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Atricle Dump - The Answers (1 - 5) Are Here! Challenge Yourself - Evaluate Your Selling Skills
What type of public relations can dog groomers do? It seems that all businesses large and small must be one with the communities and consumers, which support them right? Indeed, yet some businesses are much easier to promote such community goodwill due to their industry sub-sectors.What can a small local service business like a mobile dog groomer do to promote a public relations program? Well consider if you will that dog groomers work around animals so whatever they do they will wish to do something pos
5. Recap.
This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and feat
"There is no reality, only perception." -- Dr. Phil. Entrepreneurs often wonder how to get known as an expert in their field, especially if they are just starting out. The secret lies in getting others to perceive you as an expert. Don't get me wrong -- I'm not implying that you lie, deceive or make false claims. I'm not even suggesting that you "fake it 'til you make it." Oh no! You must BE an expert. If you don't believe you are, your first step is to become one
Answer:
1. Rapport.
Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide.
The more information I provide the more you understand my needs and wants.
The more you understand my needs and wants the easier it will be for you to sell me.
Be sincere. Nothing will turn a customer off quicker that insincerity.
2. Overview.
Help me understand what we’re going to do while we’re together today (assume this is our initial visit). I’m looking to purchase a new roof, you’re the rep for the roofing company. The overview would include the elements or the steps of the sales process.
EXAMPLE: “Teri, while we are together today I’d like to better understand what’s important to you when replacing your roof - such as the style, the color, as well as the budget you are looking to stay within. Next, I’ll measure the roof and show you the different options and packages we have available. And, finally, I’ll show you what we need to do while we’re together today to get started.”
3. Qualifying.
Using the right approach and asking specific, relevant questions in a non invasive way.
EXAMPLE: “Teri, have you ever had a roof replaced?
At that time what roofing company did you use?
Is there a specific reason you chose not to use that company this time?
How soon are you looking to have the roof replaced?
Aside from yourself is there anyone else that will be involved in the decision making process?
Is there a budget that you are looking to stay within?
How would you be paying for the new roof?
Cash, credit, or financing?, etc.”
4. Presentation.
Now that you’ve helped me feel comfortable, have identified the steps that will transpire while we’re together and qualified me on areas of importance, its time to provide a presentation that would include company bio, credibility, service, product line, etc.
5. Recap.
This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and featu
Is it OK to use a box that was already used in the shipping process? The answer is: sometimes!Many times, when we receive something that we want to send back, we think nothing of using the original box for the return shipment. This is usually acceptable, but there are things you want to look out for when reusing a corrugated box.First, make sure it is a shipping box. A box that is rated for shipping contains a round seal called the certification. The seal indicates the testing that the box went th
2. Overview.
Help me understand what we’re going to do while we’re together today (assume this is our initial visit). I’m looking to purchase a new roof, you’re the rep for the roofing company. The overview would include the elements or the steps of the sales process.
EXAMPLE: “Teri, while we are together today I’d like to better understand what’s important to you when replacing your roof - such as the style, the color, as well as the budget you are looking to stay within. Next, I’ll measure the roof and show you the different options and packages we have available. And, finally, I’ll show you what we need to do while we’re together today to get started.”
3. Qualifying.
Using the right approach and asking specific, relevant questions in a non invasive way.
EXAMPLE: “Teri, have you ever had a roof replaced?
At that time what roofing company did you use?
Is there a specific reason you chose not to use that company this time?
How soon are you looking to have the roof replaced?
Aside from yourself is there anyone else that will be involved in the decision making process?
Is there a budget that you are looking to stay within?
How would you be paying for the new roof?
Cash, credit, or financing?, etc.”
4. Presentation.
Now that you’ve helped me feel comfortable, have identified the steps that will transpire while we’re together and qualified me on areas of importance, its time to provide a presentation that would include company bio, credibility, service, product line, etc.
