Tags |
|
|
Links |
|
|
Atricle Dump - When Salespeople Are Talking, They're Learning Nothing
Although daunting at first the benefits and rewards of promoting your products online can easily be distinguished.The overheads of running a business online are considerably reduced as there is no need to have premises to show your products, which in turn means no electricity, heating or general running costs. Also the staffing levels will also be greatly reduced. All you will need to get started is a computer, Internet connection and a good accountant.However you do need to be aware of the problems a traditional business does not have to face such as hack
This question enables the salesperson to determine the “real reason” for a “NO” answer. Here’s another:
Question: If it were not for __________, are you telling me that we would be doing business together?
Fill in the blank with words like PRICE or whatever reason (or excuse) the customer offers for not buying.
The best conversationalists have mastered the art of asking probing open-ended questions. People don’t care how much you know until they know you much you care.
2
The Julian calendar we use to pass the time every day, every week, every month and every year is the one most commonly used by businesses. Its general availability and familiarity make it a natural selection.However, the Julian calendar was certainly not devised with the peculiar needs of the apparel and sporting goods retailer in mind. The seasonal, holiday and special event nature of retailing makes the Julian calendar practically useless for accounting periods.An accounting calendar that ingeniously relates to the business cycles of retailing is inval
1. Ask well-designed open-ended questions. If you want to be more in control of your sales calls, talk less and ask more questions. When you’re talking, you’re learning nothing, but when you ask good questions, you’re getting inside your customers and prospect’s heads. You’re learning more about how they think and how they make decisions.
Here are several of my favorites:
Question: What criteria do you use when _____________? The reason for the blank is because this question is so flexible. You can fill in the blank with different words. For example:
Question: What criteria do you use when making a decision to change brands?
Question: What criteria do you use when selecting a supplier?
Question: What criteria so you use when making a buying decision?
Since I am a big believer in consulting selling, it is critical for me to understand what objectives my clients are trying to achieve. If you can help a customer make more money, be more successful or solve their most pressing problems, you will never again have to worry about your income level.
Here is one of my old standbys that should not be used until you have developed a good enough relationship with the customer or prospect to have earned the right to ask it.
Question: When the end of the year rolls around, what sort of evidence do you look for to determine if you’ve been successful or not?
Key: Ask the question and shut up long enough for the customer to answer. Too often, salespeople can stand periods of silence for too short a period of time. So be patient!
When you ask a customer for an order and the customer tells you that your price is too high, try asking this question:
Question: Are you telling me that if my prices were line for line, item for item identical to the competition, that you and I would be doing business?
This question enables the salesperson to determine the “real reason” for a “NO” answer. Here’s another:
Question: If it were not for __________, are you telling me that we would be doing business together?
Fill in the blank with words like PRICE or whatever reason (or excuse) the customer offers for not buying.
The best conversationalists have mastered the art of asking probing open-ended questions. People don’t care how much you know until they know you much you care.
2
It really amazes me today how most corporations not only stay in business, but how they do the volume of business they actually do? I guess in many cases it comes down to the fact that when making a choice where you are going to do business for a particular product or service, and there's only one choice, your answer is pretty much made up for you.One company that really has me scratching my head is Verizon. How can a person call their order department and spend an average of 1 to 1 1/2 hours on the phone with a so-called trained representative who is taking the
Here are several of my favorites:
Question: What criteria do you use when _____________? The reason for the blank is because this question is so flexible. You can fill in the blank with different words. For example:
Question: What criteria do you use when making a decision to change brands?
Question: What criteria do you use when selecting a supplier?
Question: What criteria so you use when making a buying decision?
Since I am a big believer in consulting selling, it is critical for me to understand what objectives my clients are trying to achieve. If you can help a customer make more money, be more successful or solve their most pressing problems, you will never again have to worry about your income level.
Here is one of my old standbys that should not be used until you have developed a good enough relationship with the customer or prospect to have earned the right to ask it.
Question: When the end of the year rolls around, what sort of evidence do you look for to determine if you’ve been successful or not?
Key: Ask the question and shut up long enough for the customer to answer. Too often, salespeople can stand periods of silence for too short a period of time. So be patient!
When you ask a customer for an order and the customer tells you that your price is too high, try asking this question:
Question: Are you telling me that if my prices were line for line, item for item identical to the competition, that you and I would be doing business?
This question enables the salesperson to determine the “real reason” for a “NO” answer. Here’s another:
Question: If it were not for __________, are you telling me that we would be doing business together?
Fill in the blank with words like PRICE or whatever reason (or excuse) the customer offers for not buying.
The best conversationalists have mastered the art of asking probing open-ended questions. People don’t care how much you know until they know you much you care.
2
Attracting clients can be effortless when you focus on your strengths rather than trying to improve your areas of weakness.There might be something you are already doing that comes easily to you, something that you might take for granted, but which could be the best way for you to connect with potential clients. If you spend more time doing that, rather than trying to do all the various marketing activities that are possible, over time you’ll achieve success.Here are some ideas for growing your client base if you’re in the early stages of your business:ou use when selecting a supplier?
