old saying “you don't get a second chance to make a first impression "? That is very true in most cases in the business world. You may get lucky and get a second chance, I did, but, don't count on it.
Remember, People buy from people who they trust and can depend on.
Business to Business Selling
So many schools of thoughts on business to business selling have surfaced since the 1900's, from the pyramid style selling to the door to door cold calling and prospecting, to the tactical selling and finally, the strategic selling. Wow, so many thoughts and only one goal, closing that sale.
So what do you need to know here? Is it one particular method of selling that would help you succeed? Does your method depend on the client that you're dealing with? Or is it the product or service that you are selling that would dictate the method? Well, if you agree that customers are not alike, then you would agree that each customer requires different approach; however, never forget, you are still dealing with people not machines. You will not press a button and the contract will be signed. So what method do you need? It is not the method, it is the knowledge that you have about your customer that would help you to use the right approach.
In today's market place, your competition spends money to copy your success; you must stay ahead and build a solid business relationship with your customer.
So, what customer do I use what method for? I think that is a reasonable question, and I can tell you, if you are selling a copier contract, you will need less presenting work than if you are selling a long distance service or a hotshot delivery service. So, what is the difference? Well, selling a copier requires knowledge of the machine, features, benefits and warranty. But if you're selling long distance service, you need to know if your customer has out of state business and or International calling and faxing needs. You see, it takes us back to the knowledge about who we're selling to.
When selling a product, you need to:
1. State features, Benefits and warranty
2. Know how does your product stack up against the competition
3. Know why should the customer use your product
4. Develop post contract-signing relations with your customer
When selling services, you need to:
1. Get to know your customer's business
2. Know what kind of relationship your customer has with the competition
3. Know who decides and who influences him from within (you need both on your side).
4. Present your services that are geared to the needs of your customer's business
Remember, there are two fatal mistakes that could shorten your career in sales, promising what you cannot control or deliver and not responding to a customer's need after the sale.
So what do you need to know here? Is it one particular method of selling that would help you succeed? Does your method depend on the client that you're dealing with? Or is it the product or service that you are selling that would dictate the method? Well, if you agree that customers are not alike, then you would agree that each customer requires different approach; however, never forget, you are still dealing with people not machines. You will not press a button and the contract will be signed. So what method do you need? It is not the method, it is the knowledge that you have about your customer that would help you to use the right approach.
In today's market place, your competition spends money to copy your success; you must stay ahead and build a solid business relationship with your customer.
So, what customer do I use what method for? I think that is a reasonable question, and I can tell you, if you are selling a copier contract, you will need less presenting work than if you are selling a long distance service or a hotshot delivery service. So, what is the difference? Well, selling a copier requires knowledge of the machine, features, benefits and warranty. But if you're selling long distance service, you need to know if your customer has out of state business and or International calling and faxing needs. You see, it takes us back to the knowledge about who we're selling to.
When selling a product, you need to:
1. State features, Benefits and warranty
2. Know how does your product stack up against the competition
3. Know why should the customer use your product
4. Develop post contract-signing relations with your customer
When selling services, you need to:
1. Get to know your customer's business
2. Know what kind of relationship your customer has with the competition
3. Know who decides and who influences him from within (you need both on your side).
4. Present your services that are geared to the needs of your customer's business
Remember, there are two fatal mistakes that could shorten your career in sales, promising what you cannot control or deliver and not responding to a customer's need after the sale.
Saturday, November 17, 2007
A Used Car Salesman?
How many times have you heard that before? What's wrong with a used car salesman? He is trying to sell you a car to make $100 commission and he will do whatever it takes to accomplish that mission. So, what's wrong with that? well, despite the fact that it is an honest way of making a living, statistics show that the used car buying experience can be very upsetting for 7 out of 10 customers. Why? Let’s see, what did the used car salesman say that turned you off? Did he overstate the features of the used car? Did he use tactics that were not appealing to you? Did you feel pressured to buy? Or did you not feel comfortable with his sugar coated promises?
Now you get the picture, here are the fatal mistakes of the sales professional:
1. Overstating the features of the product
2. Tactical selling that could backfire
3. Using pressure selling techniques
4. Over promising
Remember, you are selling to people, and they can only buy from the person they trust. Never commit the grave mistake of focusing on your mission instead of your customer's goal of buying.
Now you get the picture, here are the fatal mistakes of the sales professional:
1. Overstating the features of the product
2. Tactical selling that could backfire
3. Using pressure selling techniques
4. Over promising
Remember, you are selling to people, and they can only buy from the person they trust. Never commit the grave mistake of focusing on your mission instead of your customer's goal of buying.
Selling Is Selling?
Selling Is Selling?
Well, let me see, can a car sales representative sell a photocopier? Or a pharmaceutical sales representative sells heavy equipment? Is it the knowledge of the products that makes the difference? Is it the skills of the salesman? Is it the education background? Or is it the training provided by companies that make the difference? Well, no answer is wrong, yet, the best answer was not provided above. You see, people bought from people since Adam and Eve and will continue to do so despite the emerging robotic era. I don't foresee myself receiving a request for an appointment from the new UPS robotic sales representative. Not in the next 50 years of my life. So, if we agree, then let me go back to the questions, selling is not a job for a robot or a computer, in fact, selling is like playing the piano, if you don't enjoy music, it does not matter who is teaching you to play the piano, you will never be good at it.
Selling is an art, where the artist is well aware of what the audience wants to see and knowing his competition, he can always reinvent himself and capture the hearts of his fans. Picasso was a master of reinvention, and his ability to adapt paid off in dividends and continues to pay off to this day.
POSTED BY SAM AT 11:16 PM 0 COMMENTS
Well, let me see, can a car sales representative sell a photocopier? Or a pharmaceutical sales representative sells heavy equipment? Is it the knowledge of the products that makes the difference? Is it the skills of the salesman? Is it the education background? Or is it the training provided by companies that make the difference? Well, no answer is wrong, yet, the best answer was not provided above. You see, people bought from people since Adam and Eve and will continue to do so despite the emerging robotic era. I don't foresee myself receiving a request for an appointment from the new UPS robotic sales representative. Not in the next 50 years of my life. So, if we agree, then let me go back to the questions, selling is not a job for a robot or a computer, in fact, selling is like playing the piano, if you don't enjoy music, it does not matter who is teaching you to play the piano, you will never be good at it.
Selling is an art, where the artist is well aware of what the audience wants to see and knowing his competition, he can always reinvent himself and capture the hearts of his fans. Picasso was a master of reinvention, and his ability to adapt paid off in dividends and continues to pay off to this day.
POSTED BY SAM AT 11:16 PM 0 COMMENTS
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