5. Recap.
This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and feat
1. An attractive layout that is easy to read and follow.Recruiters and hiring managers are busy people. They are often reading hundreds of r?sum?s in a day so they don’t have time to clean up your r?sum?s formatting.If a hiring manager opens your e-mail attachment and the lines are out of alignment (usually from using the “tab” key) or if the font is too large/too small, they will likely hit delete and move on.Instead of using the “tab” key and the underline function, try to use tables with
3. Qualifying.
Using the right approach and asking specific, relevant questions in a non invasive way.
EXAMPLE: “Teri, have you ever had a roof replaced?
At that time what roofing company did you use?
Is there a specific reason you chose not to use that company this time?
How soon are you looking to have the roof replaced?
Aside from yourself is there anyone else that will be involved in the decision making process?
Is there a budget that you are looking to stay within?
How would you be paying for the new roof?
Cash, credit, or financing?, etc.”
4. Presentation.
Now that you’ve helped me feel comfortable, have identified the steps that will transpire while we’re together and qualified me on areas of importance, its time to provide a presentation that would include company bio, credibility, service, product line, etc.
5. Recap.
This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and feat
Cash register? Check. Employees? Check. Zip ties? Wait a second. Zip ties were not on the small business checklist. Until now. Many small business owners are already using zip ties to bundle cords and cables in their stores or home offices. But zip ties have a myriad of uses, offering convenience and affordability in the pursuit of the American dream.Dry CleanersMultiple pieces from the same customer can be secured with a simple zip tie. Cleaners can keep their racks organized and custome
How soon are you looking to have the roof replaced?
Aside from yourself is there anyone else that will be involved in the decision making process?
Is there a budget that you are looking to stay within?
How would you be paying for the new roof?
Cash, credit, or financing?, etc.”
4. Presentation.
Now that you’ve helped me feel comfortable, have identified the steps that will transpire while we’re together and qualified me on areas of importance, its time to provide a presentation that would include company bio, credibility, service, product line, etc.
5. Recap.
This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and feat
One of the greatest thrills in business is acquiring a new customer. Many businesses are too caught up in the excitement of acquiring new customers that they do not spend enough time or money on unlocking the value of their existing customer base. It surprises me how often business fail to regard their existing customers as one of their most valued assets.There may not be the same excitement in getting orders from existing customers, BUT this is where the real profits are made. It is generally accepted a
5. Recap.
This step helps pull everything together by assuring you understand my needs and wants. Also, it gives you, the salesperson, an opportunity to clear away any additional questions or concerns that I might have, touch in on the benefits and features of your products, and allows you to show me why your company would be the best choice.
WHAT HAPPENED TO THE CLOSE? - CLOSING STARTED WITH HELLO!
It's not about the close - it's about the qualifying. If you're following a well documented sales process and asking great qualifying questions, the close will become a formality.
Question 2) Of these top five, which is the most important? Why?
Answer:
Qualifying.
Qualifying is critical because:
if you don’t understand my needs or wants;
if you don't understand what motivates me to buy;
if you don’t know who the decision makers are;
if you don’t know if I could afford what you have;
How are you going CLOSE the sale?
DON'T FRUSTRATE YOURSELF!
Ask great questions and listen for the answers (objections, concerns, fears).
Question 3) List the top three steps in the qualifying process?
Answer:
1. Identifying the decision maker.
2. Identifying that there is a need or want.
3. Identifying affordability.
Question 4) Of the top three which is most important. Why?
Answer:
Identifying the decision maker.
Without identifying the decision maker/s you’ll invest a lot of time and emotion only to find there are one or more additional people needed to move forward. Don’t get caught in the trap of believing the person or people you are talking to will do a better job of selling than you can. If you’re not dealing with all the decision makers you lose. And, if by some miracle you do close the sale, it will be a very lengthy selling cycle.
Question 5) What is more important - qualifying or closing? Why?
Answer:
"If you don’t know the answer to this one, WE NEED TO TALK!"
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