Question: What criteria so you use when making a buying decision?
Since I am a big believer in consulting selling, it is critical for me to understand what objectives my clients are trying to achieve. If you can help a customer make more money, be more successful or solve their most pressing problems, you will never again have to worry about your income level.
Here is one of my old standbys that should not be used until you have developed a good enough relationship with the customer or prospect to have earned the right to ask it.
Question: When the end of the year rolls around, what sort of evidence do you look for to determine if you’ve been successful or not?
Key: Ask the question and shut up long enough for the customer to answer. Too often, salespeople can stand periods of silence for too short a period of time. So be patient!
When you ask a customer for an order and the customer tells you that your price is too high, try asking this question:
Question: Are you telling me that if my prices were line for line, item for item identical to the competition, that you and I would be doing business?
This question enables the salesperson to determine the “real reason” for a “NO” answer. Here’s another:
Question: If it were not for __________, are you telling me that we would be doing business together?
Fill in the blank with words like PRICE or whatever reason (or excuse) the customer offers for not buying.
The best conversationalists have mastered the art of asking probing open-ended questions. People don’t care how much you know until they know you much you care.
2
Effective executive business coaching is optimized when viewed within the context of achieving measurable business results. In the successful small business, coaching is conducted in keeping with the organizational structure of the business. It is seen to be part of the leadership skills development culture that fulfils strategic objectives and goals.A coaching program, within a business culture, works because it focuses attention on the people in the business. Coaching is a practice that emphasizes the importance of interpersonal relationships in getting the
Question: When the end of the year rolls around, what sort of evidence do you look for to determine if you’ve been successful or not?
Key: Ask the question and shut up long enough for the customer to answer. Too often, salespeople can stand periods of silence for too short a period of time. So be patient!
When you ask a customer for an order and the customer tells you that your price is too high, try asking this question:
Question: Are you telling me that if my prices were line for line, item for item identical to the competition, that you and I would be doing business?
This question enables the salesperson to determine the “real reason” for a “NO” answer. Here’s another:
Question: If it were not for __________, are you telling me that we would be doing business together?
Fill in the blank with words like PRICE or whatever reason (or excuse) the customer offers for not buying.
The best conversationalists have mastered the art of asking probing open-ended questions. People don’t care how much you know until they know you much you care.
2
Which of the following applies to you as a business owner?1. I often hear myself saying I am not focused or I am overwhelmed. 2. I am working harder, longer, and not producing enough.3. I do not have systems for monitoring, measuring, or testing my business success. 4. I describe my ideal client as someone who breathes and has money. 5. I take on clients who are not a good fit because I need the money. 6. I am not known as an expert in my field yet. 7. I have no follow-up processes for my networking efforts.
This question enables the salesperson to determine the “real reason” for a “NO” answer. Here’s another:
Question: If it were not for __________, are you telling me that we would be doing business together?
Fill in the blank with words like PRICE or whatever reason (or excuse) the customer offers for not buying.
The best conversationalists have mastered the art of asking probing open-ended questions. People don’t care how much you know until they know you much you care.
2. Lip read. When listening, focus on the person’s lips. Because you are able to think so much faster than another person can speak, it’s natural for your mind to wander as you listen. Avoid actually moving your lips as the person speaks, but silently repeat each word that comes out of their mouth. This technique greatly enhances retention and reduces the tendency to allow your mind to wander.
3. Paraphase. When you are not quite sure that you got the precise meaning of a statement, use the paraphrasing technique; that is, repeat back to the person what you believe you heard him or her say. If you heard correctly, you’ll receive confirmation, but if you heard incorrectly, the other person can set your straight.
4. Ask people to repeat to repeat themselves. Let’s say that you accidentally do allow your mind to wander; we’re all guilty of this communication sin from time to time. Don’t try to fake it, but rather, ask politely: “I’m sorry, I missed your last point. Would you please repeat it?”
5. Resist interrupting. Especially if you are short on patience, you may have developed the bad habit of interrupting before others finish making their point. Get into the good habit of waiting until the other person finishes what they are saying before jumping in with your own two cents worth. Make a quick note to yourself if you want to remind yourself what you wanted to say when you thought about interrupting.
6. Love learning. Once again, when you’re talking, you are learning nothing. When you are listening, you are gaining insight into another person’s experience. If you ask customers and prospects enough well-designed open-ended questions, they will tell you everything you need to know to make the sale.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.articledump.net/article/37654/articledump-When-Salespeople-Are-Talking-Theyre-Learning-Nothing.html">When Salespeople Are Talking, They're Learning Nothing</a>
BB link (for phorums):
[url=http://www.articledump.net/article/37654/articledump-When-Salespeople-Are-Talking-Theyre-Learning-Nothing.html]When Salespeople Are Talking, They're Learning Nothing[/url]
Related Articles:
Mortgage Broker Marketing Made Simple
Bookmark it:
|