Archive for the ‘Sales’ Category

New Goals

Wow, it’s hard to believe I’ve been away from my blog for so long. It’s time for me to regroup my thoughts and get back into the habit writing. My goals are to post at least once a week, change the look and feel of my blog, increase readership, and promote interactivity from people who read my blog.

It’s time to start thinking up some provocative topics!

Don’t Think About Numbers

No, I’m not knocking on mathematics. I’m talking about sales numbers. If you think too hard about your numbers, you’ll choke. This doesn’t only apply to professional salespeople. Even at places like Starbucks, branch numbers play an important role.

Any business has numbers. There’s a time to discuss how you’re doing, but don’t obsess over the numbers.

What’s the Difference?

How is your product or service different from your competitors? This important question leads you to the USP, or unique selling proposition. At Hertz, our USP for selling insurance is that there’s no deductible if you’re involved in an accident and any damage to the car, regardless of fault, is covered by Hertz. We also take care of the entire claim process.

Can your insurance company offer you that level of service? I deal with insurance companies all day long and not one of them can compete with our service. Without a strong USP like this, our product would be dead in the water.

If you don’t know what your USP is for your own business, I highly recommend putting some thought into how you’re different. Why would people buy the same old stuff? As Seth Godin would put it, be remarkable and make yourself a purple cow.

Accentuate the Benefits

Ultimately, customers and clients are looking out for themselves. They won’t be persuaded to buy your product or service if they think your motivations are self-serving. That’s why focusing on the benefits of what your selling is so crucial. Be sincere with the fact that you’re helping your customers achieve something with your product or service. It’s all about them.

Do People Buy Coupons?

Lately, I’ve had a couple salespeople show up at my work and pitch books of coupons. Their presentations were descent, but in the end I can’t justify buying coupons. It doesn’t quite make sense to me.

I get free coupons in the mail that I almost never use. I’m curious to know if anyone out there buys books of coupons and for how much?

Technorati Tags: ,

Get Out There And Market

Building relationships is the most important part of marketing. If you can go into a place, establish rapport and become friends with everyone, you’ll have it made. They’ll love to send business your way since they know their customers will be taken care of.

The next most important part is integrity. Don’t promise people things you can’t deliver. All that does is cause headaches. Clients won’t use you if you continually drop the ball.

If you’re in the business world, even with minimal business sense, I’m sure you know integrity is important. Go out there and charm everyone with your personality, do what you say you’ll do, and success is yours.

Technorati Tags: ,,

The Breakdown

If you sell a product or service that can be sold in levels, do it. What I mean by this is start explaining and demonstrating your most expensive, premium service first. Look at popular products today and you’ll find different levels for different desires and needs. The Xbox 360 and IPod have different size hard drives available. At Burger King, you’ll find different size value meals.

While the products above don’t typically have professional salespeople pushing them, they do illustrate my point. If I were going to sell these products I’d always start by recommending the biggest and most expensive option. Detail the benefits of going big. Show them why they should have the best. Some people will accept the best and buy right away. Others will not.

Why won’t they? Some people can’t afford the biggest, most expensive thing you’ve got. Others might simply want exactly what they need. If price is a concern though, starting with the most expensive item and working your way down helps the customer to almost certainly buy the less expensive item. That’s called top down selling at its finest.

Some Simple Advice

In sales, when you and your team have a stellar week, it’s easy to let up. Don’t allow yourself to slack off during the approaching weeks. Come out guns a blazin’ and keep the momentum going. Run with the “selling high” you achieved during the previous week. Besides, why wouldn’t you want to add more dollars to what you’ve already earned?

The Magic Number 7

This sales technique is simple yet takes discipline to use. All you need to do is overcome 7 objections in every sales presentation you do. With each objection you overcome, your prospect loses reasons to not buy. His buying barriers will fall. There’s something about the number 7 that makes people stop objecting and take the plunge.

Now, I say this takes discipline because it’s not easy to keep going sometimes. If someone holds up their hand just inches from your face saying no, no, no, would you keep trying to sell them? If they say “oh, I don’t need that” or “I can’t afford that,” make sure you have responses to those objections. If you sell insurance, tell them they can’t afford not to get it. If you sell hand held GPS systems, tell them they’ll never get lost again. And don’t forget to ask questions, find out what’s important to them and relate what you say to their needs.

Keep a mental running total of the objections you overcome. Then ask for the sale. You might be wildly surprised.

Drive a Mile in Your Customer’s Car

I want to avoid the phrase “Walk a mile in the other person’s shoes” and make that idea more applicable to renting cars. Point being, to do well in this business, you need to downshift and look at things from the perspective of your customer.

This means sympathize. Listen. Find solutions for your customers that match their needs. Not only will they trust you, they’ll feel you’re trying to help them. They’ll want to be your friend. They’ll come back to you when they need your services. Do this for every customer and you won’t fail.