Never miss an opportunity to ask open questions when talking to your customers.
Questions reveal all – but not all questions are revealing. And many sales people don't listen for the key information which is contained in the answers.
The only way you can understand what will open the customer's mind and lead them to buying your products or services is to ask questions which reveal:
• their needs
• their concerns
• what they like
• what they don’t like
• what they value
• how you can add-value
The answers will only be revealed if you ask open questions, questions which encourage the customer to give you information, questions which encourage the customer to talk – while you listen.
Monday, August 13, 2007
Monday, August 6, 2007
The Power of Referrals
Never miss an opportunity to ask your customers for referrals.
The reason your customers are your customers, most likely, is that they like you and or the products or services you provide. There's a really good chance that they know other people, perhaps even people in other similar companies to theirs who would have a need for someone to provide them with the great service and great products you provide.
Put simply, your customers know people you don't know.
So ask every customer you see today for two referrals.
If you see only 4 customers today that’s 8 referrals or warm calls. Do that every day for a week and you’ve got 40 prospects. And that’s only if you have 4 customers! If, as some people do, you are seeing 10 customers or more a day that’s …..huge !
This is one of the simplest Power Sales Tips - and it works so well!
(Don’t forget to thank your customers for the referrals they give you – give them feedback on the results)
By the way, if you are unsure how to ask for referrals or are uncomfortable about doing so, I'll cover that next week.
The reason your customers are your customers, most likely, is that they like you and or the products or services you provide. There's a really good chance that they know other people, perhaps even people in other similar companies to theirs who would have a need for someone to provide them with the great service and great products you provide.
Put simply, your customers know people you don't know.
So ask every customer you see today for two referrals.
If you see only 4 customers today that’s 8 referrals or warm calls. Do that every day for a week and you’ve got 40 prospects. And that’s only if you have 4 customers! If, as some people do, you are seeing 10 customers or more a day that’s …..huge !
This is one of the simplest Power Sales Tips - and it works so well!
(Don’t forget to thank your customers for the referrals they give you – give them feedback on the results)
By the way, if you are unsure how to ask for referrals or are uncomfortable about doing so, I'll cover that next week.
Friday, August 3, 2007
Treat Your Customers as Real People
Never, never miss an opportunity to treat your customers as ‘real people’.
So often, sales people see customers as a ‘sale’, as an additional statistic they can add to their weekly or monthly report.
And because they see them that way, they behaviour with the customer, even subconsciously, reflects that.
Customers are people - just like you and I. They are individuals who have feelings, emotions, needs and wants.
The more you honour them as individuals and value their feelings, the greater the connection they will with you – and the more they will want to do business with you.
So often, sales people see customers as a ‘sale’, as an additional statistic they can add to their weekly or monthly report.
And because they see them that way, they behaviour with the customer, even subconsciously, reflects that.
Customers are people - just like you and I. They are individuals who have feelings, emotions, needs and wants.
The more you honour them as individuals and value their feelings, the greater the connection they will with you – and the more they will want to do business with you.
How Can You Increase Your Sales ?
Over the years I have helped literally hundreds of sales professionals increase their sales performance and gain the edge over their competitors.
Now I've decided to share some of my tips to help you increase your sales.
The sales profession is one of the most exciting and, of course, rewarding. To be successful, a sales person requires three things :
1. Determination
2. Commitment
3. Key strategies which are easy to impliment - and which can be repeated over and over.
If you are serious about increasing your sales, visit this blog regularly - I will be posting two tips every week, tips which you can use immediately.
Now I've decided to share some of my tips to help you increase your sales.
The sales profession is one of the most exciting and, of course, rewarding. To be successful, a sales person requires three things :
1. Determination
2. Commitment
3. Key strategies which are easy to impliment - and which can be repeated over and over.
If you are serious about increasing your sales, visit this blog regularly - I will be posting two tips every week, tips which you can use immediately.
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