Expert Author: Jim Klein | Category: Sales You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence. Finally, you asked their permission to ask questions. Because you did such a great job up to this point, your prospect says, “If you can do that for me, if you might be able to help me that way, to create those kinds of results, sure, you can ask me some questions.”
Expert Author: Jim Klein | Category: Sales What’s taught in most books, courses, and by sales managers all over the world, is to start asking questions and probing your prospect for answers to your questions. However, I’ll bet you have run into resistance from your prospect when you do start to ask questions, haven’t you? You know what I’m talking about. You start to ask the prospect questions, and either you’re struggling to get answers, they’re really not opening up, and they’re not giving you a lot of real good workable information.
Expert Author: Jim Klein | Category: Sales When it comes to qualifying a prospect it’s important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both needs.
Direct mail is still the number one marketing strategy used by many successful sales companies. With direct mail, you have total control over the presentation of your message. Direct mail is a unique blend of advertising and sales. While good advertising should certainly lead to sales, direct mail allows you to present the product or service, make an offer and try to close the sale-all at once!
Dividing your time equally between soliciting (or marketing), selling and servicing is a time management skill that once mastered will return great benefits. During the day there are many things that come up and all of them seem urgent. You feel like you have some many things to do and they all need to get done now. This attitude causes unnecessary stress.
Expert Author: Jim Klein | Category: Sales A time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not taking time to plan your like a tumbleweed blowing in the wind.
Expert Author: Jim Klein | Category: Sales Mastering the necessary sales presentation skills will increase your results and boost your sales. A sales presentation doesn't begin when you are telling and showing the prospect how you'll solve their problems. It begins before you walk in the door to give the presentation. It begins with doing your homework on the company or person you're presenting to and continues through the follow up after the sale.
Expert Author: Jim Klein | Category: Sales Target marketing is one of the keys to a successful sales marketing program. Starting your marketing efforts without first identifying your target market is like trying to hit a target with a bow and arrow blindfolded. A very small percentage of the arrows will hit the target.
The first step in getting people to take immediate action is for them to perceive your product or service as being in demand or in limited supply. People want what is "hot" right now. Psychologists have proven, people find more value in things they have a difficult time obtaining. If you're told you can't have something, you want it even more.
Expert Author: Jim Klein | Category: Sales Use these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales. A winning sales presentation should answer all your prospects questions, get them excited and lead them to the conclusion that your product or service is the only solution to their problems.
Expert Author: Jim Klein | Category: Sales You found a prospect and got the appointment, now what? It's time to decide if this person or organization is in need of your product or service. It's time to find the problem you can solve with your product or service.
Expert Author: Jim Klein | Category: Sales Salespeople are always looking for some magical sales skill that will bring them more leads, help them book more appointments or close more sales. It has been my experience that some of the most effective selling skills are not being taught as part of the sales process.
Expert Author: Jim Klein | Category: Sales An effective marketing technique for any sales person and sales company is a web site. More people are searching for information on the internet everyday. Why not put yourself where people will see you. It's another tool for your media marketing tool box. A UCLA study reported in December of 2003 that more than half of Americans with Internet access buy things online. The number-one reason cited by these consumers for online transactions is Convenience.
Expert Author: Jim Klein | Category: Sales A very important time management tip I learned was how to determine the value of my time. In time management books and time management seminars you've seen charts and graphs depicting the dollar value of each workday hour, depending on your income or the income you want to achieve.
Expert Author: Jim Klein | Category: Sales A very effective phone sales technique I've used with great success is maximizing every call for future business. What do I mean? Every time you pick up the phone, either an incoming or out going call, think about asking for more business.
Expert Author: Jim Klein | Category: Sales A management skill that will reap huge benefits is retaining your top sales people. When you realize 80 per cent of your companies sales volume comes from the top 20 per cent of your sales people you should understand your time and money are best spent on them. Spend your time, money and educational resources to locate, hire, train and supply top sales people. Don't leave this to chance.
Expert Author: Jim Klein | Category: Sales When it comes to closing a sale do you really know how to close? Do you freeze up afraid to close or don't know what to say? Do you know how and when to close a sale or even if the prospect is interested in your product? Well, read on and I'll share with you six ways to overcome these common challenges and increase your closing ratio.
Expert Author: Jim Klein | Category: Sales Customer Service Tip #1: Treat everyone like they are the most important person in the world. "Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others of the way they were treated in your place of business."
Expert Author: Jim Klein | Category: Sales In sales you don't get paid for getting leads or making appointments. You get paid for closing the sale. So getting over the fear of asking for the sale is paramount to earning money in sales. I'm going to share two sales closing tips that will help you close more sales. One will show you how to eliminate the fear of closing sales. The other, how allowing your fear to prevent you from closing is costing you sales.
Expert Author: Jim Klein | Category: Sales Imagine what it would be like if you found an advertising technique to increase your repeat and referral business. What if this technique not only gave you top of mind awarness with your clients and customers but also provide them with real value? Not staying in contact on a regular basis with past clients and customers is a mistake many salepeople make. It's a costly mistake because people who have bought your product or service are a great source of repeat and referral business.
